Friday, January 27, 2012
Sale-Closing Techniques - A 1 - 2 - 3 Punch to Get the Sale
By James M Hussey
It doesn't matter what industry you're in, if you're trying to make any profit, you need to become adept at successfully using sale-closing techniques. Even as a remodeling contractor, the author had to use these in order to succeed in business and generate an income in a volatile, competitive market. As the new family business has taken off so well, it has all been traced to sales generated using this combination.
It all really depends on your personal selling process--but here are 3 of the most effective methods to get the sale, used in tandem for a knockout punch:
• Door Knob Close
• Assumptive Close
• Puppy Dog Close
There's plenty more to choose from, these happen to be the 3 related money-makers that have been effective in the author's experience as a franchisee-owner and owner of two other businesses. Let's look at each in turn, and feel free to tweak this to fit your own application.
Door Knob Close
After the sales presentation or pitch, and asking for the sale a few times (using the Assumptive Close, below) only to be met with a flurry of objections, it may take the wind out of your sails a bit. Rather than give up so easily, however, a successful salesman will have this ace up his sleeve. For the sake of rhetorical integrity, let's say you're presenting in a place of business, say you're trying to sell advertising or what have you. You're met with one or another objection, you think you've answered them but the prospect is leaning towards a waffling "No."
The Door Knob Close is when you turn around and head for the exit, seemingly accepting defeat, only to appear to pause in thought with your hand on the knob. Then, in Colombo-like fashion, you make it look like you just had a great idea. Turning to your prospect, you say, "Hmm, you know, I can appreciate what you've just said, I've been in those shoes, too. But if price is the main objection...(or whatever the objection is)." Then you come out with a Puppy Dog Close (see below) for the strongest door knob close, or some other "this is the best I can do, I'm giving it away at this point" type of deal.
The Assumptive Close is really a way of asking for the sale, and can fit into anyone's personal selling process. Instead of asking for the sale in a "Yes" or "No" fashion, simply assume the sale and phrase the close as a choice of quantity, quality or delivery date. In other words, if you're selling a sports car, ask if they want it in automatic or manual shift, rather than, "Do you want the car?"
A common mistake that many make with the Assumptive Close is that they forget to come prepared with answers to objections. Answering objections is a necessary part of all sale-closing techniques, so come prepared. After answering the objection, go back into the Assumptive, and ask for the sale again.
Puppy Dog Close
The Puppy Dog Close is the easiest to do if you're the business owner, just be sure you know your own break-even and ROI for a given sale before you offer it. In other words, don't give the farm away to win a tractor. This works really great in tandem with the Door Knob Close, for a great 1-2 combo.
It works like this: you've gone through the above, answered objections, and you get the feeling that the prospect would buy right now, but somehow you've lost them. At some point, their sales resistance went up just a hair, and the Puppy Dog Close just may bring them back around. You offer a "Try it Risk-Free" condition, and if they don't want it after giving it a shot, then they don't have to buy.
We do this all the time in our service-oriented business, and it works well. If people want to give us a shot, then they can, and we fill out our form and "sign them up," so to speak, all the while telling them they don't have an obligation to use us. The kicker is that it's all true, mind you--don't do a Puppy Dog if you're just being unethical and are cornering the prospect into a contract deal in an underhanded way.
When you ask for a sale, assume it's a done deal. (Assumptive Close)
If you're met with objections just for objection's sake, and you think the person is waffling, use a Door Knob Close.
To really seal the deal and remove all sales resistance, use a Puppy Dog Close, or risk-free trial, to allow your company to prove themselves to your prospect.
Armed with these sale-closing techniques, adapted for your own personal selling process, you should close more sales than not.
James Hussey works a successful family business by day built on these sale-closing techniques. When he's not out closing sales he blogs, freelances on Elance creating SEO-rich content and articles as "JamestheJust," and reflects on how amazing his wife and kids are. Really. One of his blogs is http://DogPetStores.com/ where you'll find info on Dog Booties and beds, training collars and clothes, dog meds and dog behavior questions.
Come visit and get a couple of samples of dog training programs, for FREE, including FREE video lessons for dog training.
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