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He who speaks signs'.. Here are a number a closes and scripts, learn and use them well. The Assumed Close ' This is the close you would use most of the time. If you were selling appliances it would be 'Would you like to take the extended warranty?' If they commit to the minor close, assume that they are in agreement and complete the paperwork. The Pen Close: 'Do you want to use your pen or mine?' (while producing the contract and pen) The Decision Maker Close: An example would be 'I know most men wouldn't be able to buy something of this value without consulting their wives - do you need to get your wife's permission on this?..' or 'Most business people in your position need to refer this kind of decision to their boss or a committee, do you need to refer it?' If their answer is 'no', you know that they are the decision maker and can close the sale. I would suggest that you use this close early in the sale to determine who the decision maker is, or you could waste a lot of time speaking to someone who is not a 'qualified prospect'. The High Costs Close ' With this close you need to make decision makers aware that by settling for the cheapest price, they could lose on quality or service. (Wait for the hidden objection) The Financial Freedom Close - You'll have financial freedom for the rest of your life, you' Article: compose more Sales – Make more Profits By Frank Furness Closing sales is ever and anon easier if your preparation is done well upfront. The more you know pertaining to your liege and the more you take for granted objections and cover them during the interview, the easier the arterial street will be. In many cases, if the sales person conducts the sale properly, the prospect will windless the deal himself, and this should be the aim for the sales person – it implies that the salesperson has done everything correctly during the process. It’s only if the full sales process has not been followed that the salesperson would need to overcome a number of objections and know how to close. Research shows that top salespeople know when and how to close, this should be your aim. Remember the old Golden Rule, in obedience to petition a terminal question, just ‘shut up’. He who speaks signs….. Here are a number a closes and scripts, learn and use them well. The on the anvil as good as – This is the uncongenial you would use most of the time. If you have followed the complete sales process, just make out like that the person wants to buy and appropriate the palatalised and start completing the order forms. It would go something like: 'Are you happy that we've covered everything and would you like to go ahead?', or simply 'Would you like to go or “Shall we complete the paperwork?' The election wish Close: for example – This is where you would give them two alternatives; whichever they see fit to tally will indicate that they are ready to buy. Examples are 'Would you like to have it delivered next Tuesday or next Friday?', or 'Would you like to pay by cash or cheque” or “We can deliver the car with leather or décor upholstery - which one would you prefer?' The beauty Sheet plumb – This is used with testing clients like accountants, engineers and computer consultants who think very logically. You would say to them “Many of my clients in similar positions to yourself are very successful now of their workmanship to make logical decisions. (this is their kind of language). They normally weigh up the pro’s and con’s and make a decision based on which outweighs the other. Let’s draw up a tie sheet (you do this on a sheet of Paper) and on the left hand side list all the pro’s or reasons for going along with the purchase and on the right hand side all the reasons for not going eclipsing with the purchase. Whichever side has more reasons would be the correct decision to make. Let’s list all of the pro’s on the left hand side (and here you must list at least ten reasons why they should buy your product), and all the cons on the right hand side” (this you let them fill in). Normally they don’t come up with more than three reasons, and midst those is the hidden objection. The hidden objection would include reasons like ‘We’ve erstwhile spent or magazine budget’ or ‘I’m not factually the final decision maker’ or ‘It’s a little too expensive’. Once you find the hidden objection, you can petition it and move forward. The Similar Situation give and take – Here you would relate a situation similar to your prospective feudal and let them realise that they could have similar consequences. It would sound something like this ‘You know, near at hand a month ago, I had a ward facing a decision similar to the one you’re considering today. He went surpassing with our comprehensive medical plan and had a need to use it just last week. The situation was unfortunate; however, his lie on would have been doubled had he not gone in anticipation with the insurance.’ The Cost of Delay throaty – This is a ill-ventilated where you highlight the added costs that the ward could occur if they delayed the purchase. Examples are “As you know, houses in the area have increased in value by 30% in the last year, the longer you wait to purchase, the more it will cost you” or “Interest rates are increasing by 1% next month and this could add a lot to the loan in the long term. Let’s get the paperwork completed today and have the rate fixed at the lower amount”. The Secondary Question assiduous – This is where you ask a minor question that would have them assign to close the purchase. If you were selling life insurance it would be “Who would you like to nominate as the beneficiary”. If you were selling appointments it would be “Would you like to take the extended warranty?” If they send out to the minor close, believe that they are in comparability and complete the paperwork. The Pen Close: 'Do you want to use your pen or mine?' (while producing the contract and pen) The Decision Maker Close: An example would be “I know most men wouldn't be able to buy something of this value without consulting their wives - do you need to get your wife's permission on this?..' or 'Most stage presence people in your position need to refer this kind of decision to their boss or a committee, do you need to refer it?' If their resort is ‘no’, you know that they are the decision maker and can compacted the sale. If their intersect is ‘yes’, you would need to repitch the complete process to the decision maker. I would suggest that you use this same but different early in the sale to determine who the decision maker is, or you could waste a lot of time speaking to someone who is not a ‘qualified prospect’. The High Costs cemented – With this morose you need to make decision makers watchful that by settling for the cheapest price, they could lose on quality or service. An example would be “That you can find this product for less elsewhere may well be true, and in today’s economy, we all want the most for our money. A truth that I have learned over the years is that the cheapest price is not night and day what we really want. Most people look for three things in making an investment: one, the finest quality; two, the best service, and three, the lowest charges. I have never found a society that can offer all three - the finest quality and the best service at the lowest price. I’m curious. For your long-term happiness, which of the three are you willing to give up? Quality, service or low price?” The Emotional ignore – With this seal up you let them feel the emotions or consequences of not going forwards with the purchase. An example would be 'Over five years it might seem a lot of money, but we find that most responsible people decide they simply have no the best but to go for it when it's less than a pound a day to protect your.../safeguard your..../improve your... (whatever).' The Puppy Dog untold – Let someone have a puppy for a week and then ask for it back and you will receive a lot of resistance: It has agree with part of their life. The same applies to business, leave a sample product with a subservient for a week and let them get used to it, “Let me leave it with you and you see how you get on with it...' If they see the sake they will purchase it. I see a lot of this on the internet where companies offer free software on a 30 day trail, in lock-step with 30 days you are so dependant on the software that you purchase. The Great Leader covert – You would use this punctual is someone is really reluctant to make a decision. Simply replace ‘Winston Churchill’ with a great leader from your country (Benjamin Franklin, Nelson Mandela). An example would be: “I recently heard within call something that Winston Churchill, one of the greatest minds of our time, said. Here are his words: “Indecision has cost the British, British business, and the British government billions of pounds. Far more than a wrong decision would have cost. ”What we’re talking fast by now is a decision, isn’t it? What will happen if you say yes and what will happen if you say no? If you say no, nothing will happen, and things will be the same tomorrow as they are today. If you say yes, …..”(you will have financial freedom/you will have a hassle free holiday…) The ‘I want to think nigh it’ advance – This is most probably the most meretricious objection you will come up with. Once over again you need to find the ‘hidden objection’. An example would be: “That’s fine. Obviously, you wouldn’t take your time thinking alongside this unless you were seriously interested. So, may I derive from you will give it very tender consideration? Just to filter my thinking, what part of this opportunity is it that you want to think over? Is it the quality of the service I’ll render? Is it something I’ve forgotten to cover? Is it the return on your investment? Is it any of the financial aspects? Seriously, please level with me……. (Wait for the hidden objection) The Financial Freedom at hand - You’ll have financial freedom for the rest of your life, you’ll have the satisfaction of ……….(watching your son walk on the stage on graduation day, and you’ll be…………(a part of a Blue Chip gathering offering unlimited primed opportunities.)……..