Asking for the sale can feel awkward—especially when you’re new or working in a high-end retail. Whether you’re helping someone shop for an anniversary gift or guiding them toward the luxury timepiece of their dreams, that final moment—the moment where you say, “Would you like to move forward?”—can make your palms sweat.
But it shouldn’t. Asking for the sale isn’t rude. It isn’t presumptuous. In fact, when it’s done right, it’s one of the most helpful things you can do for your customer.
Asking for the Sale Matters
When someone walks into your store and tries on a beautiful watch or picks out a pair of diamond earrings, they’re already halfway there. They’re picturing it on their wrist or in a gift box. You’ve guided them through the features, the quality, the brand story. Now they just need a little encouragement to make the leap.
That’s where you come in.
Asking for the sale gives your customer permission to commit. It signals confidence—not just in the product, but in their decision. It closes the loop. And that’s a good thing. Saying something as simple as, “Want me to get this boxed up for you?” or “Would you like to go ahead with this one?” can provide the nudge they need to say yes.
How to Get Over the Awkwardness
If you’re feeling hesitant, you’re not alone. A lot of salespeople, especially early on, worry about coming off as pushy or aggressive. The irony? Most customers expect you to ask. They’re in your store because they’re interested in buying. If they didn’t want help, they’d be scrolling online instead.
Here’s a helpful mindset shift: you’re not selling to someone—you’re guiding them through a decision they’ve already been leaning toward.
Still nervous? Here are a few tips: – Observe a confident coworker. Watch how naturally they move from conversation to close. – Tweak the phrasing until it sounds like your own words instead of a script. – Frame it as a service. You’re not just selling—you’re solving a problem or fulfilling a need.
Confidence isn’t about being pushy. It’s about being prepared and present in the situation.
Add-Ons and Upsells
Asking for the sale doesn’t stop at the main purchase. It’s also how you introduce accessories, add-ons, and service plans. And the best part? These offers often feel more natural when they come after a confident close.
Try these: – “Would you like to see a travel case for that watch?” – “We have a complimentary cleaning service for purchases over $500—should I set you up for your first visit?” – “Many customers add a matching necklace to go with this bracelet. Would you like to take a look?”
When you deliver these as suggestions, you’re adding value. And every add-on is good for your customer and—let’s be honest—your paycheck.
Build Your Confidence with Feedback
If you want to level up this skill, talk to your manager about implementing mystery shopping as part of your training—or even as a rewards program. A well-designed mystery shop doesn’t just test you; it teaches you. You’ll see what you’re doing well and where you can improve, without the judgment or guesswork.
At The Brandt Group, we’ve helped sales professionals like you build confidence, polish their presentation, and become more comfortable closing the sale. With over 30 years of experience and an A+ rating from the Better Business Bureau, we know what it takes to grow a winning sales team.
So, next time you feel that hesitation rising in your throat, remember this: asking for the sale is part of great customer service. It helps your customer feel confident. It helps your store succeed. And it helps you grow.
Ready to sharpen your skills? Encourage your manager to contact us at The Brandt Group today—and let’s build a plan that rewards great performance and lifts your entire team to the next level!
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