Closing Objections – Matching False Objection Thoughts On This Objection By asking the questions below you can eliminate the false objections and learn what it is needed to assist the customer to make his home more beautiful. This must be practiced on a daily basis by sitting at a table or even at your desk and answering the questions. These objections can be easily overcome if you try to recreate the effect or the product they are trying to use to make the decision. With the lights it is asking questions to try and create the feeling that they are looking for. Darker colors make the room more intimate and cozy while light colors brighten and enlarge the room. To be successful in helping your customer on the matching you need to recreate their items that they are trying to make sure that it goes with. You must first ask questions to find the color of their cabinets, or furniture or walls. Questions To Ask Lights – “I understand – we really want to make sure that you are making the right decision. Is the room light, bright and open or is it a little darker and cozier? This color will brighten up the room and this color will make it cozier. Did you want to make it brighter or do you want to make it cozier?” Cabinets – “I understand – we really want to make sure that you are making the right decision. Are your cabinets a medium color like this or are they a little darker?” Once you establish a match for their cabinet color you can help them to make a decision. The important thing to understand is if the customer takes one sample home it is either a yes or no. Staying in the store gives them lots of options. Furniture & Walls – “I understand – we really want to make sure that you are making the right decision. Is your furniture/wall light or is it dark?” You then work to ask the right questions to find samples that are a match for their furniture or walls so that you can help them to make a decision? The important thing to understand is if the customer takes one sample home it is either a yes or no. Staying in the store gives them lots of options. If they say that the color/match was ok try to close the sale by asking the most common closing questions below. “Would you like to have it installed on next Monday or would Wednesday be better for you?” “Did you want to use the no interest plan or would you rather just put it on a visa?” If this does not work proceed to the next real closing objection of budget.