Close sales like a winner
When you’ve exhausted all your options in the sales interview and the prospect still won’t buy, you’ll find this closing helps. When you’ve asked repeatedly and still can’t figure out the “real” objection, use this as a last ditch effort to get the order in today. Of course, the exact words you use will largely depend on the product or service you’re selling, but it will work with anything, especially intangibles.
Remember to stay focused on what you’re trying to do – help the prospect realize that this seemingly complicated decision is actually very simple. You must be careful not to turn this into an attack. You are not trying to show the prospect that it will be a mistake not to buy, but rather that, as a buyer, you receive the most benefit.
Before I put the app, order panel, or conversation panel back in my briefcase, I say something like this:
Q: “Mr. Prospect, again I appreciate your time here today and I need to get back to my office. But before I go I’d like to ask you a couple of quick questions, if you don’t mind. And please, Mr. Prospect, be so As frank with me as I’ve been with you, okay? First, did you like what I showed you? I mean, did you like the plan?
Prospect: “Oh yeah, that’s great.” (The prospect should always say something like this. If he doesn’t know exactly where you fell short in your presentation.)
Q: “Is it clear to you how the plan can not only save you money, but also generate a lot of money for you and your family for years, in fact, for a lifetime? (Be sure to indicate the immediate and long-term benefits of your product or service).
Prospect: “Sure! I know that’s a good plan.” (Again, if the answer is no, you have found the problem.)
Q: “So let me ask you this, Bill…” (Get a little up close and personal right now.) “Who do you think will get the most out of this plan, will benefit the most from this product, if you get it today, you and your family, me or my company?”
Prospect: “Oh well, I guess I would.” (A negative answer and you know the problem.)
Q: “Bill, so seriously, who do you think will LOSE the most if you don’t get it today?” (Don’t let the person verbally respond to this or it will turn into an attack. I watch closely and pause briefly—long enough for the response to materialize in my mind. Then, before the prospect can speak, I quickly come back with. ..) “You see, Bill, you’re not the loser here. You’re the winner. You and your family are the big winners. Now let’s go ahead and put this into effect.” (I hold out my right hand to shake it. I usually receive the handshake and take the prospect’s hand firmly with both hands, get very close, face to face, and say,) “Bill, I appreciate the business and you’ll really appreciate what you’ve got.” we’ve done here today. Now let’s go ahead and check this paperwork.” (I assume the rest. Honesty is the key: Up close, personal and candid.)
The steps are simple:
- Please be honest with me.
- Did you like the product?
- Can you see how it will benefit you today and tomorrow?
- Who do you think will benefit the most?
- Who do you think will lose more?
- You are not the loser. You are the big winner.
- Shake and assume closure.
Also, the pitch and volume of your voice are important. Speak firmly, but with warm empathy. Of course, this will not work in all situations. But you’ll find that it will help you close some of those sales you thought were lost.