• Ask-The-Manager Close + Video.
A sales person informs the prospect that he can offer a certain discount on the product or service price and only a senior manager can authorize additional discount. At this stage the sales person suggests to the prospect that he will be happy to "fight" for her with the manager to obtain additional discount if the prospect will be ready to sign the deal "today".
Example: "Mrs. Prospect, if I can get my manager to approve an additional $500 discount for this product (or service), will this work for you today?" You must know in advance what amount your manager will be able to approve. If the prospect says "Yes", confirm with your manager, return and say: "Congratulations, Mrs. Prospect! I am so glad that I was able to help you to save additional $500 today!", shake her hand, finalize the finance option, and close the sale.
• The Affordable Close.
A sales person presents a product or a service to the prospect and quotes a specific price. The prospect states that she can't afford to accept this offer because the price is too high. Subsequently, the sales person asks the prospect what price range is affordable to her today, downsizes the offer, and closes the sale "today".
Example: "Mrs. Prospect, what is your current budget range?" or "How much can you afford to spend today"? Upon receiving the prospects answer, downsize the original offer, reduce the price accordingly, and close the sale.
• The Alternate Choice Close+ Video.
A sales person presents a product or a service to the prospect and during the presentation offers several choices, such as sizes, types, or colors. The sales person continuously asks "confirmation questions" designed to ascertain that he and the prospect are "on the same page", and subsequently leads the prospect in narrowing down her choice for the final selection. The key to this close is to offer "either-or" choices where each choice will lead the prospect to a purchasing decision "today".
Example: "Mrs. Prospect, do you prefer product size 10 or product size 12?" or: "Do you prefer three-month service or one year service?" Once your prospect makes her final choice, say: "Mrs. Prospect, you made an excellent choice today! Will this be cash or credit purchase?" and close the sale.
• The Apology Close+ Video.
A sales person completes a sales presentation, quotes a price to the prospect, but the prospect is not ready to make a purchase decision "today". At this stage the sales person apologizes to the prospect for not providing sufficient information thereby causing doubt in the prospect's mind. The sales person then asks the prospect to clarify what actually concerns her and after addressing that issue, goes for the close "today".
Example: "Mrs. Prospect, I really owe you an apology! I think we both agreed a few minutes ago that you need this product (or service), but I probably forgot to mention something that is still causing doubt in your mind. Please tell me, what exactly are you concerned about?" Upon identifying the real reason, address the prospect's concern and close the sale.
• The Assumption Close + Video.
A sales person presents a product or a service in a manner where he "assumes" that the prospect is going to purchase it "today" no matter what. At the end of the presentation the sales person completes the purchase order or a contract and hands it over to the prospect for signature to close the sale "today".
Example: Upon completing your sales presentation, take out your pen and start completing the purchase order form in front of the prospect. If the prospect doesn't stop you, complete the purchase order form, push it gently toward the prospect, look into her eyes with a friendly smile, hand her your pen, and don't say a word. Once the prospect takes the pen - she will most likely sign the purchase order "today". This can be a very powerful closing technique.
• The Backwards Closing Method.
A sales person conducts the sales presentation in reverse order and begins by asking the prospect for a referral. In this scenario, the prospect will be at ease, because she is not under pressure of making a personal purchasing decision "today". During the presentation the prospect may realize that a particular product or service may be beneficial for her too and subsequently she will be less resistant to making a purchase at the end of the presentation.
Example: "Mrs. Prospect - can you think of any family member or a friend who may benefit from having this product (or service)?" Subsequently outline the benefits of a particular product (or service), explain how other customers benefited from it, and finally ask: "Mrs. Prospect, do you think that you can also benefit from having this product (or service) today?" Once the prospect responds positively, go for the close.
• The Ben Franklin Close + Video
A sales person completes a sales presentation, takes out a blank sheet of paper, and draws a vertical line in the middle of the page. Then he states specific benefits of a product or service, one-by-one, and asks the prospect to tell him whether she thinks this is an advantage or a disadvantage. Upon the prospect's response, the sales person enters each advantage, approved by the prospect, into the right column and any disadvantage into the left column. Finally, the sales person asks the prospect to choose between the right and left side of the page and leads her to accept the deal "today".
Example: "OK, Mrs. Prospect, let's enter each advantage of this product (or service) into the right column." Upon completion, ask: "Mrs. Prospect - do you see any disadvantages of having this product (or service)?" and enter each one into the left column. Since prospects usually have difficulty to quickly identify any specific disadvantages, the outcome will be an "advantage-heavy" page. Now ask: "Well, Mrs. Prospect, in which column would you like to be?" After getting the prospect to "select" the right column, extend your hand, shake the prospect's hand and say: "I am so glad that we agree on this today!". Begin completing the purchase order based on the Assumption Close above and close the sale.
