There are hundreds of ways to close a sale – Part 3
In part one and two of this post I talked about the following close types
- – The Direct Question Close
- – The Alternative Close (The most likely to get the ‘Yes’ you are looking for)
- – The Order Form Close
- – The Compliment Close
- – The Advantage List Close
- – The Secondary Question Close
- – The Similar Situation Close
There are many other types of close you may like to consider:
The Reverse Roles Close
Customer: ‘No I don’t think so.’
Sales person: ‘If you were me and I were you and we had agreed on all the ways I would benefit by purchasing these products, would you let me get away with a ‘No!’
Customer: (laugh) ‘No, probably not.’
Sales person: ‘Well, if that were the case, what would you do to make me change my mind and give it a try?’
Hopefully, now the customer will point to the way for you to close the sale on him.
The ‘Suck it and See’ Close (aka the Puppy Dog Close)
This comes from a sweet manufacturer who would give away a sweet to customers who would, if they liked it, buy the bag. Suck it and see which flavour you like. This has as many different applications as there are products, but I will identify a couple here.
Apparently some years ago, in the early days of colour television in the United States, a television supplier offered to install a new colour TV in your home, complete with aerial, for two weeks free of charge. When somebody took them up on the offer (and there were lots who did) the van was dispatched to the house with a sign on the side, telling everybody in the street that they were installing a new colour TV. Once installed, all the children in the street would be round to see what it was like.
By the end of the first week, all the neighbours would have been invited round. By the end of the second week, the customers were waiting for the dreaded phone call to say they were going to pick up the set but nothing would happen except a courtesy call from the suppliers, to see if the television was behaving properly.
By the end of the third week, most customers would be back in the shop asking how they could pay for the television set they now couldn’t possibly live without.
A few years ago I worked with a company who routinely installed their machinery free of charge for a month. Once the staff had got used to using the machine and were very happy with it, they would never let the company send it back.
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The Balance Sheet Close
This is similar to the Advantage list close and works well with a customer who is struggling to make up his mind.
Draw a line down a piece of paper and write ‘Yes’ in the left hand column and ‘No’ in the right. Help your customer list all the reasons why he should buy in the left column. This will be all the benefits that you have uncovered and even some items that you may have missed. Next get him to list all the reasons why he should not buy, in the right-hand column. Don’t help him with this.
Now count the yes’s and the no’s. The yes’s should win, if you have done your job properly, so you go straight into the close.
There are as many types of close as there are sales people to use them. In the grand scale of things it doesn’t matter which close you use as long as you always ask for the business.