In consumer sales, you will often have the opportunity to sell to couples the opportunity of owning your product or service. In many cases, they will close each other on the sale. That’s my favorite time! When one or the other spouse is favorable to the decision, don’t jump right in to close. Wait to see how they work through the decision.
There will, however, more likely be times when they’ll both sit on the fence. When that happens, I suggest trying The Best Things in Life Close. What you do when using this close is to compare this buying decision to other decisions they have made and have been happy with. It’s especially helpful when they’ve admitted they want the product, but they’re just struggling with saying “yes.”
Here’s what I recommend you say: “Isn’t it true that the only time you have ever really benefited from anything in your life has been when you said ‘yes’ instead of ‘no?’ You said ‘yes’ to your marriage (optional — and I can see how happy you are). You said ‘yes’ to your job, your home, your car — all the things that I’m sure you truly enjoy. You see, when you say ‘yes’ to me, it’s not really me you are saying ‘yes’ to, but all of the benefits that we offer. Those are the things you really want for your family, aren’t they?”
Of course, you would not use the optional phrase of “and I can see how happy you are” if the air is charged with disagreement. However, if they do come across as a happy couple…a united front, give it a try. These words have been proven to change the mood of the sale quickly and help buyers say ‘yes.’
Copyright Tom Hopkins International, Inc.