Closing Techniques The Closes

How to Deal with PeopleHere I’ll wrap up my Closing Techniques series of article’s. The final part of the selling process, getting the client to buy, is the easiest. If you are having trouble getting the client to buy, you have messed up the presentation phase. To get you warmed up, you should read my my article on Cold Calling Sales Techniques.

I wrote script’s for telemarketing companies that were hugely successful and original. I’m sure you will learn some tip’s there that you haven’t anywhere else.

Before you proceed you should also take a look at the following article’s. If you understand these Sales Techniques, you will have no problem Closing.

The Assumptive Close

This is the most effective close if you get them to affirm positively through out the presentation. Start out getting them to affirm smaller decisions and work your way up to the big decision.

Joe Girard, The Guinness Book of World Record’s Greatest Salesman, said if the client says no you failed to assume the sale throughout the presentation. You must be 100% sold on your product before you can sell it to others. On the other hand, when you are 100% sold, it is extremely easy to sell that product to most anyone.

If you don’t believe in your product find one you do believe in and sell it instead. If you don’t, good luck becoming a good salesman.

You can soften this close by assuming the sale and then follow that up with another soft affirmation question.

Hence, “I know you’ll love this (product / service), now which (payment plan, additional features, delivery options, etc.) work best for you?”

Joe Girard’s Book, How to Sell Anything to Anybody, is without a doubt the best sales book I’ve ever read. I’ve read just about everyone, by the way.

The Honest Close

Here you look them in the eyes and tell them you want to be honest and tell them you want their business.

Then ask them what you need to do to get it. You might want to be a little humorous here to lighten any tension. Most people will return your honesty and will tell you what you have to do.

The Compromising Close

Here you say “I see you see value in (product / service) and that the price is the major sticking point, right?”

You then get them to make a smaller and less expensive purchase that won’t allow them to miss the opportunity totally.

Another option here is to give the person a maximum of three potential offers and ask which works best for them. Never present more than three option’s. Two option’s are normally best!

The Ben Franklin Close

Ben Franklin used this technique every time he had a decision to make. He would list out on a piece of paper the positives and negatives to both sides of a decision. Whichever side had the most reasons listed would make his decision for him.

Tell your prospects this story and have them go through this exercise. Obviously, get them to affirm that this is a good way to make a decision beforehand.

The Testimonial Close

I used to ask all of my customers to describe what objections they had before they made the positive decision to buy from me. I would have them explain, in their own word’s, how I overcame that objection. I had all of these testimonial’s printed in a book and when I received an objection from new customer’s I would just present the testimonial’s to them.

I spent a great deal of my career having old customer’s sell to new ones!

Extra Tips
People walk through your doors because they are expecting to buy your product. As well, if you operate through walk in sales calls, if they are listening to you they are saying they are interested. If they weren’t they’d tell you to leave.

Throughout the call you should constantly speak as if the person will buy. If you do this, they start to assume that they’ll buy as well. Use phrases like:

  • “You can handle the payments on a quarterly basis at a 10% discount”, not “You may wish to purchase based on a 10% discount on a quarterly basis.”
  • “I think your smart to make a purchase today before the price increases”, instead of “If you buy today, you’ll avoid the price increase.”

Make the customer feel as if the product belongs to them. Get them used to owning the product. Once people feel ownership, closing the sale becomes natural. You can do this by using words such as “when”, instead of “if”.

Also use the words “we” and “let’s” to give them the impression that they aren’t making the decision alone.

That’s All Folk’s

This is my overview on Closing Strategies. If you have any question’s leave them below.

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