Home > Closing – Progression of Consent and Decision
"If you have built castles in the air, your work need not be lost. That is where they should be. Now put the foundation under them" -Henry David Thoreau
Always Be Closing - One of the guys in the office who thinks he knows everything about selling keeps saying 'ABC - always be closing'. It sounds very basic but I don't want to ask and give him the satisfaction. Is there more to 'always be closing' that I need to know about?
Trial Close Examples - The topic for this discussion is in regards to trial closes. I would be more than happy to hear some examples from trained professional salesmen/women as yourselves. My example- Case scenario: Selling advertisements and marketing strategies to prospects that want too...
Is applying pressure an acceptable technique for closing a deal? - It's often said that high pressure salespeople do the rest of us damage, but it's also true that some high pressure salespeople are very good at what they do. Sometimes you hear people complain about how they felt "pressured" into the sale, and wouldn't have bought the...
How To Learn To Close - Hello , I am very new here and into the sales force. I have just been moved into a sales role selling machinery although I have always been involved with service and installations for the same company . I don't have any problems talking to people and I do have the...
No objection, no sale. - So, I'm running into this type of customer a lot. They agree to everything, but don't buy. They never really voice an actual objection that can be overcome. "Price is good. Payments are fine. Down payment is great. Etc." Yet they don't buy. Their heads shake up and down...
Holiday Close Tactic? - Hey all, I am sure most of us experience the desire to put decisions off until after "the holidays", however, we don't have the luxury of waiting until 2012. Anyway, I have quite a few proposals out there where I have some flexibility on price and I am thinking about...
Collection of Closing Techniques - Is there any value in having a collection of closing techniques at your disposal?
One Call close - Does anyone have a recommendation of a book that covers "one call close" techniques? I'm surprised to not find many (or any) sales book on one call closes. I know there must be a ton of info out there, but it is only a chapter or two in another book. That makes it hard...
When to Close? - My question, which I have only had one person ever answer adequately is the following: When specifically should you attempt to close the sale? By that I mean what needs to have happen, specifics please, in the sale for you to go in for the close?
What is Your Belief about Closing? - QUESTION: What is your belief about Closing? Do you believe it is: An event A closing question. A progression of consent A behavior used by the seller which implies or invites a commitment, so that the buyer's next statement accepts or denies commitment? None of the...
After You Ask for the Sale, Do You Shut Up? - Most salespeople have heard the rule about closing a sale: after you ask a closing question, you shut up and be quiet until the prospect answers or raises an objection, or whatever. The fact is, this technique works. If you have followed this advice... What's the longest...
Assumptive Close - Please post your scripts for: "Assumptive Close."
Types of Closing - I am trying to write about 5 different closing techniques and I am having a heard time trying to differentiate between a couple of them. This is what I have so far. Direct Close - presenting the client with the material and asking them if they would like to purchase...
The Silent Pause Close - Although we work in many diffeent sales industries that may rely on a third party for a decision, learn to use silence to your advantage. Don’t talk yourself out of the sale. If the client is thinking, let him, you may say something to make him change his mind. Keep eye...
Closing is only a matter of letting the client know they have already bought - A lot of people think closing is the hardest part of making a sale – but in reality, by the time you get to the close, all the hard work has been done – otherwise you’re not closing. Closing is really only a matter of letting the client know they have already bought – the...
Hitting the rookie wall - I have read a lot of things on this site today and it seems like people on here really know what they are talking about so here goes nothing. I work in the Medicare supplement insurance field which is an extremely price sensitive and competitive market. One of the...
Take away closing technique - Here's another close I found online, the "Take Away Close". It was explained as, "Forcing a customer is to make a decision, by "taking it away" often closes a sale." Does anyone use this with success?
Closing when you ought not to... - How do you close a deal, when social circumstances disallow a formal sales process and/or close? There are quite a few (business) cultures where the approach to selling is very indirect. So: how do we close, when closing itself is frowned upon?
What exactly does "Close" mean? - "The term 'close' has been a catch-all for everything to do with finalizing a sale. The lack of specific terminology indicates the state of confusion because conflict surrounds the words Sold, Closed and Ask For The Order." - D. Forbes Ley I see closing as the natural...
