SalesEdge - Closure Part I

CLOSING5 Worst Closing Techniquesby Inc.com’s Geoffrey James

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Technique #1: Assumptive Close

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Assumptive Close

Definition: You ask the customer to make a meaningless decision that assumes that the full buying decision has been made.




Assumptive Close

Example: “Do you want that in the hunter green or the hunter orange?”




Assumptive Close

Expected Outcome: The customer states a preference and you ask him to sign on the do!ed line.




Assumptive Close

Actual Outcome: The customer looks at you like you’re out of your mind and says: “I didn’t say I was going to buy anything.”




Technique #2: Flyfish Close

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Flyfish Close

Definition: You promise something valuable then take it away if a decision isn’t made now.




Flyfish Close

Example: “We have a special offer – a 15 percent discount – but only if you decide to buy now.”




Flyfish Close

Expected Outcome: The customer says, “Wow! I be!er buy now! Where do I sign!”




Flyfish Close

Actual Outcome: The customer says: “You must think I’m a complete idiot who thinks he can’t get that discount, or a be!er one, if I hold out for a while.”




Technique #3: Puppy-Dog Close

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Puppy Dog Close

Definition: You let the customer try the product for free in the hopes the customer will fall in love with it.




Puppy Dog Close

Example: “We’ll give you the product free for your evaluation and only charge you if you don’t return it.”




Puppy Dog Close

Expected Outcome: The customer loves the product and never thinks to return it.




Puppy Dog Close

Actual Outcome: The customer uses the product for the trial period, returns it, then gets your competitor to give them another trial period, and so forth.




Technique #4: Reverse Close

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Reverse Close

Definition: You ask a customer who’s saying “no” a question intended to elicit a “no” that actually means “yes.”




Reverse Close

Example: “Is there any reason that you wouldn’t do business with our company?”




Reverse Close

Expected Outcome: The customer says “no” and you say “Great! Sign on the bo!om line.”




Reverse Close

Actual Outcome: The customer says “yes!” and says that he’d never do business with somebody who’d try such a patently ridiculous ploy.




Technique #5: Yes Man Close

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Yes Man Close

Definition: You ask a series of questions that naturally elicit a “yes” answer, building momentum to get the final yes.




Yes Man Close

Example: “Do you expect first rate service?” “Do you believe that you deserve the best?” “Do you always try to find the best value?” “Are you going to take this opportunity to get the best value and best service?”




Yes Man Close

Expected Outcome: The customer says the final “YES” and signs the contract.




Yes Man Close

Actual Outcome: The customer throws you out of the office for wasting her time with ridiculous leading questions.




Check out the follow-up lesson explaining 7 common mistakes to avoid when closing sales.

2014 Curated by MindTickle - All rights reserved.

SalesEdge - Closure Part I

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