Oh my goodness, do I love using this closing phrase.
Oh my goodness, do I love using this closing phrase.
Oh my goodness, do I love using this closing phrase.
Did I repeat that enough times?
I can tell you that if you learn how to master this closing phrase, you are going to close a hell of lot more deals.
This style of close, is known as true compliment close.
It works exceedingly well when you are just "right about there," you can feel it, however the customer still is wavering somewhat on wanting to "pull the trigger," to write up the deal.
When used properly, this is one of those
slam the door shut style of closes.
It shows that you not only respect the customer for spending time with you, but it also shows your customer, just how intelligent they are by utilizing the services that you offer.
Utilized correctly,
you will have not only a happy customer,
but one excited and thrilled spouse,
because of the size of
your commission checks have grown.
I want you to remember that people at any age love to be complimented. During your meet and greet phase of your presentation, you should be doing this without fail.
Little segue way here on that though, please compliment with sincerity, people know when you are OVER DOING IT.
When you over do it, you look and sound like
some slimy bullshitting salesperson,
who is only concerned, about extracting money
from your prospect's wallet.
So, do you guys want to know how to add this little gem of a close to your arsenal?
Yeah, thought so,
For this example:
Let's use Joe Master Closer Automotive Salesperson
Customers are:
Mike and Wendy Customer
(this one should be fun)
Note: all of the facts and figures
have been laid out in front of the prospect
Salesperson:
"Mike and Wendy, I've got great news for you...
The payments on the truck are only going to run you
$498.00 per month, for 72 months,
with a small down payment of only $1,000.00."
"All I need, is for you guys to sign right here, and I will get this bad boy over to detailing, while you guys are taking care of the quick paperwork in finance."
Oh, I almost forgot to ask you, would you like for your payments to be either at the first of the month, say between the 1st or 5th." "Or would the middle of the month like the 14th or 15th work better?" "Again, sorry about that, it just slipped my mind."
Mr. and Mrs. Customer:
"Joe, like we told you before, we are really watching our money right now. We told you upfront, we could only afford a payment of $350.00 per month, and not a penny more than that."
"The payment is just way to rich for our blood."
"We just can't do this."
Joe immediately shows Mike and Wendy
what they are spending now, to hold gross.
Salesperson:
"Guys, just so you know I was listening to you,
I want to show you a couple of things."
"Currently you car is out of warranty,
you guys said that this is one of your big concerns, right?"
Mr. and Mrs. Customer:
"Yes"
Salesperson:
"The average amount spent on vehicle maintenance per year for a car that is out of warranty, is upwards of $1,200.00 per year."
"If something currently goes wrong with the car,
it's on you guys, right?"
Mr. and Mrs. Customer:
"Right now it is."
Salesperson:
"This might not be a bill that you spend every month,
however I guarantee you that if those CV axles fail,
that's $1,200.00 in one straight pop."
It's all on you at that point, then you really feel it,
there goes your Vacation or Christmas.
You still have to be able to get to work, right?
Mr. and Mrs. Customer:
"Yes"
Salesperson:
"Guys, that's an average of $100.00 extra per month, however since it isn't planned for, those ones really hurt." "With the bumper to bumper warranty on this model, it's not on you, it's taken care of by the warranty, that's big money saved, right?"
Mr. and Mrs. Customer:
"This covers everything, right?
Salesperson:
"100%."
"Not only that, the savings on the gas alone,
will place even more money back in your pocket."
"You guys said you currently spend about $100.00 a week now on gas." "This model gets almost double the mileage per gallon, that alone is going to save you another $50.00 per week."
"You see where I am going here?"
Mr. and Mrs. Customer:
"Yes"
Salesperson:
Just by adding up those savings; with the payment you requested, you literally are spending the exact amount you currently spend each month. You see that, right?
Mr. and Mrs. Customer:
"Yes"
Wait for it.... here it comes
Salesperson:
"Guys, this is why I love dealing with people your age."
"You analyze things, prior to making a decision."
"What I have found through the years of doing this,
is that the younger crowd just doesn't get it."
"They don't get that by taking care of something now,
before it becomes a serious problem,
saves them big money in the long run."
"Most younger people are more concerned
about buying a $1000.00 cell phone, or a $200.00 pair of pants,
than taking care of the things that are truly important."
"You work damn hard for your money,
and you don't want to waste it."
"This is why I love dealing with people,
who have just a bit more life experience."
"I am honored to be taking care of this for you guys."
This is crucial...
Joe immediately throws out his hand to shake theirs
and follows up with this.
"Guys, once again, I am honored to be taking care of this
for you and your family." "
"Oh, almost forgot again, what day of the month
is going to work the best for you, on your payment."
"The first of the month, or the middle of the month?"
Mr. and Mrs. Customer:
"It's gonna need to be the middle of the month,
the mortgage is due on the first"
Salesperson:
"Got it."
"Now, I'm going to get you guys over to finance to meet with Suzanne, who will take care of paperwork for you."
"While you're doing that, I will get this truck over to detail."
"We will have you guys out of here in about 20 minutes."
"Who are you going to show this bad boy to first?"
Mr. and Mrs. Customer:
"The kids, they are at my mother's house."
"She is watching them for us today."
Salesperson:
"Mike and Wendy, do me a favor,
take a picture of their reaction, and text it to me."
"I love to see kids reactions."
"Once again, this has been my honor taking care of this for you."
BaBamm,
Now that's the way a true Master Closer
takes care of this!!!"
Look, is this going to work 100% of the time.
ABSOULTELY NOT.
However, it works for me about 70% of the time.
I learned this long ago from one of my dear friends,
who taught me this approach.
He would practice it with me, until I nailed it.
Compliment closing techniques,
are some of the most effective ways of closing deals.
You are appealing to the ego side of someone's persona.
Everyone loves to get a compliment, don't you?
When you sell a deal, and ring the bell,
THAT'S A COMPLIMENT. Isn't it?
How do you feel?
I always feel 10 feet tall, and bulletproof.
Master this approach,
your commission check will be grateful you did .
BTW... I will also have a post that shows you
how to use this close on a younger person.
Now get to work, and close some deals!!!
Da Bear