You Have to Close the Sale before You Get the Money
~with Daina Gold
Request for commitment:
The most basic and all-purpose way to end a sales conversation is to simply ask your friend or associate to commit to actions that will close the conversation. For example: “Terry, will you agree to meet me at Starbucks on Thursday at 11:00? (The trick is to stay quiet while Terry agrees.) In this close, your friend is asked to approve a commitment — to do something meaningful — and to do it within a specified time – next month.
This close can be used with your friends and associates who tend to be unresponsive yet are apparently satisfied with what you have said about Trump Network. In this close you assume your prospective customer is committed and introduce an action that brings agreement or disagreement to the conversation. For example : “Jan, would you like to know what the next step is.”
In this close you take a physical action that encourages commitment. For example, you might go to an internet screen at the time as your prospect and ask her to click on the categories she needs to know. ‘Just go to “I want to Start My Business Now” on the Trump Network site and you will be one step closer to putting money in your pocket.”
Notice that the action closed is much like the assumptive close with the addition of a physical action on your part. WARNING: This can be a powerful close with a hesitant prospect, but it can also be threatening to a would-be prospect that is still resistant.
In this close, you present your prospect with two options and let the prospect decide between them. For example: “Kerry, would you like to have us meet tomorrow afternoon, or would you prefer me meet the next morning?”
Prayer: Help me to care about my prospects so that my confidence shows in my attitude and words.
Daina Gold, CRPS 321-987-2990