THE SIXTEEN TIME-TESTED CLOSING KEYS

SECRETS OF CLOSING SALES

THE SIXTEEN TIME-TESTED CLOSING KEYS

Now, here are the 16 timetested closing keys you and your sales force can use immediately. They work for both products and services, big ticket or small. These keys can be adjusted to your personality, your products, and your prospects. Here are 16 closing keys to clinch any sale:

1.       The Beyond Any Doubt Close. You close by assuming the prospect's going to buy. Take it for granted the answer is yes. You are 100 percent certain — you can imagine no other outcome. You sweep the buyer forward with this positive assumption, beyond any doubt.

2.       The Little Question Close. By getting the buyer to decide something of secondary importance, like upholstery color in an automobile, you make the prospect tell you he or she is ready to buy. ("Will that be cash or charge?" "Shall I ship it by UPS or FedX?") That's the little question.

3.       The Do Something Close. Nine sales in ten should be closed by physical action. ("Just OK this slip and I'll call the plant right now.") Action is the easiest, surest, quickest way. It implies consent. Just do something.

4.       The Coming Event Close. You announce an impending event to hasten the decision. ("Prices are going up next month. Initial this form now!") When you suggest the possibility of loss, the buyer is putty in your hands.

5.       The Third Party Endorsement Close. You tell stories about, or get referrals from, happy customers. ("Don't take my word for it." "Listen to what happened to Joe Weaver!") It’s not what you say, it’s what they say — the third party.

6.       The Something for Nothing Close. You end your presentation with a special bonus — appealing to that something-for-nothing hot button in each human being. Many buyers, seeing themselves as the center of the universe, will not sign unless they're getting something special. This can be, and usually is, a trivial thing. But it often locks up the sale — something for nothing.

7.       The Ask and Get Close. At times, the best strategy is asking boldly for the order. Use this carefully, at the right time, under the right conditions. Many people are just waiting to be asked! One sure thing: You don't ask, and you don't get.

8.       The Choice Close. Don't ask if, ask which. ("Which color do you prefer?" "Which do you like — 30-day or 90-day terms?") Give your buyer a choice where you win either way.

9.       The Appeal to Pride Close. Paint a vivid picture. ("Imagine how you'll feel driving up in this family van!") Pride is powerful.

10.   The Future Dating Close. Your prospect is really not ready to buy now? Pin down delivery three months, or even a year, ahead. Better than letting a competitor walk away with it. That's future dating.

11.   The Colombo Close. The prospect says no. You start to leave. Then you stop, as if inspired by TV's Lieutenant Colombo, and say, "Oh, one more thing. I almost forgot to mention a very important fact. If you place your order this month, you'll get one case free. You simply cannot afford to lose out on savings like that, can you?" One more thing. It works for Colombo, it will work for you.

12.    The Summarize Plus Points Close. Some prospects respond to an array of plus points marching toward them. ("It's all here in black and white. This is the best product available. You can't say no to an offer like this, can you?") Summarizing the pluses.

13.   The Pros and Cons Close. With the analytical buyer, write out the pros and cons of your proposition, side-by-side. Naturally, you favor the pros. But give a few cons, too. Make sure the prospect agrees with each listed item. The pros and cons.

14.   The Logic Close. The buyer wants evidence. Give it in full measure. ("It must be clear to a woman of reason that, if these are your needs, this must be the right product for you. Therefore, there's only one thing for us to decide — how soon do you want these books in your library? Will next Wednesday be soon enough?") When the buyer starts answering questions about delivery, she's going to buy.

15.   The Whispering Close. One high volume buyer says his most effective supplier whispers at the close, as if disclosing a valuable secret. Said the buyer, "I leaned forward, not wanting to miss a word. The salesman continued to whisper. I continued to follow. Before I knew it, he asked me to buy. Before I knew it, I whispered yes!"

16.   The Silent Close. One toiletries salesman doesn't say a dozen words. He merely shows merchandise. He points to this feature and that. He demonstrates. He lets the product speak. Then, he starts writing up the order and inquires, "How many?" Two words. Or, he takes out an order blank, marks an X on it, and says, "Here." One word. It works. The power of silence.

Regardless of who's selling or what's being sold, most sales will continue to be closed with one, or several, classic keys. That's a science you can learn. Knowing when and how to use these keys — that's an art. It's an art that can be mastered through practice. Through time it will become natural, like an inborn reflex.

For more details, Pooja Manoj Gupta, Website: giia26.com
Email: pmgiia26.com Mobile 8882286639