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ou may have invested months or years developing a relationship built on trust with a prospect You do not want to destroy the trust you have built by having your prospect feel like you are strong-arming her On the other hand, many prospects will appreciate a nudge from you to begin working together Executive decision influencers, in particular, are responsive to closing statements or requests When you fail to ask the prospect for his business, he may get the idea you are not interested But, many novice sellers use closing statements poorly They use the statements too soon and come across as pushy Or they use the statements too late and come across as disinterested Here are three closing techniques that may work for you under the right circumstances:
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1 Direct close The direct close is the easiest to use It requires little preparation A firm commitment to use the direct close appropriately on sales calls after you completely understand the prospect s needs and wants will help you be more successful Here are a few phrases you might use: There is only one question left When would you like us to begin working for you Do I have your approval to go ahead with this schedule Does this agreement suit your expectations Do I understand you correctly that we have your business
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2 Sharp angle close A huge mistake I see professionals make occurs when a prospect asks you a question about your ability to provide something This request usually excites the novice seller into thinking you have a sale The prospect says, Could you represent us in tax court If you jump right back and say, We sure can My partner Bill has successfully represented many clients in tax court, you are missing a good opportunity to close A more appropriate response from you might be something like this: If you knew we could do a good job in tax court for you, would that be a key decision factor in hiring us 3 Change places close This close asks your prospect what he would advise you to do to get the business It goes something like this: George, your company is a perfect fit for our firm We help several clients just like you with their businesses I really want to work with you If you were in my shoes, what would you do to get you to say yes to our proposal
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Don t be afraid to ask for the business But when you do ask, pick the right time and method, and don t be pushy
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Try the Puppy Dog Close
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ave you ever taken a puppy home just for the night to see how the kids like it You now own it, don t you After your family has spent a few hours with the puppy, you are hooked The same is true with various products and services The puppy dog close works on the principle that once a person has experienced something for a short time, he or she hates to give it up What about your services
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Can you think of a puppy dog close that would work With a little creativity, any professional firm can create more sales using the puppy dog close Three possibilities might be:
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A profit-improvement assessment A tax-savings review A trial use of one of your associates for a week
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Here are the steps you can use to make the puppy dog close work for you:
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1 Sell the trial, not the service It is much easier to sell someone a tax-savings review than it is to sell a will update Tell your prospect, If you don t receive five times the dollars of profit ideas than your fee, the project will cost you nothing Or you could price the service ridiculously low, say $1,000 for a three-day project Don t give the service away unless there is no alternative
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