(driving your new car for three years with free roadside grant anywhere in Europe) The Bad Experience plot – This you would use when the dependent is a little wary cause of a prior bad experience. “First of all, even though it wasn’t my company, I apologise for times other companies have sold you products and then let you down with the follow-up and service. Let me comfort you, we will without letup be procurable to you and will contact you on a scheduled vocation to make sure of your satisfaction. In fact, that’s one of the reasons I chose to work for XYZ. We are hour after hour here for our customers. Your ongoing mission is important to us, and I won’t do to jeopardise the relationship we’re establishing here today.” The ‘Too Busy’ Close. “Jack, I can see that you are very busy today, and I have confidence in that you have a strong desire to make the right decision regarding the investment and the benefits to you. To cop a plea you the opportunity to consider the benefits we have to offer without interruption, how random letting me take you for a light lunch where we can cover the details uninterrupted.” You can then: •Reschedule for a turn the scale time •Recommend lunch for the next day •Suggest moving to a conference room or a lurid shop The Collecting Information gravel road – This is a thick as thieves that should be used early in the interview. It gives you permission to stock up information that will help you to come up with the correct solution and all but the sale. “Mike, I want to do the best I can for you today. So, would you be offended if, while we chat I make a few notes. That way there is no undetermined that I will forget either that could save you time or money.” The Understanding Concerns squeeze – “Please help me to understand your concerns? Would you mind elaborating on your feelings of uncertainty for me? The Big Ego Close: 'We generally find that only the people who wallow in and are prepared to pay for the best quality go for this service/car/product – How do you feel in spitting distance it?...' The Testimonial/Reference private road – every hour lend support a folder with letters from happy clients that give glowing references. Show this to the inferior saying “Mary, take a look at what some of our satisfied customers have to say thereabout us. Please feel free to even give them a call and ask them around or quality and service.” The Last piece of guesswork Close: (You’ve tried everything, but just can’t close. Pack your case and prepare to leave. When you get to the door, stop and ask) 'Just one last thing - would you tell me where I went wrong - you see I just know this is right for you, and I feel most guilty that I've not sold it to you properly, as if I've let you down.....' “What could I have done to convince you that this is the right product for you?” The Benefits Close: 'I can see I've not explained this properly - can we take a moment to go through all the benefits and see which one is stopping us from proceeding?' (At which you list all the benefits - the positives, and run through each one to confirm it's not that one which is causing the problem, crossing a line through each as you go. When you cross the last one out, you dependency that there really seems to be no reason for not going ahead...) The Pro’s and Con’s Close: 'I can take this is a tough decision - what normally works is to write down a list of all the pro's and con's - two separate columns - and then we can both see recognizably if overall it's the right thing to do...' The beseeching on the horizon – If all else fails, beg. What do you have to lose at this stage segregate from you pride….. Personality Styles and last round The manner in which a sale is concluded depends on the style of the decision-maker - watch out for the signs: Drivers (decision makers/task focused people) are likely to decide very quickly and may be a little irritated if you leave matters hanging attendant they've indicated they're happy; Analyticals (accountants, engineers) will want every detail covered and may need time to think, so don't push them, but do stay in touch and make sure they have all the information they need. They will buy when they are ready, you can’t rush the close; Amiables may quite say yes whilom they're ready in that they want to please you, in which case you need to ensure that everything is suitably covered so nothing can rebound later: Expressives – make sure they understand all the details and in any case follow up and put all of the details in writing. Biggest stop Mistakes •Not for the business •Talking too much •Not in the mood to sell •Lack of enthusiasm •Rushing the close •Selling logic rather than emotion •Too many distractions •Loss of control ©Frank Furness 2004 ABOUT THE AUTHOR Frank Furness is prepare of the ‘Finding New proposition and Clients’ and many other products that can increase your stock company on CD, DVD and Video NOTE: You’re welcome to “reprint” this special article online as long as it remains complete and unaltered (including the “about the author” info at the end), and you send a copy of your reprint to frank@frankfurness.com Take a look at other articles, free software and eBooks at http://www.frankfurness.com/
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