• The Best Time Close.
A sales person completes a sales presentation and firmly suggests to the prospect that "today" is the best time to purchase this product or service because of various reasons such as: possibility of getting additional price reduction, or pending price increases from suppliers, end-of the month/year close-out sales discount, end of the tax-free period, end of a special season benefit, or end of the Federal tax credit.
Example: "Mrs. Prospect, if we combine your purchase order with five other purchase orders which we received during this week, we will get an additional volume discount from our suppliers and we will be delighted to pass your part of the discount to you. Would it help you to save an additional $1,000 dollars today?" and upon receiving a positive response, close the sale.
• The Bonus Close + Video.
A sales person completes a sales presentation and quotes a price to the prospect. When the prospect indicates that she is still not ready to make a purchasing decision, the sales person offers the prospect a "special free bonus" which is designed to influence the prospect to accept the deal "today". This bonus may be in a form of enhanced product or service feature, extended warranty, or something else which the prospect may view as an additional valuable benefit. Some prospects are willing to do a deal if they can get something valuable for free "today".
Example: "Mrs. Prospect, if I can get you an extended warranty on this product (or service) for the next five years absolutely free of charge, will this help you today?" and upon receiving a positive response, close the sale.
• The Bracket Close.
A sales person completes a sales presentation and provides the prospect with three types of product or service solutions and three price options. The first price option is based on a higher-end product or service, the second price option is based on a lower-end product or service and the third price option is in the middle. The purpose of this presentation is to motivate the customer to focus on the middle price option and to demonstrate all advantages and benefits that this option has to offer in order to close the deal "today".
Example: "Mrs. Prospect, after learning about all three options - which one do you feel will best meet your needs and your budget?, and upon receiving a positive response to one of the three options, close the sale.
• The Break-Even Period Close.
A sales person may ask the prospect about the desirable break-even period for the product or service, i.e. when the product or service will actually pay for itself. Once this period is agreed upon in advance, the sales person should calculate the actual break-even period for the product or service and if it meets the prospect's criteria, this should lead to a closed deal. This type of close is effective when a particular product or service replaces another known expense by the prospect.
Example: "Mrs. Prospect, you mentioned, that if this solar system will pay for itself within about 10 years, you will be ready to go ahead with this project today, right?" - "Yes." - "Well, Mrs. Prospect, your average electrical bill is $150 per month and the cost of electricity increases on average about 7% per year. Subsequently, your cumulative electrical cost over the next 10 year period will be almost $25,000. If you choose to purchase a 6 kwhr DC solar system today at cost of $30,000, it will wipe out your electrical bill, you will receive a 30% Federal Tax Credit, and your break-even period will be about 10 years, as you wanted. Since you will get a 25 year production warranty, this means that your electricity will be free of charge for the following 15 years. Does this make sense to you today?" and close the sale.
• The Colombo Close + Video.
A sales person completes a sales presentation, quotes a price to the prospect, but the prospect is not ready to make a purchase decision 'today". The sales person politely thanks the prospect for the opportunity to make a presentation and begins to "pack his bag". This will dramatically reduce the pressure on the prospect who will be relieved to see that the sales person is on his way out. A few minutes later, when the prospect is off guard, the sales person returns and apologizes for forgetting to mention something very important about the product or service. He engages the prospect in a conversation and tries to close her "today".
Example: "I am so sorry, Mrs. Prospect, I completely forgot to mention to you about our special advertising program which could possibly save you up to $1,000 today. I am not sure if this program is available in your ZIP code area, but if it is, would this substantial saving today help you in any way? Upon receiving a positive response apply the Ask-The Manager Close above and close the sale.
• The Compliment Close.
A sales person constantly compliments the prospect on her level of intelligence, wisdom, experience, and ability to make prudent purchasing decisions and choices in the past, such as her house, car and other items. The sales person tries to impress upon the prospect that she has been very capable of making prudent purchasing decisions in the past and for this reason she should trust her judgment in making another prudent decision "today" and accept the offer made by the sales person.
Example: "Mrs. Prospect, I really commend you for making so many smart decisions in the past. I am sure you feel very comfortable today regarding the benefits of having this product (or service), if it's affordable, I am correct?" After affirmative response, apply the Affordable Close above and close the sale.
