Closing - Part Two

posted: Friday, June 26, 2015

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You have done everything right to this point in the selling process--from the non-business conversation to overcoming objections. Now it’s time to close the sale. There are multiple avenues to do just that. The common theme through all of these closing techniques is the idea that you can’t be afraid to ask for the sale.

The first technique is called the Reflexive Close which is simply a reflex response given by the salesperson in response to a question from the customer. When the customer asks you a question about the product he/she is buying and you answer that question the right way, you may just close the sale.

It’s important to keep in mind that this close is a very aggressive one and if you have not established both trust and value with your customer, then it could backfire on you. However, if you have established customer rapport and value of the product, then the reflexive close should work like a charm.

The following scenarios are examples of what a reflexive close might look like:

Prospect: Can I get this ________ delivered?

Salesperson: Of course, does Tuesday work for you for a delivery?

Prospect: Does this come in red?

Salesperson: Yes it does, would you like yours in red?

Prospect: Can I pay for this with a check?

Salesperson: Of course you can, would you like me to write up the invoice?

Prospect: Can I get an extended warranty on this?

Salesperson: You sure can, would you like me to write up the invoice with the extended warranty?

There are a couple of subtle things to remember with the reflexive close. The first is don’t forget to answer their question before delivering your question. Your customer asked you a question and they deserve an answer. Once you’ve answered the question, then you can go for the close.

It’s also important to use possessive words like “your” within the reflexive question. Whenever you can, you want to put the product into your customer’s possession and words like “your” will do that.

The worst thing that will happen in that case is the question has been answered and they have given you an objection. If that happens, we both know you are well equipped to handle the objection. Either way, you are well on your way to closing the sale.

FINAO - Brad Huisken

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