| Prospects sometimes bring their peers to sit with | | | | remember to involve your new-found accomplice |
| them in a sales meeting. The companion close is | | | | as well. As he nods in agreement, you can usually |
| the best tool to handle such situations. It is a | | | | find your prospect doing the same. |
| powerful sales technique that employs his friend | | | | When you win the companion over, his opinions |
| as your accomplice. With "insider" help, your | | | | (that are favorable toward a purchase) will seem |
| chance of closing the sale increases dramatically. | | | | neutral and unbiased to your prospect. Thus his |
| The strength in this technique lies in the | | | | words carry far more weight than all the |
| relationship and trust between your prospect and | | | | persuasion of a salesman. |
| his companion. It is likely his companion is there to | | | | You can even take it a step further by closing |
| give him assurance as he makes the purchase. Or | | | | the companion. Just have to get him to give you |
| he may need a friend's opinion before making a | | | | an honest opinion about your products. Then get |
| decision. | | | | him to tell you which one he'll eventually choose. |
| Whatever the underlying reason is, the companion | | | | It's easy for the companion to make a "decision" |
| - a spouse, parent or friend - is almost always an | | | | since it's nothing more than an opinion. And very |
| influencer on some levels. If you can win him | | | | often your prospect will take it seriously and end |
| over, his opinion can be a powerful motivator for | | | | up doing what his companion says. |
| your prospect's purchase. | | | | In many ways, your prospect is compelled to be |
| But don't you think that this is a difficult task! | | | | in agreement with his companion. This is a form |
| Since the companion does not have to make a | | | | of social pressure. Like peer pressure, this |
| financial commitment, he's likely to agree with you. | | | | psychological force can alter the emotion and |
| If you make your presentation compelling and | | | | behavior of the individual. Under such influence, he |
| even entertaining, you're likely to get a strong | | | | might even perform an action that he would |
| support from him. | | | | normally not do under normal circumstances. So |
| Before you begin, connect with both your | | | | use this technique responsibly. |
| prospect and his companion. Your prospect won't | | | | If you use this sales technique with a little |
| mind you doing this. So take the opportunity to | | | | showmanship, closing sales will be a piece of cake |
| get the companion involved as you begin the | | | | whenever your prospect brings in an "accomplice". |
| presentation. | | | | If lady luck is smiling on you, you may even get |
| As you do your trial close at each juncture, | | | | two sales instead of one. |