• The Concession Close
A sales person completes a sales presentation to the prospect and quotes a price, but the prospect is not ready to make a purchase decision 'today". Subsequently, the sales person identifies specific benefits which may be desired by the prospect and offer some of these benefits for free in exchange for the prospect's commitment to make a deal "today".
Example: "Mrs. Prospect, you mentioned earlier that you would like to have the De-Lux Model for the price our Standard Model. Since this is the end of the month, I just might be able to assist you, if you are willing to go ahead with this order today. Would you like that? Upon receiving a positive response apply the Ask-The Manager Close above and close the sale.
• The Conditional Close + Video.
A sales person suggests to the prospect that if she will be willing to do certain "favors" for his company, the sales person might be able to offer the prospect additional free benefit or substantial price reduction "today". Upon receiving a positive response the sales person goes for the close or uses the Ask-The Manager Close above.
Example: "Let me ask you Mrs. Prospect, are you willing to do certain things which could help our company in exchange for a substantial saving today? If the prospect asks: "What are we talking about?" this is a good sign that she is willing to negotiate. You answer: "It will be tremendously helpful to our company if you will be willing to participate in our promotional video, place a five-star review on Yelp, place a sign in front of your house for at least six months, and provide us with five referrals. If you are willing to do this for our company, I would like to call my manager and ask if we can get you a special $1,000 discount. Will this work for you today?" Upon receiving a positive response apply the Ask-The Manager Close above and close the sale.
• The Confirmation Close.
A sales person poses a number of questions throughout the sales presentation that will lead the prospect to agree and provide a series of "yes" answer. Subsequently these answers could be used as a confirmation of prospect's purchase order. The logic behind this close is as follows: if the prospect will continuously respond with a "yes" to each preliminary question, than there is a very strong possibility that the prospect will say "yes" to the final closing question to make a deal "today".
Example: "Mrs. Prospect, I am really so glad that you can see all the benefits that you will receive from using our product (or service). Now, let me ask you, what would prevent you from having this product (or service) today?" If the prospect doesn't raise any real objection, ask: "Would this be a cash deal or you will need financing?" and close the sale.
• The Cost Of Ownership Close.
A sales person provides the prospect with a detailed summary of all costs related to a specific product or service in comparison with competing offers. This method may prove to be effective when the initial price of competing products or services may be lower, but the subsequent finance, delivery, maintenance, and replacement costs may be substantially higher. Once the prospect understands the overall long-term cost implications of each option, she will be more willing to make a deal "today".
Example: "I am sure you can see, Mrs. Prospect, that if you add all related costs, based on apple-to-apple comparison, our product (or service) works out about 20% less expensive, and you will save about $2,000 every year. Isn't that what you really want?" Upon receiving a positive response say: "I know that you will be very happy! Is this going to be a cash deal or you will need financing?" and close the sale.
• The Cradle To Grave Close.
A sales person provides the prospect with a detailed summary of all costs related to a specific product or service, but the prospect still feels that she is not ready to make a purchasing decision "today". The sales person respectfully suggests that judging by the prospect's past behavior, she will probably never make a decision to purchase this product or service. For this reason, there is no point to procrastinate and instead it is a good idea to find a way to move forward "today".
Example: "I fully understand Mrs. Prospect that you don't feel you need this insurance policy right now. However, as you know, nobody wakes up in the morning and says: "Today I am going to buy disability insurance. We both know that everybody needs this insurance for income protection. At this rate, you will probably never get it, and if something will happen in the future, you may regret for not having purchased this insurance in the past. So, let's see what we can do together to help you get this protection today, OK?" and go for the close.
• The Daily Cost Close.
A sales person provides the prospect with a detailed summary of all costs related to a specific product or service, but the prospect still feels that it's too expensive. The sales person presents the prospect with the same cost, based on an annual, monthly, weekly, or hourly period and this "reduced" price can make a big difference in the prospect's mind and subsequently help to close the deal "today".
Example: "Mrs. Prospect, I fully agree with you that $3,650 per year sounds like a lot of money. But, would you agree with me that $10 per day is actually a very low price to pay for the benefits of having this product (or service) on a continuous basis?" After getting a positive response, ask: "Mrs. Prospect, can you afford not having this product (or service) for only $10 per day?" and go for the close.
• The Demonstration Close.
There is an expression that "one picture is worth a thousand words". Subsequently, one demonstration may be worth a thousand pictures. A sales person may take advantage of the "wow" effect which may be produced by demonstrating a particular product or service to a prospect. This may subsequently lead the prospects to accept a deal "today".
