Closing - Part Three

posted: Friday, July 3, 2015

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The win/win close is a technique that has been referred to as the Alternate Choice Close or the Either-Or Close. The idea is simple; the salesperson gives their customer two choices, both of which will result in a completed sale.

If you ask a question with only one choice, then it is much easier for your customer to say no. If no is an option for an answer, then it was not the right question to ask. As a salesperson, you want to ask your questions in a way that will lead your customer to buy.

Here are some examples of what a win/win close would look like:

Would you like to pay for that with cash or credit?

Would you like for us to deliver your new _______ or will you be picking it up?

Would you like your new ________ in black or white?

Do you want that delivered to your home or your office?

Would you like to pay for it all today or use a finance program?

As we pointed out in the reflexive close, it is always a good idea to use possessive words like "you" and "yours" whenever you can. You want the customer to picture themselves with the product, by putting it in their possession, either by words or literally, you are fostering that idea. In general, if you have reached the point where you are ready to close then obviously the customer has a pretty high level of interest. They just may need a little more reassurance they are making the right decision, and the right closing technique can do exactly it.

If you are successful with the win/win close, you will find the only thing you have left to do is to work out the details. The sale is now closed and now the only thing you have to do is deliver on one of the positive choices they have made.

FINAO - Brad Huisken

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