HELP!!! Cant seem to close - Can anyone out there give me any help. I am a sales rep for a company where the majority of our clients are motor mechanics. I find that the information I give about our product generally grabs their attention but there is something missing. We are fairly new to the market...
Great Closes - In another thread there was reference to the fact that no one posted examples of closes. And, as I am relatively new in this forum, it may have been done but I cannot find a recent thread on the topic, so if has, let's do it again! I will provide one I love as a starter,...
Does size really matter? - Do closing techniques become less effective as decision size increases?
When is a sale considered closed? Trouble getting them to sign the dotted line - My company provides music lessons to students. I'm having difficulty closing leads, as expected, as I'm still inexperienced at sales, but one of the most frustrating circumstances is when the customer tells me that they are going to sign up for lessons, gives me their...
Does the hard close still work? - Does hard closing still work? Is there a place for hard selling (aggressive selling) in the world of sales today? Is there a difference between B2B or B2C applications of the hard close? What are your thoughts about the hard close?
The Porcupine Close - The Porcupine Close was mentioned in another thread. Can anyone give an example of the Porcupine Close in action and give an idea of why this is an effective close and when its use is most appropriate?
Closes are for shysters and charlatans - Here is a quote from a new book I'm reading. What do you think of it?
The Top 10 Sales Closes of All-time - If you were to put together a list of the top 10 sales closes of all time which sales closes would you include?
Summary Close - Please post your scripts for: "Summary Close."
Alternate Choice Close - Please post your scripts for: "Alternate Choice Close."
Indirect Close - Please post your scripts for the "Indirect" close:
Porch Light Close - The Porch Light Close, I have been using this one a ton lately. I get terrible reviews from saying I use this from my fellow Painting Contractor Pals, and also curious If I am the only one that likes this one. I only use it when all else fails, Porch Light Close #1: ...
Balance Sheet / Ben Franklin Close - Please post your scripts for: "Balance Sheet Close" aka "Ben Franklin Close".
What Have You Learned - There are frequent references on this forum to various books on selling, and sales authors. I wonder if anyone would like to share and describe anything specific (thoughts, methodologies, strategies, and techniques) from these books that he/she has learned, and used.
How do I close this one? - Can anyone help me out with this trick situation. I have only been an agent for 10 months, for the first time have come across a meddling mother in-law situation in the final moments of sale. The story goes - I showed a couple a property - they loved it - put in an offer -...
closing the sale= how long - Hi To All Of You ;wlcm This is one of the questions has been bugging me since the begining, please bear with me. How long does the closing process take, what I mean is, is it expected that a salesman when he meets the prospect and he presented all the information that he...
Closing: Which statement do you to believe to be more accurate? - Which statement do you agree with more? The more closes you know, the better closer you are. The more closes you use, the better closer you are.
The more closes you know the better closer you are. - "There is a widely accepted belief that the more closes you know the better closer you are. That attests to the fact that salespeople consider closing to be an objective unto itself rather than the natural conclusion to a dialogue about mutual benefits" - D. Forbes Ley Do...
The best close for a shopping club membership - I am in the direct sales business dealing in consumer goods and would love some feedback on your best expericences closing customers in this type of industry. Long story short, I am signing people up for a small fee in a catalog shopping club where they recieve a discount...
A complete forum says No, to one call close tactics? - I can't get over how everyone in a painters forum go against the one call closing systems and call the whole thing a fake and says it just don't work. This sales tactic is called "the big drop", and most salesman know that its falling out of favor with most customers and...
going from calling to closing - I work selling contract services, and have only been doing it for two weeks now. So far I was just putting out feelers and getting companies to add us to their contractor shortlists. Today, I was given some new leads and told I needed to close at least two- it's a work...
When to begin closing the sale - When should a salesman begin to close his sale?
Assumptive Transition vs Overview, Benifit, Permission Transition - Curious to see which you guys prefer. Assumptive Transition is pretty much assuming the sale. I use it alot in my car sales. Pretty much set up with a yes set close technique, then move into an assumptive transition. Ex. "Now Mr. Customer, this was the color you wanted...