Example: "Mrs. Prospect, let me clean the carpet in your living room, and then you can tell me why you don't deserve to have this fantastic vacuum cleaner today, OK?" After getting the affirmative response, complete your demonstration and go for the close.
The Direct Close + Video.
A sales person approaches the prospect in a direct and mild manner and asks if the prospect is ready to move forward with the purchase order "today". Although this type of close is not highly popular, the key is to never prejudge prospects and always be prepared for a close "today". Sometimes sales people are pleasantly surprised when they receive a positive answer from the prospect.
Example: "Well Mrs. Prospect, we discussed the benefits of having this product (or service) and I am glad that you like it. So let me ask you if there is anything that would prevent you of having this wonderful product (or service) today? If the prospect can't find a good reason, continue and say: "This really makes sense to me. What do you think?" Wait for the prospect's answer and close the deal "today".
• The Doubt Close.
After a presentation, the sales person expresses mild doubt by suggesting to the prospect that a particular product or service may not be completely suitable to meet her needs or that the prospect may not be ready for it. The purpose of this suggestion is to prompt the prospect to challenge it and, in essence, to "sell" herself on why she really needs this product or service. All that the sales person needs to do is to convince the prospect to act on her conclusion and close the sale.
Example: "Mrs. Prospect, I am not completely sure whether this product (or service) is what you really want." If the prospect objects to your assertion, allow her to convince herself that you are wrong and that she actually needs this product (or service). In the end say: "I am really glad Mrs. Prospect that you came to this conclusion today. Now I realize that you will be very happy with this product (or service)! Is this going to be a cash deal, or you will need financing?" and close the sale.
• The Economic Close.
A sales person provides the prospect with a detailed summary of all costs related to a specific product or service, but the prospect still feels that it's too expensive. The sales person may suggest to the prospect to increase the quantity of the purchase order and take advantage of the volume discount, to reduce the unit cost, or to finance the purchase order based on low annual interest. Sometimes prospects may qualify for a home equity loan with lower APR (annual percentage rate) than high-interest consumer loans.
Example: "Mrs. Prospect, the solar system, designed to cover your $300 monthly electrical bill, will pay for itself during the next ten years and then your electricity will be free of charge for many years in the future. In the meantime, I will qualify you for a low interest consumer loan for the next twenty years and this loan enable you to get the immediate savings on your electrical bill and receive a 30% Federal Tax Credit on the net cost of your solar system. Does this make sense to you? After getting the affirmative response, go for the close.
• The Embarrassment Close + Video.
A sales person provides the prospect with a detailed summary of all costs related to a specific product or service, but the prospect feels that it's too expensive and she is looking for the cheapest option. The sales person respectfully suggests to the prospect that choosing the cheapest option may eventually back-fire and be too embarrassing. "Mrs. Prospect! You really get what you pay for!". The sales person appeals to the prospect's self-esteem and tries to close the sale based on a better quality product or service.
Example: "How would you feel Mrs. Prospect, if your neighbors and friends have it and you don't?" Depending on the prospect's ego and self-image, this may be a very powerful method in triggering the prospect to "close" herself and make a purchase "today".
• The Emotion Close.
A sales person approaches the prospect in a direct and mild manner using emotional approach every step of the way. Emotions play a paramount role if almost every B2C (business-to-consumer) sales situation, because the majority of prospects buy "emotionally" except for engineers, accountants, lawyers, scientists and other types of professionals, who may inject various degrees of "logic" into their purchasing decisions. For this reason, it is critical to identify whether the prospect is ruled by emotions or by logic, or both, and apply common sense closing methods accordingly to close the deal "today".
Example: "How would you feel, Mrs. Prospect by having this product in your house?" Once the prospect responds emotionally toward a specific product (or service), she is a good candidate for this type of close.
• The Empathy Close + Video.
A sales person approaches the prospect in a direct and mild manner using emotional approach and demonstrating empathy at every opportunity. This approach may motivate certain types of prospects to reciprocate and show empathy in return, thereby helping the sales person to develop a strong bond and harmonious relationship with the prospect. Subsequently, this close relationship may lead to a sale "today", a potential long-term customer-supplier relationship, good referrals, and repeat orders.
Example: "Mrs. Prospect, I truly understand what your needs are and how you feel about this particular situation. I feel that if I would be in your shoes, I would feel exactly the same." Continue to show empathy to the prospect and gently lead her toward making a buying decision without any pressure whatsoever.
• The Exclusivity Close.
