When you’ve gone through all your questions, determined the prospect’s need, and decided on your recommendation of a product or service to offer your prospect, then it is time to start closing the sale.
When it comes to getting a commitment, a signature, and money from the prospect, there are several methods or types of closes that you can use to complete and close the sale. They may have different names from different people teaching the sales course but basically the concept of the types of closes are the same.
So here is a list of the more classic types of Sales Closes
Alternate Close (offer the customer two choices, both of which are positive to the sale. You’re not asking for a yes or a no.).
- ”Would you like the X or the Y model?”
- “Do you want to use your Mastercard or Visa?”
- “Would you like meet in the morning or the afternoon?”
- “Is Monday or Wednesday a better day for our next meeting?”
Assumptive Close (begin to write up the sale without asking for the purchase, if they give their information they are sold”….)
- ”What is your Mailing address?”
- “What is your phone number with the area code first?”
Minor/Major Close…… This is very similar to a trial close. It merely raps up the need.
- ”You can certainly agree that this is the best solution to your problem”-Focus on the NEED.
Challenge Close……(Dares the customer to take action.)
- “I understand that it’s difficult to make a decision, I know that your on the fence.”
- “I know that it’s difficult to change your life, however……”
Negative Close…..(Stress the disadvantage of failing to act.) (if the customer does nothing, their problems still exist, nothing changes and sometimes things may get worse. If they say they can’t afford it, the reality is that they can’t afford not to get the product. What happens if they don’t order today. Show them the cost of not acting.
- “The 20% discount will end tomorrow and it will cost you $xx.xx more if you don’t act now.”
- “It’s like the price of gold, it is on the rise, so if you don’t buy now, it will cost you more later.”
Emotional Close….(Play on the customers emotions. Use the Need.)
- “You want to see your kids happy and smiling – don’t you?”
- “If you get this, won’t everyone just be so envious of you? You’ll be the belle of the ball in that dress.”
Ben Franklin Close…..This is a comparison of the good and the bad or the pluses and the minuses of something compared to each other. You list all the good (+) items on the left, then draw a line down the middle and list all the bad (-) items on the right side.
- ”Let’s look at the pluses and minuses on this, then you decide”—You go through the pluses, then ask the customer to go through his minuses.
Their list will be much smaller than yours. Most likely, cost will be the focus. Absorb the cost into the money back guarantee and the other positives or break the cost down to it’s smallest factor (lowest common denominator) and divide the cost by years, months, days, hours, minutes or even seconds. Use which ever one seems the most reasonable for the situation.
Worst Case/Best Case Scenario…..
- ”What is the worst thing that could happen when you make this purchase?” “It doesn’t work.” “Then you’d send it back for a refund of the product cost, right.”
- “And what’s the best thing that could happen? “It works like you said.” “Exactly, did you want to go with the ____ or the ____ ?”
A great salesperson will know all of these different closes and at times will have to use several of them to get to the final close. Don’t use the same one twice in a row. Mix it up. The only one that could be used several times in a row would be the alternate close when you are trying to narrow down a time for an appointment.
- Sales Rep: Would it be better to schedule our appointment on Monday or Thursday?
- Prospect: Let’s make it on Thursday.
- Sales Rep: Great, would morning or afternoon be better?
- Prospect: My afternoons are more open.
- Sales Rep: Fine, then should we make it at 1:30 or at 3 o’clock?
- (another option is to now just pick one time) Fine, should we say 3 o’clock?
- Prospect: Will pick a time or make a different suggested time.
Now go out there, learn these closes, practice them and start using them to make more sales.
Gr8ScottMiller – The $ales Turn-Around Expert