The Similar Situation Sales Close

sales clsoeThe Similar Situation Sales Close

Relating a story of someone else who was in a similar situation as the future client is always effective because the client will identify with that person. Tell the future client about someone who procrastinated and wished he/she hadn’t or conversely, someone who didn’t procrastinate and received tremendous benefit from making an immediate buying decision.

Phraseology: “You know, about a month ago, I had a client facing a decision similar to the one you’re considering today. He went ahead with our comprehensive medical plan and had a need to use it just last week. The situation was unfortunate; however, his burden would have been doubled had he not gone ahead with the insurance.”

To read all of my closes, get a copy of Sales Closing for Dummies. To listen to them delivered and learn how to write your own, listen to my audio titled, Academy of Master Closing — available in both CD and MP3.

This information is copyrighted by Tom Hopkins International, Inc. for reprint permission, contact Judy Slack (judys@tomhopkins.com).

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