Closing - Part Four

posted: Friday, July 24, 2015

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Today we are going to take a look at two closing techniques, starting with the Ask-For-It Close.

The Ask-For-It Close is exactly what it sounds like, it happens when you simply ask for the order. It can be worded in a variety of ways, but the technique is very straight forward.

Here are some examples of how the Ask-For-It Close works:

  • So what do you think, would you like to go ahead with your new ________?
  • This television will be perfect for you and your family. What do you think?
  • Are we ready to write it up on an invoice and get the process started?
  • Based on what you said you wanted and everything we’ve discussed, I know that this engagement ring is exactly what you are looking for. Would you like to take it?
  • Where would you like for us to ship this?

The Ask-For-It Close is one that takes confidence but you have earned the right to ask for the sale, so don’t be shy.

The Order Form Close also takes a level of confidence, but you already have that. The technique is to simply pull out an order form, or an invoice and start writing it up.

The customer may stop you and ask “What are you doing?” You simply reply, “I’m writing up your order.” The key is to involve them in the process of writing up the order.

The easiest way is to start with the first line of the order form and ask them for the information needed. That will hopefully lead to them helping you as you fill out the form. Most forms start with a name and an address, and can give you a great starting point.

Start by saying something like, “Can I get the exact spelling of your name?” Their reaction might just be to help you fill out the form. This much is true, you won’t know unless you try.

The customer just starts giving you information such as their address, their phone number and before you know it the sale is done. Now it’s just a matter of working out the details.

As noted, both of these closing techniques take a good deal of confidence but you have built a relationship with the customer to get to this point so don’t be afraid to Ask-For-It.

FINAO - Brad Huisken

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