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Please consider this free-reprint article written by:
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Article Title: Closing Techniques To Make You More Money
Author: Kurt Mortensen
Word Count: 1039
Article URL: http://www.isnare.com/?aid=90188&ca=Marketing
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I have not included many of the old, outdated, offensive,
repackaged closes you often hear or read about. The following
recommended closes can always be tailored and adapted to fit
the style and approach that works best for you. Remember that
you should only have to resort to these last-minute closing
strategies if you have not completely closed your prospect
throughout the presentation. Your goal should be to never have
to use these tactics, but in the event that you do, these
strategies sure will help.
Closing skills will be a great persuasive tool to get under
your belt, and the sooner you do so the better. Remember, as
the salesperson�whether you�re selling a product or trying to
get your teenager to understand your point of view�you are in
an advisory role. You are your prospect�s advocate. The more
you can operate in her/his best interest, the more s/he will
sense this and agree to your input. The closing skills you have
learned in this chapter will help you to persuade more
effectively. Now, knowing the process, you will understand what
is happening each step of the way and you will intuitively
recognize where to guide your prospect. When you get these
skills down, you will be pleasantly surprised that effective
persuasion is an easy, fun and natural process.
In the beginning, you will experience moments of awkwardness
when you forget exactly what to say or do. There will also be
times when your prospects will throw you for a loop and you
won�t remember how to respond. When this happens, don�t be too
hard on yourself. As time goes on, you�ll experience a natural
learning curve. Just make note of areas you�d like to
strengthen and work on them along the way. This kind of
conscientious attention will soon help you hone and polish your
selling abilities. After every sales attempt, take the time to
analyze the situation. What did you do well? What could you
have done better?
1. Direct close�Simply ask for the sale. �Shall we get the
process going for you?� �Sounds like a great fit! Are you ready
to move forward?� �Let�s get the ball rolling, OK?�
2. Assumption close�Rather than ask if your prospect wants to
move forward or not, assume the sale and give her/him a choice
of one option or another. This closing technique solidifies the
sale. For example, �Would you like the blue or the green?� �Do
you want it delivered, or will you be picking it up?� �Will
that be cash or charge?�
3. Take-away close�When your prospect hesitates, say, �Just a
minute�let me make sure we have this in your size.� �Let me see
if we have this item in stock.� �Let me check with my manager.�
�This product is not appropriate for you.� Closing strategies
like these create the impulse to move ahead with the purchase
so your prospects don�t forfeit their opportunity.
4. Summary close�Restate the list of benefits your prospects
have cited as important to them and list them in order of
priority. This closing strategy confirms and validates in your
prospect�s mind all the valid reasons for the purchase. It also
shows your prospect that you have been attentive and understand
her/his needs.
5. Puppy-dog close�Let your prospects touch, taste, feel and
experience the product or service as much as possible. Put them
in the actual situation, either literally or through helping
them create a vivid imaginary experience. This closing strategy
helps the prospect become attached.
6. Pro�con close�Walk the prospect through the thinking
process. On a piece of paper, draw a line down the middle and
write down factors that help your prospects compare and
contrast how many more pros your product has than cons. This
closing strategy is excellent for analytical personalities.
7. Order-sheet close�Fill in the order sheet from the start of
the conversation. This closing strategy reinforces a
subconscious commitment on your prospects� part. If they
hesitate, explain that the form just helps you get all the
details. In completing the form, be clear on what your
prospects are looking for. Assure them that if they aren�t
ready to make a decision, the order form will not be processed.
8. The relevant-story close�People think in terms of stories.
Relate to your prospects the experience of another client in a
similar situation who moved forward and was very happy with
her/his decision. This closing strategy also works in the
reverse: someone who did not purchase and later regretted it.
9. Ascending close�Pose a series of questions to your prospects
that will all elicit a �yes� response and lead to the point of
purchase as the obvious step to take. This closing strategy
reinforces subconscious affirmation of the product�s benefits
and ability to meet your prospects� needs. �Yeses� increase
desire, while �nos� decrease desire.
10. Reduce-to-the-ridiculous close�Break down your product�s
costs into minute units: �For a mere 22 cents a day, you can
enjoy the benefits of our product.� �You can change your life
by investing only 50 cents a day.�
11. Real-reason close�After you have tried everything, thank
your prospects for their time. They will then sense that the
exchange is ending, so their resistance will subside. Ask your
prospect something like this: �Mr. Smith, I tried to present
the information the best I knew how. What is the real reason
you did not buy today?� After receiving an answer, see if you
can address the concern and re-close.
Last but not least, remember that in this process, everyone
wins. Salespeople are what make the world turn. You will often
be the one who nudges a person just enough so that s/he�ll take
action. There are countless things that would remain undone if
it were not for a sales rep�s guidance and instruction. In the
end, your prospect is happy because you gave her/him the
courage to act, and you�re happy because you know you�ve made a
difference.
About The Author: Kurt Mortensen�s trademark is Magnetic
Persuasion; you should attract customers, just like a magnet
attracts metal filings. Claim your success and learn what only
the ultra-prosperous know by going to
http://prewealth.com/mistakestoavoid and get my free report "10
Mistakes that Cost You Thousands."
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