Take Away Close - Please post your scripts for: "Take Away Close."
Advanced Commitment - Please post your scripts(s) for: "Advanced Commitment."
Sales’ Abysmal Closing Ratios - Very recently in a post, a member referred to "sales’ abysmal closing ratios". What about closing ratios? Is "abysmal" really the norm--and among who? The selling community at large? Anyone want to comment about whether the phrase has validity--and in what...
Closing Help - Hello, I have a client I have been trying to get now since November. He is a buyer for a large chain. We have developed samples for him and I have had multiple conversations with him, however he seems to be procrastinating - or I havent closed yet. This is one of the...
Should salespeople be able to close most prospects? - I had a long showing today that didn't end up in a sale. I showed everything I had that matched what they wanted and they liked almost everything I showed them but nothing "grabbed" them. Stepping back and looking at this objectively should I view this as (a.) I missed out...
Can this be used as a close? - Hello everyone. I sell mobile phones and basically once we make a sale we run a standard credit check takes maybe 5 minutes maximum. Once it is approved it takes about 10 minutes for the customer to have there new phone set up. What i am wanting to know is, is it wrong to...
We don't Need No Stinkin' Script! - Memorizing all the closes is not the way to sell. If you truly have the best interest of the customer in mind and you work to solve the customer's problem, you can close sale after sale without taking a memory course. Ol' Zig says it best; "If you help enough people get...
Decision Making - My understanding from checking the sales literature is that the toughest challenge is to get the prospect to make up his mind. I can attest to this as being true. When I worked in Best Buy's tv department, the most frequent complaint I got was the customer had too many...
one call close - I've just started looking at all the shared information in this forum, so I have'nt had time to read all the posts. I was wondering if there was anyone in here that sold home improvements on a one call close. I'm a sales manager for a major home improvement company in the...
The Either or Close? - The Either / Or Close This question gives an alternative choice, leaving the client with the option for either one or the other. The question could be “Do you want the Monday start or the Wednesday start for the campaign?” :dun Your thoughts on other EITHER/OR Close...
Authorization Close - Please post your scripts for the "Authorization" close:
When should I close? - If you show a real estate buyer homes should you close at each home or wait until the end? What would you say? P.S. I know people in my office can answer my questions but I'd like to get feedback from as many people as possible.
A better deal for my prospect and no deal for me - Hello, everyone, I have lurked here for a while and have thoroughly enjoyed this forum. There are some very smart people here, and I am hoping that some of you can help me. I am an insurance agent who specializes in a line of coverage used mostly by professionals. In the...
What are some percentages on closing? - I am a member on the painters network and a very active poster there, I will post about many of the new debates we are having there in time because it is all great stuff, but for now: What are some close ratio percentages on one call close vs. the regular blue color drop...
Reduce to the Ridiculous - Please post your scripts for: "Reduce to the Ridiculous Close."
Simply Ask - Direct Close - Please post your scripts for the "Simply Ask" close:
Trial Close - Please post your scripts for: "Trial Close."
Ask for the business - When the sales call is just about over and you think the prospect wants to do the deal but hasn't come out and said so what is the best way to ask for the business?
"I feel AWESOME!" - Have you ever closed a sale where you felt particularly wonderful afterwards? Maybe it was a long-shot situation and you won the business, or maybe there was some incredible objection you had to overcome and you did, or maybe it was a sale you were sure you lost that came...
Trial Closes - When feeling out a prospect for willingness to buy, what sort of trial closes do you use? I am having a hard time differentiating between getting a commitment and using a trial close. Thanks Tyler
Are your prospects familiar with traditional closing techniques? - Do you think closes like the "Ben Franklin Close" the "Puppy Dog Close" the "Order Blank Close" or other traditional closes have lost their effectiveness because prospects are familiar with them?
"You Gotta Open 'Em Up Before You Can Close 'Em." - So much focus on the closing (check the books at the bookstore that have close or closing as part of their titles). Yet I've found after much study, that what you do near the start of a presentation will dramatically alter your closing rate, in general (I may be a bit...
