This one is quite possibly
one of my favorite CLOSES to use.
The reason is simple. I, as the salesperson, am going to give
the customer choices that he or she can select from in order to
accomplish the task at hand.
Any of the choices that I give to the customer, will take care of their WANT or their NEED. It will do it in such a way, that it has become the choice of the customer.
When this CLOSE is delivered properly, it will come off to the customer, that you as the salesperson, are just trying to facilitate a logical solution for what they WANT.
Which you are.
The beauty of this approach is that the choice falls on the customers back. You are presenting the solution, and are delivering it in such a way, that the customer believes that you are there to help them, and that you are not just there to earn a commission.
You are also isolating, and taking away a path of retreat, and are forcing this person, IN A NICE WAY, to take action now.
I enjoy this approach, it feels good to the customer.
The Customer is selecting the product or service
which works best for them.
Remember, people like buying things, if used properly,
this gives them a compelling reason to do so.
THE MULTIPLE CHOICE CLOSE:
No matter what product you are selling this close works!
The Good / The Better / The Best
(CRUCIALLY IMPORTANT HERE,
THE CUSTOMER NEEDS TO SEE THIS IN WRITING)
Pull out a piece of paper and write this down in front of your prospect.
If you are presenting remotely from computer, have it ready to show your prospect
Calmly, present the solution like this..
"Mr. Customer, I have 3 solutions,
kind of a GOOD / BETTER / BEST scenario.
Any one of these will take care of what you Want and Need,
so let me explain them to you."
Good (Explain the features and benefits)
"Mr. Customer, this will take care of your situation in a basic way. This is what it will take care of (whatever the customer's need is)
Better (Explain the features and benefits)
"Mr. Customer, this not only will take care of what you wanted to see me about, but will also take care of
(whatever your upgrade is).
The nice thing, is that it is only a little more in cost
than the first option I explained to you.
As a matter of fact, about half of my clients
actually go with this option.
Best (Explain the features and benefits)
"Mr. Customer, this option is the best of all of the options. It has all of the benefits of the first two options, plus quite a bit more. Many of my clients want to go with this option, because it also takes care of (whatever the upgrade is) which adds quite a bit more peace of mind.
After you have explained all the features and benefits, then you calmly write down the prices for each option, right next to the descriptions.
Example:
Good (features and benefits) $1,455.00
Better (features and benefits) $1,723.00
Best (features and benefits) $1,989.00
Get the idea?
NOW, YOU AS THE SALESPERSON
MUST SLOW DOWN, AND ASK THIS QUESTION.
"Mr. Customer, out of the 3 options that I showed you here,
which one will work the best for you?"
SHUT UP AND LET
THE CUSTOMER ANSWER YOU!!!!
DO NOT SPEAK ONE WORD,
unless he or she asks you a question.
Let them mull over which of the options you have presented,
will work the best for them. The beauty of this style of close,
is that it ISOLATES your customer into making a choice.
You have given your customer 3 options to choose from;
you, in a very nice way, are forcing them to make a choice.
Remember, your customer already knows that you are going to ask them to spend money for the service or product you are providing. Do not get overly anxious here and try to rush it.
If you do, you will come off as desperate, then your
Commission Breath, will start to smell up the room.
Be quiet, breathe, and hold your composure.
If you have delivered this properly,
you should hear responses like:
"That second option you showed me, will it take care of this?"
"If I wanted the Best option, how long would it take your company to take care of it?"
"If I started out with the Good option and wanted to switch to the Better or the Best option later, is that a possibility?"
Guys congratulations....
You have a sale.
If you are not hearing responses like that, you need to spend time practicing your delivery of this closing technique.
It will take a bit of time.
As I said before, this is one of my favorite closes to use
You as the salesperson, are acting in the capacity of a problem solver.
You are not coming off as a pushy
"ram it down your throat" salesperson.
You will close many more sales by using this technique.
So start practicing!!!
Da Bear