I have seen many a salesperson attempt to deliver this style of close, as almost degrading toward the customer.
This cannot be done, ever.
Remember that the customer is the one who is actually paying out your commission. When you deliver this close, make sure that you realize you are actually in a job interview.
When this kind of close is delivered with sincerity, you are taking whatever reason the customer has for not writing a contract, and using it to help the customer get what they want.
It will also allow you to earn a commission.
These closes you must practice with regularity.
You must be able to control your tonality and voice inflection superbly, in order to deliver this style of close effectively.
Example:
"Mr. Salesperson, that is far too much money for me to spend for a new roof."
The salesperson's response... (stated nicely)
"Mr. Customer, if I am hearing right, and I believe I am. If we could get the price of the roof more affordable for you, we could take care of this for you while I am here, correct?
Well, Let me call the owner and see what I can do for you, he is a reasonable guy, let's see what I can do for you."
Notice in this example, (the phrase, if I am hearing you right) shows that you are being polite and that you are paying attention to the customers needs. Also, by the salesperson letting the customer know he will call the owner, shows the customer that he will do what he can do for the customer.
----------------------------------------
Example:
"Mr. Salesperson, that house is just too close to that big road. With all that traffic, I don't like where it is located for that price."
The Salesperson's response...(stated nicely)
Mr. Customer, so if I am understanding this right, the only issue that you have, is that you believe that this house is too much money, being positioned that close to that road, right?
You do however, really like the house.
Well, let's write an offer and see what the seller is willing to do.
Notice in this example (the agent isolated the fact, that the only issue is price vs. location.)
If this buyer could get this house at bargain price,
he would be happy.
----------------------------------------
Example:
"Mr Salesperson, the interest rate on the loan means that my monthly payments on this car are much more than I can afford."
The Salesperson's response...(stated nicely)
Mr. Customer, after driving the car, this is the one that you really like, right? I'm not guaranteeing that I can do this.
However, if I can locate another finance company, that can offer you a payment that will fit your monthly budget; would you like to have your payment done by direct draft?
GREAT. Let me get to work on this for you.
Notice in this example (the salesperson, had the customer take mental ownership of the car. He also got the customer to want the financing if another company could be found.)
---------------------------------------
Remember, for the majority of all sales MONEY will be the issue. Sure there are other issues that can come up.
However in most cases, the MONEY, will be the biggest issue that you will need to overcome.
The BACK ATCHA' CLOSE is not meant
for you to come off as rude.
It is to take whatever the prospect is throwing at you,
and throwing it BACK ATCHA' to the prospect.
You are there to be a problem solver.
You are taking what they are saying, addressing it and repeating it back to them with a logical solution.
DOES THAT MAKE SENSE?
If delivered properly this is an extremely effective way of closing sales. It can be used with any kind of sale.
You will need to ABSOLUTELY LISTEN to your prospect.
Most people will tell you what you need to say to close the deal,
IF YOU LISTEN AND PAY ATTENTION
to what they are saying.
Da Bear