When your potential clients say something just costs too much, it’s often just a stall. However, it’s a good sign because it means they’re feeling motivated to own your product or service. (They didn’t say, “it’s not right for us” or “we don’t want it.”) They now need your help to justify or rationalize going ahead.

Your first move is to use the Reduction to the Ridiculous close (in the June issue) to get them thinking about the smallest amount of money that’s holding them back. If the fact that the amount is kind of ridiculous doesn’t overcome their concern, your next step is to us the Oblique Comparison Close. It is simply a strategy where you compare that small daily or hourly amount to something they might consider doing or giving up that costs the same amount in order to gain the benefits of your product.

The phraseology might sound something like this, “John and Mary, you seem to really want this new living room suite. With the investment being only $2.25 per day more than you had originally hoped, what do you think you could do to come up with that extra amount? Think about how you spend your money on a daily basis. What might you be willing to give up in order to have these beautiful pieces in your living room?”

Chances are good that if you’re talking with a couple, one of them will pick on another’s bad coffee habit or waste of gasoline running oddball errands instead of grouping them together. Or, they may just decide to cut back on their consumption of soda or sweets. It doesn’t matter how they do it, what matters is that they are the ones talking themselves into owning the furniture at this point. Your work is done…all except the paperwork.

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).

This strategy involves converting total or monthly amounts of money into daily amounts that make the investment seem more ‘do-able.’ Depending on how open your clients are, you might want to hand them a calculator and have them do the math themselves. This doesn’t mean you don’t do it. Simply have them do it along with you.

Step #1: Use the It Costs Too Much Close to get a fixed amount.

“John, today most things do. Can you tell me about how much ‘too much’ you
feel it is?

Step #2: Establish how many years they will enjoy the product or
service.

Step #3: Divide amount by years to get the annual amount.

Step #4: Divide annual amount by 52 weeks per year to get the weekly
amount.

Step #5: Divide weekly amount by 5 or 7 days to get the daily amount. When you get down to a daily amount, simply say, “John, Mary, do you think you should give up all the benefits we’ve been discussing for only $(daily amount) per day?”

YOU MUST KNOW YOUR MATH!!!

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).

You will come across clients who are more afraid of not having the benefits of a new product, than they are excited about having them. For example, this fear may occur with a piece of manufacturing equipment that will put the client on the cutting edge and ahead of the competition. The fear that the competition will outpace the client may be the biggest motivation to own. (more…)

Since most clients have a ‘say no’ mentality when you first begin talking with them, you would be wise to have a way to counter it. In fact, I encourage you to incorporate the phrases “If you say yes…” and “When you say yes…” into more of your presentations. It mentally takes them from withholding making a decision to enjoying the benefits of your offering.

“When you say ‘yes’ to this investment program, you’ll have the satisfaction of knowing your daughter will have the resources she needs to complete her college education and walk across that stage on graduation day.”

“If you say yes today, Mr. James, we can complete the installation of your new system by March 15th. Not only will you have this decision behind you but you’ll be enjoying all the benefits we’ve discussed here today.”

This close turns the tables on your potential clients’ fears. Fear is very likely telling them to say ‘no.’ By demonstrating with words what happens when they say yes, they are forced to think about what won’t happen if they continue to say ‘no.’

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).

There will be times, especially when you’re new, when a potential client may doubt that you know enough about the product to be giving them the best advice. Until you get your feet wet, make it a point to have a senior salesperson or your manager available to answer questions for you during a presentation. When your future clients are hesitant, just reach for the phone to get them the information using these words:

“John and Mary, it seems that the challenge with getting you involved with our ____________ is that possibly you’re not convinced of all the benefits you will receive. I’m getting my associate/manager on the phone right now to answer any questions that I may not have covered to your satisfaction.”

Say hello to your phone contact, introduce your future clients, and then hand one of them the phone. Even better, use a speaker phone to include the other person in the meeting. Let your support person take it from there. When the call is over, you should be able to move into your final closing sequence with your paperwork.

Never be afraid to ask for help in serving others if you believe it to truly be a wise decision for the client.

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).