A sales person approaches the prospect in a direct and assertive manner suggesting to the prospect that a particular product or service offer is not available to everybody, or that the buyer has to meet certain criteria, such as belonging to a special "exclusive" organization, or that this price or special discount are available on exclusive basis. This approach cultivates a "forbidden fruit" syndrome and implicitly motivates prospects to make a deal "today".
Example: "Mrs. Prospect, as I have mentioned, this service is available exclusively to the ABC Club members at a special 20% discount. Will it help you if I will give you a free membership coupon today? and if the prospect says "Yes", close the sale today!
• The Extra Information Close.
A sales person provides the prospect with a detailed summary of various benefits and costs related to a specific product or service, but the prospect is still not ready to make a decision. Then the sales person states that he forgot to mention another important fact which can make a big difference in the product or service performance or price, or both. Sometimes this additional information may be critical in the prospects' mind and help to close the deal "today".
Example: "Mrs. Prospect, I forgot to mention, that we have a special product promotion for new customers and if you decide to purchase our product today, I am authorized to offer you an additional $500 promotional discount - will this help you today?" and if the prospect says "Yes", close the sale.
• The Fire Sale Close.
A sales person approaches the prospect in a direct and mild manner suggesting to the prospect that she must make a purchasing decision "today". The sales person explains that this is a unique opportunity to purchase products at substantially reduced prices due to a special event, such as inventory liquidation, company bankruptcy, fire, flood, or earthquake. Many prospects are bargain-hunters and this may be their motivation to close the deal "today".
Example: "Mrs. Prospect, the price for this product is reduced by 60% because we have to liquidate our last year inventory to make space for a new product arrival in our warehouse. The product model which I offer you today at this substantial discount is as good as the new model, but because it is one year old, some customers prefer the latest model and don't mind to pay the full price. Does it make sense to you to save 60 percent today?" If the prospect says "Yes", close the sale.
• The Golden Bridge Close.
A sales person provides the prospect with a description of various product or service options and related prices. The sales person selects one option which he believes is most suitable for the prospect and then he explains to the prospect how all other options are not really suitable or desirable. This will lead the prospect to select the remaining option which the sales person intentionally left without any criticism and subsequently close the deal "today".
Example: "Mrs. Prospect, I showed you three different models of this product, but let me be very frank - I personally don't think that the first option will meet all your needs, and the third option, between you and me, is priced too high! So, please tell me, which option do you really prefer?" The prospect will probably select the second option and subsequently close the deal "today".
• The Handshake Close.
This is one of the simplest and effective methods of closing a sale. Upon completion of the presentation, the sales person quotes the price, looks straight into the prospect's eyes and extends his hand with a question: "Do we have a deal?" If the prospect is prepared to shake the sales person's hand - the sale is closed.
Example: Example: "Mrs. Prospect, I am very glad to hear that you really like this product and you feel that the price is within your budget." Extend you hand to the prospect and say with a smile: "So, Mrs. Prospect, do we have a deal?" If the prospect shakes your hand - you have a deal "today".
• The Hard Close.
A sales person approaches the prospect in a direct and assertive manner suggesting to the prospect that she should make a purchasing decision "today" because this is the best deal and it is in the prospect's best interests. This type of approach is called a hard-sell approach and the majority of customers usually resent it. However, sometimes this type of close works, although it also carries a high risk of purchase order cancellation by the customer.
Example: "Mrs. Prospect, I was glad to provide you with all the answers you wanted regarding this product. I really believe that you should move ahead with this purchase today, because prices are going up next month and we have very limited inventory at the current prices." Address any additional concerns that the prospect may have and close the sale "today".
• The Humor Close.
A sales person approaches the prospect in a direct and casual manner describing products or services and using every opportunity to insert a joke or create a sense of fun throughout the entire sales presentation. Some prospects may appreciate this and feel more relaxed and at ease even when they discuss the price and discounts with the sales person. This type of close may work very well for certain types of prospects who are open-minded and willing to reciprocate by accepting the sales person's offer "today".
Example: "Mrs. Prospect, I am really glad that you like everything about this red Lexus EX sports car except the fact that it is not a Ferrari. I would have been happy to offer you a Ferrari for the price of this Lexus, but unfortunately we had such a rush on red Ferraris last week that we ran out of stock. So, let's go ahead today with the Lexus, OK?" smile politely, extend your hand for a handshake and close the sale "today".
• The High IQ Close.
