"Physical Action Close."
Take it from me this is the most overlooked sales close of the lot, and the best:
I was selling Fork Lift Trucks, the boss wasn't the brightest bulb in the sky, so I said to him do you mind if we try something different. I want you to let us run a 7 days free trial, we deliver it, they use it, test it out, and lets go from there. He wasn't a happy little rabbit, but here's what happened, it was a winner: I knocked business trading estates, my opening line was " Relax I'm not here to sell you something, I want you to borrow this new machine for 7 days and see whether you can use it and keep it. No mention of price or guarantees. They were good machines, Toyota's and brand new.
At this stage I was able to suss [gauge] the buyer out, we dealt with very big firms - so no credit problems, and if they give me any bother such as; "Look you might be wasting your time as we have a new machine", I TALKED THEM OUT OF THE FREE TRIAL. A switch with a difference] I bet you've never heard of this, the rep walking away from a lead or dem.
Anyway about 7- 10 days later I went back, and the buyers were SELLING ME ON THE IDEA OF LETTING THEM KEEP IT.
After 30 minutes chat, discounts, etc, I could ask for the check. Bingo. This idea had a future, it was a winner, and why not apply it to your products. When buyers know you do not want an order- they act different, they relax and so do you, and buyers are more pleasant and agreeable to deal with. It works and someone could make millions with this sales approach. Imagine a car dealer offering a 48 hours free trial, then switching them to a sale on the lot.
Physical Action Close