One of my personal all time
Favorite Closes to use.
This is going to be short and sweet, this is a close that all salespeople should already know how to do.
However, what I see is far too many salespeople
simply wait around, for the customer to say
"YES, I WILL BUY FROM YOU.
C'mon, we as salespeople are there to be the gentle guiding hand, leading the customer to a decision that will benefit them,
and place a commission into your bank account.
People have a basic need to be led,
it is your job to do this with integrity.
You need to be able to simply,
assist them with making the decision.
No matter what you are selling, the absolute assumption close is the easiest way to insure you close more deals.
You condition the customer all along the way during your presentation, by having him say yes to all of your pre-closing questions. By having your customer agree to your smaller innocuous questions, you are setting up the main portion of the close, THE MONEY PORTION, to go off without a hitch.
So here goes...
Option #1
"Mr. Customer, with what I have shown you here, we can get all of this work done for you for (price of your product) and we can have this taken care of for you on (whatever day).
To get started, all we need is a good faith deposit
for (whatever the deposit is).
You can take care of the deposit by check,
or by using a credit card. Which works best for you?
JUST START WRITING THE CONTRACT.
If the customer says something like, "wait a minute, I am not ready to do anything yet."
This means that you have not closed him on the value.
The nice thing, is that the customer has just showed you
what you need to concentrate on.
You address it, then right back to the close!
Option #2
START WRITING UP THE CONTRACT
then look at your customer, and say...
"Mr. Customer, since we are midway through the month, it is going to be best that we get you scheduled right now.
In order for us to take care of everything you want,
we will need to order product right away.
All we need to do is simply get a small good faith deposit
for (whatever the amount).
You can pay us the difference when we are done.
Do you want to take care of the deposit with a Credit Card or a personal check, which works best for you?
If you get any blow back, the customer at this point will show you what his concern is.
You address it, then right back to the close!
Option #3
START WRITING UP THE CONTRACT,
then look at the customer and say...
"Mr. Customer, with everything that you need done here, we need to start immediately.
According to the scheduling, it looks as though Thursday
(or whatever day you have) at 8am is the soonest that we can get started.
Now, do you have any pets or items that you need to move, that could possibly get in the way.
Would you need to have one of my guys move that (whatever the item) for you? No problem.
Your investment into the project is (whatever the price).
Mr. Customer, I make it easy for you here at this point.
We do not ask for all the money up front, we accept a small good faith deposit in the amount of (whatever the price).
It doesn't matter to me but would placing this on a Credit Card be best or would you rather use a Check?
I'm flexible, which works best for you?
If you get any blow back, the customer at this point will show you what his concern is.You address it, then right back to the close!
These are just 3 absolute assumption style closes I use. You can mold these to fit whatever sales experience you are involved in. THE STYLE OF SALE DOESN'T MATTER HERE.
What matters, is that you simply ASSUME THE DAMN SALE!!!
If you assume the sale, you will get a ton more signed contracts, and less "let me think about it."
Go out and close some deals.
Da Bear