I’m a small business with an artistic product. I sell 2 t0 3 units per years. Ranging from 125k+. My product is in a league of its own and I’ve been called a visionary but my industry is considered small. Upper-class customers contact me to buy my product. I’m the only one in the world to offer this specific concept so they cant go anywhere else to get it. I’ve had 4 sales in the past six months that I haven’t been able to close on. I’m a master at my craft but I seem to have trouble closing/locking in the sale. How do I lock-in the sale with someone that has contacted me but has limited time, expendable funds, and a taste for outrageous, expensive toys?

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Jay’s Answer: Before you begin to try to close, find out what their (emotional) needs are. Why did they contact you today? What will they do with their purchase? Where have they seen one before? You want to engage them to find out their needs but also help them to truly visualize owning it. That’s why auto dealers know that when they ask “what color are you looking for?”, once you respond you’re now emotionally involved in the purchase.