Utilized properly by the smart salesperson,
it will close many more sales!!
With this tool, you along with the customers are going to list the reasons, both positive and negative, about the product,
you have been presenting to them.
If you used the 2 opening phrases that I instructed you to use when starting your presentation, you should have been able to extract much of this information up front. You should have also been paying attention throughout the presentation, picking up on little things that the customer has been telling you.
This is the reason, that while you are in your presentation, you need to be asking pre-closing questions.
You need to know what the customer's HOT BUTTON is.
This is not that hard of a close to use,
but your delivery of this is absolutely crucial.
So let's get to it.
First, you will need to grab a sheet of paper, and draw a line down the middle.
Next, at the top of the page write down PRO'S on the left
then CON'S on the right.
This is important, people read left to right,
and having the PRO'S (the reasons why) show up first,
it downplays the CON'S (the reasons not to).
When done properly with the customer, it will identify what is holding the customer back from purchasing from you.
"Mr Customer, when I find that someone is struggling making a decision on what I'm offering, I have found, that making a list
of Pro's vs Con's will relieve some of that stress.
Does that make sense?"
"When we are done, all we need to do is add up which column has more than the other, and you will have made up your own mind. Is that fair?"
"This is what large companies do to make decisions.
Heck, if it is good enough for multi-million dollar decisions,
it will work here as well. Do you agree with that?
1. "Does my product, take care of what you want?"
PRO / CON
2. "Do you feel the product will take care of future issues?"
PRO / CON
3. "Is the price of the product what you had in mind?"
PRO / CON
4. "Are you satisfied with the company's qualifications?"
PRO / CON
5. "Are you satisfied with the warranty of my product?"
PRO / CON
6. "What do like best about our product?"
PRO / CON
7. "Did my presentation, answer the questions you have?"
PRO / CON
SHOW THE CUSTOMER THE RESULTS
These are some of my questions that I will ask a customer.
You can use these, or make your own. It doesn't matter.
Do not have too many questions,
or you will start to bore the crap out of your customer.
The beauty of this close is twofold.
First, if you have done your job,
you will have more PRO'S than CON'S.
Secondly, it will allow you, to truly isolate what the issue is.
NORMALLY it will be the price, IT USUALLY IS.
Always remember, people don't like being sold something,
but they sure as Hell, love to buy stuff.
The whole point of this exercise, is just simply to get past the smokescreen of excuses that can be thrown up by a customer. Sometimes, a customer just wants to have some re-assurance mentally. So give it to them.
They are paying your commission.
Da Bear