A sales person approaches the prospect in a direct and casual manner describing products or services and using every opportunity to imply that many highly educated and sophisticated people make this purchase. This approach creates a strong sense of reassurance in the mind of the prospect that they should "join" the "high class" of buyers.
Example: "Mrs. Prospect, most of my customers who purchased this super-fast computer, were either engineers or scientists. I can assure you that you will not be the first engineer nor the last to buy this computer for your office. How would you prefer to handle this purchase - cash or zero financing for one year?" After getting the prospects answer close the deal "today".
• The Indirect Close.
A sales person poses a number of questions at specific points during the sales presentation which may lead the prospect to agree and say "yes". This may subsequently make it easier for the sales person to lead the prospect to say "yes" to the actual purchase order.
Example: " Mrs. Prospect, I am glad that you like this maple kitchen cabinets design and how it will fit into your kitchen space. You also mentioned that you like the door style and color and all additional cabinet fixtures. Please tell me when you would like to get these cabinets installed, because I will need some time to put it all together." Get the prospect's reply and close the deal "today".
• The Last Chance Close.
A sales person may suggest to the prospect that there are other interested parties and if the purchase order is not placed "today", the item may be sold to other customers.
Example: "Mrs. Prospect, I know that you like this Lamborghini GTX and you are OK with the price, but I am afraid that if you don't move forward with this deal today, I have two other customers who want to buy this car and they are coming tomorrow. We were also notified that prices on this model are going up next month by 10% and I feel that today is probably your last chance to own this car at this price!" Get the prospect to agree and close "today".
• The Minor Points Close.
A sales person asks the prospect simple questions to identify the prospect's preferences about minor details related to a product or a service, assuming the prospect is going to buy it.
Example: "Mrs. Prospect, do you want your dining room set to be made out of pine or oak?" After getting the prospect's answer to a series of minor point questions, close the sale "today".
• The Never-Best-Time Close.
Many customers suffer from "procrastinitis", i.e. they procrastinate when it comes to make some purchasing decisions. In this case, the sales person politely suggests to the prospect that some people often wait for something to happen before they decide to buy a particular product or service. Sales person further suggest that it would be wise for the prospect to purchase a particular product or service before something happens, and this could possibly make a huge difference in the outcome of a particular situation.
Example: "Mrs. Prospect, you mentioned to me that you are concerned about a potential burglary in your house because your neighbor had a burglary last week and they didn't have security system. You also told me that your neighbor quickly acted and bought a security system after that burglary. I am sure, you agree, Mrs. Prospect, that the best time to purchase a security system is before a burglary happens, not after, right? ...Of course.. Well, Mrs. Prospect, since we have no idea when and where the next burglary will happen, there is never the best time to buy a security system except for now, wouldn't you agree?" and close the sale "today".
• The No-Hassle Close.
A sales person makes a sales presentation to the prospect and suggests that the company will take care of all the paperwork, delivery, and installation of the product at the prospect's house.
Example: "Mrs. Prospect, as I have mentioned, we will take care of all paperwork, delivery, and installation of this washing machine at your house. You will just need to sign on the authorization line below." At this stage take a pen and start filling the purchase order with this question: "So, how do you spell your last name?" and close the deal "today".
• The Opportunity Cost Close.
A sales person makes a sales presentation and explains to the prospect that although there is certain price to pay for purchasing a particular product or service, there is also a substantial price to pay in case the prospect will not purchase that product or service.
Example: "Mrs. Prospect, as I have mentioned, the price of this wireless security alert pendant for your mother is only $200 plus $15 monthly monitoring fee. I hope you agree that this price is relatively small in comparison with the price of peace of mind to know that you mother will be as safe as possible" and close the sale "today".
• The Ownership Close.
A sales person talks to the prospect about a specific product or service as if the prospect already owns it. The sales person increasingly places the "ownership" of the product or service on the prospect's shoulders.
Example: "Mrs. Prospect, I am really glad that you like your new house. Would you like to do any additional remodeling in your new house? Would you like to keep your new kitchen as is or would your like to install new granite countertop?" Get the prospect's answer, and close the sale "today".
• The Price Bracket Close + Video.
A sales person presents the prospect with three types of product or service solutions and three price options. The first price is based on a lower-end product or service option, the second price is based on a middle-range product or service option, and the third price is based on the high-end product or service option. The purpose of this presentation is to help the prospect to eliminate the low-end and the high-end options and to accept the "safe" middle-range option by demonstrating its advantages and benefits.
Example: "Mrs. Prospect, do you feel that the mid-range product (or service) option makes most sense for you today?" Upon getting the affirmative response, say: "Well Mrs. Prospect, I couldn't agree more with your decision today. I know that you will be very happy! Is this going to be a cash deal or you will need financing?" and close the sale.
