Closing Help

Skip Anderson

How about this:

"Aside from the other people you have to talk to, how do YOU PERSONALLY feel about my proposal?" (you want to find out if he is just giving you a stall, or if he is a supporter of your proposal.

Assuming he gives a positive response, then continue probing to see if you can be in on that discussion with the "others."

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Ace Coldiron

Jakobi, I would make up your mind to do exactly what Skip has suggested, word for word. There's your answer. No paraprasing. Just do it.

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DIAMONDSTAR

I agree with Skip......I certainly wouldn't say "Thats great what exactly are you looking to discuss?"

This client more than likely isn't the decision maker here. Getting a response about how he feels about the product is important in determining if he is on your side & as well if he is stalling.

Getting closer to the decision makers is where you want to be & preferably involved in the decision making process more directly.

In greatest likely hood, this client is not only presenting your samples but samples from others. He might be the buying agent, though he still has to sell your product to the ones that determine what checks go where.

sfrenkel

Your proposed closings frequently include a statement about "the business relationship." While I agree that's what you're doing, I wouldn't make the decision sound so dramatic. Call it an order, an invoice, or something in business terms. The start of the relationship is obvious, but think about it from your prospect's perspective. The language you choose is obviously very important and nuances actually make a big difference.

Stephen

Skip Anderson

Excellent point Stephen.

Jakobi

Thats is great, thanks Skip.

True.

MPrince

In my opinion I think what I would do at this point is simply ask him this; Mr Client, I have developed samples for you and we have had several good conversations and I believe i have shown you I can handle your account and save you money. So, what is it going to take to get your business?

MP

rich34232

do not be so quick to throw money at them.That is the very last option to give money away. the last ditch effort close mr client what will it take to finalize this and do it. The last last last effort .
I like Jims message of simply ask for the business.

DIAMONDSTAR

Definitely wouldn’t throw money at him. See too many sales staff try that approach. In short what happens is the prospective customer asks themselves “Why didn’t he give me his best price upfront?”, and you end up losing credibility.

Something to consider is breaking down the (Cost)500K divide by divide by (Employees) 18K then divide by Longevity, and get your cost per day. This is the number of days your product will last then and do a comparative analysis against your competitions.

Something like this, NB; I a using a year longevity. 500,000/18,000 = 27.77 = unit cost
27.77 / 365 = (only) .08 cents per day per employee. .08 cents per day x 18,000 x number of days more of longevity = cost savings.

Superimpose why your competitor’s product is failing, ie fades, tears, rips, stains, etc (sorry I am not a mercantilist)

Demonstrate why your product is better, ie better quality dyes (Won’t fade), double stitched (Won’t tear), higher thread count (Won’t rip),Scotchguard (Won’t stain), etc.

Take these attributes and apply towards the cost and then apply them towards the number of days of additional longevity, & rewards ie professional appearance for less, which is the anticipated savings your client will realize and appreciate.

If you apply this formula correctly, and you can support the facts, and build value in your product, you can demonstrate to your customer why he going to save not just a couple of thousand dollars from you discounting your product, but why he is going to save thousand(s) of dollars from buying a better quality product.

jrboyd

I agree with most of what diamond said. However I wouldn't go into why your competitor's products are failing. At least I wouldn't word it that way. To easy for the consumer to mistake that for trash talking the competition. There was an intresting article posted about how buyers are more in a loss preventive mind-set. What this means is that instead of selling what the customer will gain from your product you should concentrate on what he would lose while going with the competition. You say the same message but different wording.
Prime example from car sales:

I sell Chevy, and a huge competition for us is Ford.

"Mr. Customer, the Ford F-150 is a great truck! It's even priced similiar to the Silverado. If you do decide to go with the F-150, you will be losing out on the GM 5 year/100,000 mile warranty, the G-80 Locking Rear Differential, and 1 year free Onstar that is standard in all Silverado's."

And I leave it at that. I could say:
"The Silverado has the GM 5 year/100,000 mile warranty, the G-80 Locking Rear Differential, and 1 year free Onstar, which the Ford doesn't offer."
and it would send the say the same thing, it's just how it's presented.

It has worked quite effectively for me, and about 80% of the customers who mention the F-150, quickly forget about it and don't even want to go see it after I am done. My entire presentation has been developed around the loss preventive mind-set rather than the Advantage Gain mindset that most sellers use, and I have noticed a dramatic change in responses.

Just my 2 cents

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