| Well, as much as all the salesman in the world will | | | | unethical! |
| hunt me down (like a magician revealing magic | | | | 4. The price-match close. Another lame tactic. |
| tricks), I'm just gonna reveal some of the | | | | Quite simply, the salesman offer to match |
| what-I-call-unethical closing sales techniques | | | | competitor's price or even offer incentives to get |
| (Thanks to Frank Rumbaukas. Author of | | | | your sale. Its a sub communication that the |
| NeverColdCallAgain!): | | | | salesman's product is no better off than the |
| 1. We call this the alternative close. One of the | | | | competition. Its a complete devaluation of the |
| more commonly used tactics by a salesman. | | | | product. THIS SHOULD NOT EVEN HAPPEN IN |
| Instead of allowing his client to choose, salesman | | | | THE INSURANCE/FINANCIAL INDUSTRY. If a |
| instead give you a choice of one or two decisions | | | | financial consultant have given you discounts for |
| with the intention to get you to choose either one | | | | premiums before, don't you simply think that he |
| instead of saying no. For example: instead of | | | | only cares about making your sale rather than |
| asking "Which day will you be free?" The | | | | trying to help you? |
| salesman will ask "I can meet you on Monday and | | | | 5. The yes close! This is a hot favourite amongst |
| Tuesday, which day would you prefer?" You see, | | | | salesman. The salesman will ask you a series of |
| this question inherently forces you to choose | | | | questions that he knows you will definitely answer |
| either Monday of Tuesday, just like a MCQ | | | | yes. For example: "Do you love your family?" "Do |
| question. With an open ended question, there is a | | | | you want the best for your family?" "Do you |
| much higher chance of you saying "I won't be | | | | want to better health?" etc etc. The theory is |
| free at all any of the days". | | | | that once you keep saying yes to these |
| 2. The balance-sheet close. Simply labeling pros | | | | questions, you will say yes when the time comes |
| and cons. You see, no matter what product the | | | | to ask if you want to buy. For example "Do you |
| salesman is selling, pros will always be higher than | | | | want to buy this so that your family knows you |
| cons. The reason is simple, the salesman simply | | | | love them by giving them better health?" The |
| didn't state all the cons. Instead, he just listed | | | | bottom line: if the salesman keep asking silly |
| down a few to put up a front implying that he is | | | | questions not pertaining to the product he is |
| being objective and fair. Worse still, some of the | | | | selling, be more aware! Don't let him manipulate |
| cons have a connotative meaning. For example: | | | | you this way! I remember one of the salesman |
| cons: "just a tad more expensive only!" | | | | from a multi level company company asked me |
| 3. Embarrassment close. The one I most despise | | | | those questions. I replied "Nope, I don't think I |
| any salesman to use. The idea is to force the | | | | love them today and don't think I want to give |
| prospect to buy from the salesman in order to | | | | them good health today." Obviously, his trick didn't |
| save face. For example: "You can't buy? It's OK, | | | | work on me! |
| not everyone can afford this price. I understand." | | | | Well these are some of sales technique used by |
| Reality? It just shows a total lack of integrity on | | | | pushy salesman. Be more aware now! |
| the part of the salesman and definitely very very | | | | |