• The Price-Promise Close
A sales person tells the prospect that if she will find the same product (or service) somewhere else at a lower price, she will be able to either return the product and receive full refund, or keep the product (or service) and receive the price difference and possibly a small additional "compensation for the trouble."
Example: "Mrs. Prospect, if you will find this bicycle in any other store (except online) at a lower price, we will gladly refund you the price difference plus 5%. So, what do you have to lose?" Get the prospect's answer and close the deal "today".
• The Puppy Close + Video.
A sales person suggests to the prospect to "try out" the product in an attempt to develop an emotional attachment by the prospect toward the product. For example, to allow the prospect to take a puppy dog or kitten home (the original source of this closing method), or to take a particular product home for "test-driving" purposes (a car, a special bed, or a massage recliner).
Example: "Mrs. Prospect, I will be delighted to let your son take this cute puppy home for a few days and see how they will like each other's company. After a few days you will decide what you would like to do - this will be perfectly fine with me." Get the prospect's reply and close the deal "today". In most cases the prospect's child will insist of keeping the puppy.
• The Quality Close. + Video
A sales person emphasizes the value of high product or service quality versus low price and explains that everybody really "gets what they pay for". The sales person suggest that it is in the prospect's best long-term interests to be prepared to spend a little more money today and to receive higher quality of a product or service which will last a long time.
Example: "Mrs. Prospect, let me be very frank with you: the taste of saving $1,000 on this car will last for about one month, but the taste of getting high quality will last for many years. So, which taste do you prefer?' get the prospect's reply and close the sale "today".
• The Rational Close.
A sales person uses logic and rational approach during the product or service presentation process. The sales person demonstrates to the prospect actual evidence regarding the functionality of the product or effectiveness of a service.
Example: "Mrs. Prospect, these solar panels come with a 25 years manufacturer's warranty and iron-clad production guarantee. This means that the system will generate nominal amount of electricity as specified by the manufacturer. Do you feel comfortable of having such a system at your house?" Get the prospect's reply and close "today".
• The Requirements Close.
A sales person asks the prospect to summarize exactly what she expects from a particular product or service and then writes down each requirement in a notepad. Subsequently, the sales person uses this information as a check list and demonstrates to the prospect how a particular product or services meets each requirement.
Example: "Mrs. Prospect, you mentioned that your car must have a six cylinder engine, able to reach speed of 60 miles per hour in ten seconds and have 40 miles per gallon gas consumption. Well, this particular model meets all your requirements with flying colors and I will be delighted to offer an additional 2% discount to make you feel completely satisfied. Is that OK with you?" Get the prospect's response and close "today".
• The Selective Deafness Close.
A sales person ignores any negative comments made by the prospect related to a product or a service. Instead, the sales person continues to present all positive features and benefits to the prospect, hoping that all negative comments will be "forgotten".
Example: Prospect suggest to the sales person the following: "I do like this house, but I feel that the kitchen and one of the bathrooms are too small." The sales person responds: "Mrs. Prospect, I am really glad to hear that you like this house, it has such spacious living room and four lovely bedrooms. I am sure that you will be very happy here." The sales person continues to ignore the negative feedback from the prospect and instead focuses on the positive features of this house, trying to convince the prospect to close the sale.
• The Shopping List Close.
A sales person asks the prospect to list all desirable features and benefits, related to a specific product or service, writes them down one-by-one and creates a "shopping list". Subsequently the sales person describes his product and service to the prospect and marks off each item on that list, thereby demonstrating to the prospect that this offer meets all prospects' requirements.
Example: "Mrs. Prospect, we wrote down that this dining room set must be made out of oak, sit at least twelve people, have a dining table extension, twelve chairs and leather upholstery. Since I wrote down all these details, let's go through the list to ensure that we can meet each of your requirements." Upon completion, the sales person says: "Well, Mrs. Prospect, I am glad that we managed to check off each item on your "shopping list" and all that remains now is to decide whether you want to apply for low monthly payments or get an additional 2% cash discount, if it's paid in full today. Which would you prefer?" Wait for the prospect's answer and close the deal "today".
• The Similarity Close.
A sales person tells the prospect during the sales presentation, that there were other customers who had similar requirements and after purchasing this product or service, they expressed their strong satisfaction.
