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Goals, Professionalism, Sales, Training · March 16, 2012

Tips and the ABC’s of Closing Techniques

One of the main things about being a successful consultant or coach, is to understand and accept the fact you don’t have all the answers. The main thing is that you know where to find them!

I just stumbled upon (literally through www.stumbleupon.com) this website that had the best summary of closing techniques I have seen in a while. It is literally an ABC’s, in alphabetical order list of available options to use with your clients and customers.

The link to the web site is;  http://changingminds.org/disciplines/sales/closing/closing_techniques If you go to the web site, you can click on each of these for more description on the technique and even some examples. I like this list as just a reminder of my options.

Below is a quick summary list of what you’ll find. Most of us know these techniques exist, but we don’t have a list of them available. I recommend keeping this list in our office, pin it up on your bulletin board or wherever it is you can. When you are stuck closing a deal, or negotiating a point, take a look at these closes. With this list, you can come up with a selling strategy to win that next deal.

  • 1-2-3 Close – close with the principle of three.
  • Adjournment Close – give them time to think.
  • Affordable Close – ensuring people can afford what you are selling.
  • Alternative Close – offering a limited set of choices.
  • Artisan Close – show the skill of the designer.
  • Ask-the-Manager Close – use manager as authority.
  • Assumptive Close – acting as if they are ready to decide
  • Balance-sheet Close – adding up the pros and the cons.
  • Best-time Close – emphasize how now is the best time to buy.
  • Bonus Close – offer delighter to clinch the deal.
  • Bracket Close – make three offers – with the target in the middle.
  • Calculator Close – use calculator to do discount.
  • Calendar Close – put it in the diary.
  • Companion Close – sell to the person with them.
  • Compliment Close – flatter them into submission.
  • Concession Close – give them a concession in exchange for the close.
  • Conditional Close – link closure to resolving objections.
  • Cost of Ownership Close – compare cost over time with competitors.
  • Courtship Close – woo them to the close.
  • Customer-care Close – the Customer Care Manager calls later and re-opens the conversation.
  • Daily Cost Close – reduce cost to daily amount.
  • Demonstration Close – show them the goods.
  • Diagram Close – Draw a picture that draws them in.
  • Distraction Close – catch them in a weak moment.
  • Doubt Close – show you doubt the product and let them disagree.
  • Economic Close – help them pay less for what they get.
  • Embarrassment Close – make not buying embarrassing.
  • Emotion Close – trigger identified emotions.
  • Empathy Close – empathize with them, then sell to your new friend.
  • Empty-offer Close – make them an empty offer that the sale fills.
  • Exclusivity Close – not everyone can buy this.
  • Extra Information Close – give them more info to tip them into closure.
  • Fire Sale Close – soiled goods, going cheap.
  • Future Close – close on a future date.
  • Give-Take Close – give something, then take it away.
  • Golden Bridge Close – make the only option attractive.
  • Handover Close – someone else does the final close.
  • Handshake Close – offer handshake to trigger automatic reciprocation.
  • Humor Close – relax them with humor.
  • Hurry Close – go fast to stop them thinking too much.
  • IQ Close – say how this is for intelligent people.
  • Minor points Close – close first on the small things.
  • Never-the-best-time Close – for customers who are delaying.
  • No-hassle Close – make it as easy as possible.
  • Now-or-never Close – to hurry things up.
  • Opportunity Cost Close – show cost of not buying.
  • Ownership Close – act as if they own what you are selling.
  • Price-promise Close – promise to meet any other price.
  • Puppy Close – acting cute to invoke sympathy and a nurturing response.
  • Quality Close – sell on quality, not on price.
  • Rational Close – use logic and reason.
  • Repetition Close – repeat a closing action several times.
  • Retrial Close – go back to square one.
  • Reversal Close – act as if you do not want them to buy the product.
  • Save-the-world close: – buy now and help save the world.
  • Selective-deafness Close – respond only to what you want to hear.
  • Shame Close – make not buying shameful.
  • Shopping List Close – tick off list of their needs.
  • Similarity Close – bond them to a person in a story.
  • Standing-room-only Close – show how others are queuing up to buy.
  • Summary Close – tell them all the things they are going to receive.
  • Testimonial Close – use a happy customer to convince the new customer.
  • Thermometer Close – they score out of ten, you close gap.
  • Think About It Close – give them time to think about it.
  • Treat Close – persuade them to ‘give themselves a treat’.
  • Trial Close – see if they are ready for a close.
  • Valuable Customer Close – offer them a special ‘valued customer’ deal.
  • Ultimatum Close – show negative consequences of not buying.
  • Yes-set Close – get them saying ‘yes’ and they’ll keep saying ‘yes’.

If a list isn’t quite enough, Pinnacle Sales has been training pro’s like you for nearly 20 years. Give us a call and we can work on this together.

Filed Under: Goals, Professionalism, Sales, Training Tagged With: Goals, Objectives, preparation, presentations, sales, salesmanship, self-help, Tactics, training, Win Win

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