Closing Strategy, Higher Authority

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 Negative Economy Close

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).

The Basic Oral Close

This is the simplest close you’ll ever learn. In fact, it’s so simple that you may doubt it’s effectiveness. However, a UCLA study done many years ago proves its worth. When folks were asked why they didn’t go ahead with a purchase after talking with a salesperson about a product at length, many (too many) said, “We were never asked.”

Please understand that your job is not one of a professional presenter. You are not meeting with clients for their entertainment. Your #1 goal is to get people to like you, trust you and want to listen to you. While you have their attention it’s your job to show them the benefits of your offering and if and when you truly feel it’s good for them, to ASK FOR THE SALE.

In case it’s be awhile since you operated so simply, here are a few phrases to consider:

Alternate of choice: “Would you prefer handling the investment by cash, check or credit card?”

“Do you prefer to have the invoices for this service sent to your home or your office address?””We can begin to service your yard on Monday or Wednesday. Which would you prefer?” 

Open questions:“By the way, Mary, what purchase order number will be assigned to this acquisition?””What method of payment do you plan to use for this investment?”I’m sure you can come up with others that are specific to your product or industry. The point is to come up with them and USE them. Simple questions that ask for the order are often the best way to go. Make yourself a promise right now that you will never leave a client contact without asking for the sale.

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).

 

 

Closing Strategy, The Lost Sale

It’s bound to happen that you’ll reach the point in a sale where you just cannot get your prospective client to make a decision. When this happens, relieve any pressure that may have built up by packing to leave. Then, since you have nothing to lose, deliver these words:

Phraseology: “Pardon me, John and Mary, before I leave, may I apologize for not doing my job tonight? You see, if I had done my job tonight, I would have said the things necessary to convince you of the value of (the name of your product or service). Because I didn’t, you won’t be enjoying the benefits of this fine product, and believe me, I’m truly sorry.

So that I don’t make the same mistake again, would you take a moment and tell me what I did or what I said wrong?”

In most cases, they’ll be willing to help and will tell you just what turned them off to the sale. This will give you an opportunity to correct that error and close the sale after all!

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).

Barriers to Closing

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. [Read more…]

Asking Final Closing Questions

final closing questionFinal closing questions are part of a topic I’m asked about quite often.

The key point is that after you ask your final closing questions that your presentation is finished. You should not say another word. In most sales situations, whoever speaks first after the final closing question has been posed will own the product. If you speak first, you will likely keep it in your inventory. If the buyer or potential client speaks first, they will likely buy.

After that final closing question the buyer is obligated to answer one of two ways. They either accept the offer you’ve made or they don’t. If they do accept it, you can quickly move onto the paperwork or whatever method you use for completing a sale. If they say “no” or hesitate in any way, hopefully, you can keep the discussion about their needs open. You will then need to discover what about your product does NOT serve their needs (in their minds anyway). If you can keep them talking about their needs and the solution they’re seeking you will have an opportunity to save this sale. If they just say “no” and do not utter another word about the product, you may need to ask for permission to continue to speak with them about your products.

A lost sale is never truly lost. Do not burn bridges with non-clients. If they buy from someone else today, they may be unhappy with their decision. By checking back with them regularly, you may win their future business.

The Benefit Summary Close

Many prospective clients will want to negotiate or hold back from making a decision. It’s a natural response. They won’t want to give in too easily, even though the product or service is right for them. With someone like this, the benefit summary makes what they’re getting seem like so much, they’d look silly if they held out for something more.

Phraseology: “John, I can appreciate any hesitation you may have about going ahead. However, let me reiterate the benefits you’re gaining by joining our fitness center today. With the plan you’ve chosen, you’re getting 18 months of additional membership for an investment of only two years’ service. You’re receiving three private sessions with a personal trainer. All of our equipment is state-of-the-art, and we increase the number of machines in the club as demand increases, sothere should hardly ever be at ime when you can’t get on the machine of your choice when you want it. There’s always a trainer on the floor to assist you with questions. We offer over forty fitness classes per week. With your initial membership, you’ll receive three 10-day passes for friends (etc., etc.). What aspects of a club were you expecting that we may be missing?”

When he or she replies with the obvious, “nothing,” they’ve bought!

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).

Qualification Defined

If I asked a room full of experienced salespeople how many of them qualify their clients, every hand would go up. If I asked that same group to define qualification, the answers would probably vary to the extent that a newcomer in sales would be somewhat confused. If I then asked these experienced salespeople to deliver their qualification sequence to the group, I’d have to guess that many would not be able to do so. Too few salespeople, even veterans, have proven, practiced methods of qualification. And that’s a sad truth. [Read more…]

Qualifying Potential Clients

When people think about making a purchase, they aren’t likely to compare talking with you to going to the doctor, but you should make that comparison when preparing to talk with clients. People trust doctors. They usually accept the diagnosis and prescription for wellness with few questions asked. That’s because they recognize doctors as experts in their fields.

Your goal is to have your clients see you the same way. When they have an ache or pain related to your type of product, they should immediately think of calling you. That’s because they’ll be confident you have the right prescription for their ills. [Read more…]

Overcome the “I want to shop around” Objection

Have you ever heard this from a potential client: “Okay. Well, thanks for the information. I want to shop around and will get back to you if this is really what I want.” Unless you’ve only been in business a day or two, you have.

In most cases what are they really saying to you? They’re saying, “I want to know if I can get it cheaper somewhere else.” It’s usually a money issue when you hear those words. Occasionally, the client will not really be certain that the product meets their needs and be looking for other colors, options, or services along similar lines to what you have offered. [Read more…]