What are you really doing when you close a sale? There are four issues you are addressing, and, perhaps overcoming.

The first issue is that the client really does want to make the decision to go ahead and they need your help rationalizing it. That puts you in the position of the “rationaliz-er”–the one who validates their emotional decision or backs it up with facts and other evidence that they’re making a wise decision to go ahead.

The second issue is that you’re helping your potential clients head off procrastination. Even when procrastinating turns out to be a good thing, the time between the decision to procrastinate and the final decision is an uncomfortable one for most people. So, rather than allow them to feel the discomfort, you help your potential clients make the decision once and for all. Hopefully, for the decision. This will take the weight of decision-making off their shoulders. (more…)

I learned this close from the incredible Zig Ziglar. It’s as old as the hills, but still works in today’s selling situations.

There will be times when you are ready to ask for the ‘autograph on the paperwork’ and the client just sits there thinking — in total silence. If you’ve done your job well to this point, do not let the silence undermine your confidence. Your mission is to keep quiet and not fidget. I know from personal experience how difficult this can be. It requires great self-discipline to not break the silence. Remember, the sale is on the line, and the first one to speak usually owns the product.

If you simply cannot bear the silence, and are totally confident that what you are offering is a good decision for your client, wait at least a full minute (counting one one-thousand, etc. in your head if you must). Then say, “Jim, my dear old mother once told me that silence means consent. Was she right?” At times, all the client needs is that little extra nudge to put pen to paper. Or, if they’re really struggling with the decision, this should help get them talking about their hesitation so you have something to work with.

Now, I would never want you to lie, so please go to your mother or a friend’s mother and ask her to tell you that phrase!

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).

Master this and many other proven-effective closes by reading, Sales Closing for Dummies.

Oftentimes when marketing to clients of a corporation, they aren’t aware of how much an increase in morale can add to the productivity of the entire company. The productivity close brings that point home, so you’re not only educating your clients on the power of employee morale, but also giving them something to prove it with. This close pours on value for the benefits of your product.

Phraseology: “What I’m offering is not just a good health insurance program; it’s a boost in employee morale. Have you ever noticed how anything new increases job interest and excitement? Excitement increases morale. Morale increases productivity, and what is increased productivity worth?”

Point it out to your clients that increased productivity can generate enough increased income to more that make up for the increased investment. On top of that, point out to the clients how investing in your product can also increase loyalty and reduce turnover, thus saving them even more money on advertising for new hires.

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).

A higher authority is a respected person known by your client who is willing to give third party testimony. The higher authority will most often be a satisfied client — possibly the one who referred you to the prospective future client.

To set this close up, choose your higher authority and discuss the situation with them. Tell him or her that you’ll be meeting with ‘Jim Johnson’ at 2:00 p.m. on Thursday, and ask if they might be available around 2:30 p.m. to take your telephone call in case you need his or her input. Always offer to refer other business back to your higher authority in exchange for their involvement or to return the favor.

When you make the call, simply make the connection, do a brief introduction, and then let your higher authority tell your prospective client how great your and your product/service are.

If your higher authority is unavailable to take your call, ask for a testimonial letter and permission to use his or her name.

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).

The economy runs in cycles. Anyone over the age of 30 has already lived through several highs and lows in his or her lifetime. It happens. Unfortunately, for every high, there’s a low. Of late, news has been leaning toward the lows, hasn’t it? For those of us who have been there before, we know the power of the lows and how to ride them out. However, not all of our clients do. That’s when this close comes in very handy. It’s designed to help your clients overcome their fears relative to the current economy.

“John, years ago, I learned a truth. Successful people buy when everyone else is selling and sell when everyone else is buying. There are many people talking in terms of a potential recession these days, aren’t they? At our company, we’ve decided not to let it bother us. Do you know why? Because many of today’s greatest fortunes built their foundations during poor economic times. People who could envision the long term opportunity rather than the short term challenges made wise buying decisions and became successful. Of course, they had to be willing to make those decisions, didn’t they? Today, you have the same opportunity to make that same kind of decision. Will you?”

As with all of our closes, learn the words, feel the flow, understand the concept. Use it, modify it to your style and needs and keep using it.

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).