Turning wishy washy idea stealers into closed sales. help! - Maybe my subject line sounds negative, but I have to break out of this problem. I have a horrendous problem with potential clients sucking the life out of me asking question after question for months. They email me. They call me. They call me at inappropriate hours of the...
The Similar Story Close - Clients feel far more comfortable if they can be assured that some business similar to theirs has been successful by taking the same step or making the same decision as they are now being asked to make. This can be either positive or negative – a client did buy and had a...
What is closing to you? - I found a great quote to describe what closing is: "Closing is the process of helping people make a decision that will benefit them." Thoughts, opinions?
The Pro and Cons Close - This technique is best for those clients who still require confirmation that they have made the right decision. Draw up two columns headed YES to Investment and NO to Investment. Work through the pros and cons with the client from the proposal you have already put forward...
I can no longer close to existing customers - Ive went back to a sales job where I was top seller every day with 15 sales on average. It was cross selling to existing customers and no cold calling. The sale is simple. Offer them a service that saves money on their telephone bills without changing anything. We...
The Direct Question Close - The Direct Question Close This is the most direct close as this is where you actually ask for the order. The question could be something like “Should we get the product ready for tomorrow?” Your thoughts on trial DIRECT close questions?
The sales Person Doesn't Close the Sale - The thought of closing can cause a lot of stress in sales people, but remember that the sales person doesn’t actually close the sale. As the closing is a decision to buy, it is the client who closes the sale – it is the client who makes the decision to invest in your...
Five Stage Selling - Stage Five - Securing The term closing a sale has been traditionally used, however in the strategic approach it is all about securing business in order to open the door for long term future opportunity generation. Many objections would appear because the selling process was...
The Boomerang Close - When the client asks a direct question such as “Will we be able to get carpet mats thrown into the deal?” your closing question could be “If we can guarantee you carpet mats, will you confirm the order?” What do you think?
When do you take "No" for an answer? - How many times do you keep asking a prospect for the sale before you stop? I haven't had a lot of experience with this but it seems like it would be a little uncomfortable continuing to ask once someone has already said, "No".
Will a sale close itself? - Is "closing" even necessary or will a sale close itself?
People buy for their reasons - how to close! - Hey all James here. I am not a master seller but I have structured and closed deals since 1980 had here is my take on it. I was trained in mechanical engineering, business administration and philosophy and I have more or less worked for myself since 1980. How to close a...
Closing Keys - From your experience what are the keys to closing?
Thermometer Close - Please post your scripts for the "Thermometer/ Scale of 1-to-10" close.
Closing to an existing business customer - My new project is a very easy sales call. We call IT managers and inform them that their warranty is due to expire on their servers or other IT kit. The opening call is easy and friendly. However the problem is the close. The structure of what I do is this. 1. Call and...
Closing The Sale & Strategy - In sales, I'm an amateur in one sense, seeking information and perspective as a painter might seek an understanding of the elements he must master - through application - to manipulate base materials into works of Art. With that in mind, what is strategy in sales and what...
Puppy Dog Closing Technique - I was reading about different closes this morning and found the "puppy dog close". Does anyone use this with much success?
Without the prospect of approval, the sale will not be made. - For years I always divided studies on the strategy of selling and the psychology of selling into separate worthwhile interests that often intersect. A lot of fundamentals in both areas have been known, passed on, reframed, and accepted by the majority of salespeople who...
Balance Sheet Close - I was reading about a "balance sheet close" which was also called a "Ben Franklin Close". Does anyone use this with much success?
Sharp Angle Closing Technique - Here is an example I found of a "Sharp Angle Close": "If we can address and clarify the issue you have raised, is there anything else that is a concern to you or keeping us from moving ahead?" Has anyone used this with success?
Close Early and Often - Just curious... Close early and often? What does that mean to "you"?
Changing Places Closing Technique - Here's a close that sounds interesting, the "changing places close". Here's an example I found: "Mary, would you put yourself in my shoes? If you were selling to someone, and you didn't know why he wasn't buying, what would you do?" Has anyone used this with success?
Closing the sale article - I know there are a gazillion books and articles on this topic, but can anyone point me to a nice short and concise article on the net for "closing the sale?" I've got a new salesman with some experience, but he is young and might need a little reinforcing on this critical...
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