Signage Sales Tips

Sales Science Series #4: Closing the Deal

Once you’ve overcome your client’s objections and confirmed that you’ve provided a quality solution, it’s time to close the deal. How you close may vary depending on your sales style or your customer’s personality, so experiment with a couple different strategies to see what works best for you and your customers.

Save Time by Asking These Key Questions

One time saving sales step is to get all of the basic project information out on the table at your initial meeting with a potential new channel letter client.

What are the key questions to ask when you meet with a new prospect? Asking these questions should give you a good read on the basics of the project:

1. Is your new channel letter sign already designed?

2. (If no to question #1) Who will design the sign?

Top Ten Reasons for Investing in Signage

Why should your customer invest in signage instead of other media? Let’s take a look at the top ten fast answers to that question.

10. Signs produce foot traffic for your customer’s business

9. Signs work for your customer 24/7 without asking for a raise (particularly electrical signs like channel letters)

8. Signage produces new customers for your customer’s business

7. Signage decreases your customer’s sales time and expense by providing an ongoing supply of new business prospects

How to Sell Signage Quality

What is an effective method to sell signage quality? Here is a hint: a famous businessman once said: “I would not stay up all of one night to make $100, but I would stay up all of 7 nights to keep from losing it.” A similar quote is “the way to value something is to realize it may be lost.” So the point is the risk of loss is often a greater incentive than the prospect of gain. That risk of loss is one of your best tactics for selling signage quality.