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Originally Posted by markg
I have to say that I think knowing about all of these closes is kind of like learning the scales in music or trick shots in tennis. It's great pulling one off, but in the same way a tennis player is very rarely going to have to hit a lob, facing the wrong way, between his legs, it is unlikely that you need to use the double puppy-dog peanut sandwich take-away close very often 
Of course you have to close to get the sale... that's what you're paid for. But tennis players will be playing basic forehands and backhands 95% of the time and likewise, if you have done your job properly asking openly and honestly to "go-ahead" or for the order will do the trick. It's useful to know a handful, but I really think this idea of memorising 99 closes goes back to the time of the hard sell when you just kept lobbing different closes back at the customer until he fell for one.
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Merry Xmas
Mark Goodson
Real Life Selling
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Mark... In my opinion, a SALE results from a series of understandings or agreements that create a desire for the client to move forward. The differences with do you want to buy this versus do you want to do this, as mentioned earlier is another form of delivery mixed in with the idea of "closing" and is more than a subtle difference from MY POINT OF VIEW.
In my opinion, "Do you want to buy this?" might be an offer made in frustration, where a client is not being pinned down either from my own ineptitude or his playing games with me and would come after a suggestion such as "shall we do this?" which ALSO in my opinion is better than "Do YOU want to do this." Do YOU want to buy this is vastly more pointed.
I use EIRA to confront my clients potential for a sale.
Explore
Identify
Recommend
Agreement
I know some here who have seen this might be thinking that you need agreement that something you might offer might create a solution before coming in with a recommendation when looking at this for the first time and in fact that is what happens... "John, you said earlier that you could survive roughly 3 months by taking cash out of your company/Savings in the event you were not able to do the material and substantial requirements of your job and were thus disabled. I did record that correctly didn't I?"
John "Yeppers... beyond that I'd really be hurting".
SalesGuy "John, thinking out loud here, to cover your income one way or the other would cost you $5,000 a month right? One alternative available to you would be to have you sacrifice only the first 30 days of your savings while we pick up the rest after 60 days. What I mean by this is that with insurance, you have to lose it before we pay for it, so though we pick up day 31 and beyond, you won't get it back till the end of the month or about day 60. Make sense?
Something like this would only run you $250 a month today IF YOU'RE IN GOOD HEALTH and your After Tax Income will be protected till you'd retire. We can play with waiting periods and have checks start arriving at 90 or 120 days too for a little less, but how does this sound so far?
John will get into some discussion here with SalesGuy certainly and where SalesGuy has the opportunity to provide more insight.. such as the fact that if you're out for more than 90 days, your income requirements will most likely actually INCREASE and you might really miss your surplus funds. Things like cancer, stroke, and bypass operations can do this for you... which is why we also offer Critical Illness Insurance.
At some point in the discussion you're going to get positive or negative feedback and you deal with it one way or the other, but in my opinion, the phrase, "John, thinking out loud here..." is a request for discussion of your "offering" without getting into the "drama" of a so called close. You'll actually be able to discuss ALL of the points that would be objections later on in this discussion aimed at solving a problem. At the end of the discussion, more likely than not, you have a premium tolerance and a product that he feels will be another way around his current situation.
It is after a discussion like this, or several discussions, that we'll come back with a presentation which will include all of these litte notations we've made during our exploration/discovery phase.
Our presentations actually have OBSERVATION pages in which we present what our understandings are of his situation. WE ALSO CONTINUE TO GET AGREEMENT FROM HIM BEFORE WE MOVE ON TO THE NEXT PAGE.
We also have RECOMMENDATIONS based upon our previous agreements and lastly we have a SUMMARY which ties features and benefits of the recommendations to our observations.
This took longer to explain than do, but after all of this a "So John, whatdya think... shall we go ahead with this?" is the most likely form of request necessary for agreement... and my SALE.
Much Aloha...