Example: "Mrs. Prospect, one of my customers from last week, Mr. Jones, had exactly the same requirements as you have today. After purchasing this computer, he called me up and thanked me for advising him to buy this model. I know that you will also be very happy with this system. Do you want to put ii on your credit card or you want to use the store financing?" After getting the prospects' answer, close the deal "today"
• The Special Concession Close.
A sales person offers the prospect a special concession with a purchase order. This, for example, may include an additional bonus item, extended credit, free maintenance, or free delivery.
Example: "Mrs. Prospect, I am really glad that you like this car. If I can offer you special chrome-plated wheels valued at $1,200 instead of regular wheels, free of charge, will this help you to make a decision today?" After getting the prospects' answer, close the deal "today".
• The Summary Close + Video .
A sales person summarizes all benefits accepted by the prospect during the sales presentation and asks for a purchase order.
Example: "Mrs. Prospect, let's summarize what is included in this price: brand new kitchen cabinets with granite countertops, new kitchen appliances, new roof, and almost new solar system with a 20 years manufacturers' warranty. At this price, you are saving at least $70,000. Do you think your mortgage broker can handle this deal, or you want me to find you a good lender?" After getting the prospects' answer, close the deal "today".
• The Take-Away Close + Video.
A sales person suggests to the prospect that if they don't move forward with the deal "today", the prospect may not be able to receive the same offer later and subsequently risk losing something of value, such as special discount, product or service warranty, or special delivery. The sales person may suggest that a particular product or service is not readily available and there are many people who would love to buy it, if possible. This sense of product scarcity may prompt the prospect to make a deal "today".
Example: "Mrs. Prospect, I understand that you like this product and you need to think about purchasing it today. Please take as much time as you need and call me back when you are ready to move forward. However, I must mention, that there are several customers who are coming this week to buy this product. Since our next shipment is due in two months, I am not sure if it will be available at the same price when you will call me back." After getting the prospects' answer, close the deal "today"
• The Testimonial Close.
A sales person shows the prospect a list of recent customers and describes specific details of work provided to these customers. The sales person also offers the prospect to speak to a particular customer by phone and ask any job-related questions.
Example: "Mrs. Prospect, I would like to show you a partial list of our customers for the last few months and explain to you what we did for them. I would also like to call a few of our customers and invite you to speak to them directly. Please feel free to ask them any questions you wish and I am sure that you will be quite impressed." Once the prospect had a chance to speak to at least one customer, the sales person asks: "Well, Mrs. Prospect, I hope you really feel comfortable with us doing this project for you." After getting the prospects' answer, close the deal "today".
• The "Think About It" Close + Video.
The phrase "I/we have to think about it" is probably one of the biggest challenges of every sales person. In this case, a sales person needs to show "respect" and tell the prospects that he will leave the house for a few minutes to allow prospects to discuss the offer in earnest. After about five minutes the sales person returns and hopefully he will be able to close the deal "today".
Example: "Mr. and Mrs. Prospect, I fully understand that you need some extra time to think about buying this product today. Let me take the briefcase to my car and I will leave you alone for about five minutes to discuss this mater. Hopefully when I return you will be able to tell me how you want to proceed today, OK?"
• The Trial Close + Video.
A sales person uses the trial close during the sales presentation on a regular basis. This is as important as checking the temperature in the stove when baking a cake. The trial close is designed to help the sales person to identify whether or not the prospect is ready for a real close.
Example: "Mrs. Prospect, it seems to me that you like this product, don't you?" If the prospect says "Yes", the sales person should go for the final close. If not, it is necessary to ask additional confirmation questions to bring the prospect to the point where the real close may be effective.
• The Valuable Customer Close.
A sales person identifies reasons for justifying to the prospect why she might be especially important to the sales person's company. Such reasons may include the prospect's professional and personal status and connections, location of the prospect's house, and a possibility of providing additional references. Based on this "special" status, the sales person offers the prospect additional discount or financial incentives to close the sale "today".
Example: "Mrs. Prospect, I am really glad that you like our product and the warranty. I believe that once you use this product and share your positive experience with your family and friends, this could make a big difference to us. For this reason, I am happy to offer you today an additional 10 percent discount. How does this sound to you?" After getting the prospects' answer, close the deal "today".
• The Ultimatum Close.
A sales person politely suggests to the prospect that if the prospect does not move ahead with the purchase today, it may cause negative consequences later.
Example: "Mrs. Prospect, I am really glad that you like our product, but if we don't finalize this deal today, I won't be able to hold it for you tomorrow, because I only have two sets left and two other customers are coming in the morning to purchase them." After getting the prospects' answer, close the deal "today".
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