| Closing skills will be a great persuasive tool to get | | | | as much as possible. Put them in the actual |
| under your belt, and the sooner you do so the | | | | situation, either literally or through helping them |
| better. Remember, as the salesperson--whether | | | | create a vivid imaginary experience. This closing |
| you're selling a product or trying to get your | | | | strategy helps the prospect become attached. |
| teenager to understand your point of view--you | | | | 6. Pro-con close--Walk the prospect through the |
| are in an advisory role. You are your prospect's | | | | thinking process. On a piece of paper, draw a line |
| advocate. The more you can operate in her/his | | | | down the middle and write down factors that help |
| best interest, the more s/he will sense this and | | | | your prospects compare and contrast how many |
| agree to your input. The closing skills you have | | | | more pros your product has than cons. This |
| learned in this chapter will help you to persuade | | | | closing strategy is excellent for analytical |
| more effectively. Now, knowing the process, you | | | | personalities. |
| will understand what is happening each step of the | | | | 7. Order-sheet close--Fill in the order sheet from |
| way and you will intuitively recognize where to | | | | the start of the conversation. This closing |
| guide your prospect. When you get these skills | | | | strategy reinforces a subconscious commitment |
| down, you will be pleasantly surprised that | | | | on your prospects' part. If they hesitate, explain |
| effective persuasion is an easy, fun and natural | | | | that the form just helps you get all the details. In |
| process. | | | | completing the form, be clear on what your |
| In the beginning, you will experience moments of | | | | prospects are looking for. Assure them that if |
| awkwardness when you forget exactly what to | | | | they aren't ready to make a decision, the order |
| say or do. There will also be times when your | | | | form will not be processed. |
| prospects will throw you for a loop and you won't | | | | 8. The relevant-story close--People think in terms |
| remember how to respond. When this happens, | | | | of stories. Relate to your prospects the |
| don't be too hard on yourself. As time goes on, | | | | experience of another client in a similar situation |
| you'll experience a natural learning curve. Just | | | | who moved forward and was very happy with |
| make note of areas you'd like to strengthen and | | | | her/his decision. This closing strategy also works in |
| work on them along the way. This kind of | | | | the reverse: someone who did not purchase and |
| conscientious attention will soon help you hone and | | | | later regretted it. |
| polish your selling abilities. After every sales | | | | 9. Ascending close--Pose a series of questions to |
| attempt, take the time to analyze the situation. | | | | your prospects that will all elicit a "yes" response |
| What did you do well? What could you have done | | | | and lead to the point of purchase as the obvious |
| better? | | | | step to take. This closing strategy reinforces |
| 1. Direct close--Simply ask for the sale. "Shall we | | | | subconscious affirmation of the product's benefits |
| get the process going for you?" "Sounds like a | | | | and ability to meet your prospects' needs. "Yeses" |
| great fit! Are you ready to move forward?" "Let's | | | | increase desire, while "nos" decrease desire. |
| get the ball rolling, OK?" | | | | 10. Reduce-to-the-ridiculous close--Break down |
| 2. Assumption close--Rather than ask if your | | | | your product's costs into minute units: "For a |
| prospect wants to move forward or not, assume | | | | mere 22 cents a day, you can enjoy the benefits |
| the sale and give her/him a choice of one option | | | | of our product." "You can change your life by |
| or another. This closing technique solidifies the sale. | | | | investing only 50 cents a day." |
| For example, "Would you like the blue or the | | | | 11. Real-reason close--After you have tried |
| green?" "Do you want it delivered, or will you be | | | | everything, thank your prospects for their time. |
| picking it up?" "Will that be cash or charge?" | | | | They will then sense that the exchange is ending, |
| 3. Take-away close--When your prospect | | | | so their resistance will subside. Ask your prospect |
| hesitates, say, "Just a minute--let me make sure | | | | something like this: "Mr. Smith, I tried to present |
| we have this in your size." "Let me see if we | | | | the information the best I knew how. What is the |
| have this item in stock." "Let me check with my | | | | real reason you did not buy today?" After |
| manager." "This product is not appropriate for | | | | receiving an answer, see if you can address the |
| you." Closing strategies like these create the | | | | concern and re-close. |
| impulse to move ahead with the purchase so | | | | Last but not least, remember that in this process, |
| your prospects don't forfeit their opportunity. | | | | everyone wins. Salespeople are what make the |
| 4. Summary close--Restate the list of benefits | | | | world turn. You will often be the one who nudges |
| your prospects have cited as important to them | | | | a person just enough so that s/he'll take action. |
| and list them in order of priority. This closing | | | | There are countless things that would remain |
| strategy confirms and validates in your prospect's | | | | undone if it were not for a sales rep's guidance |
| mind all the valid reasons for the purchase. It also | | | | and instruction. In the end, your prospect is happy |
| shows your prospect that you have been | | | | because you gave her/him the courage to act, |
| attentive and understand her/his needs. | | | | and you're happy because you know you've |
| 5. Puppy-dog close--Let your prospects touch, | | | | made a difference. |
| taste, feel and experience the product or service | | | | |