1. Profit or gain 2. Fear of loss 3. Comfort and pleasure 4. Avoidance of pain 5. Loving and affection 6. Pride and prestige
Create Urgency
Help people to understand why it is in their best interest to act now. Answer objections simply and quickly, as if your customer is asking a question— because that’ s what they really are doing. Say,“ That’ s a great question, I’ m glad you asked.” Then go into overcoming their objection by telling how a particular feature creates a benefit that makes their life better.
My favorite method in answering a prospect’ s questions is the feel, felt and found method. Say,“ I know how you feel, Mrs. Smith recently felt the same way.( Affirm their feelings.) She wasn’ t sure the colorful fabric of a swimsuit would hold up to the chlorine of a community pool. She went ahead and took a chance. We chatted the other day, and she told me that she found the color did hold up, even better than she had expected. She thanked me for helping her to choose such beautiful swimwear.”
To create urgency, talk about the limited availability or seasonal nature of items. The herd effect is sometimes helpful to get people into action. This is when you talk about how many have already been sold today, this week, or month. Ask them,“ How many times have you gone back to a store to buy something you wanted but didn’ t buy and it was gone?” Don’ t let this sort of thing happen to your customers. Be a partner and help them not to be disappointed.
Close the Sale
You cannot be a successful selling partner for long unless you turn your prospects into buying customers. You, and your company, must earn a profit. While I am distressed by the number of my live seminar attendees that have told me they came just to learn closes, I am encouraged by the number that“ got” the partner selling basics. While closing is crucially important, there is so much more to selling than the twisting of arms.
I love soft selling and an excellent soft close is silence. If you have enough confidence to remain quiet, simply review your offer, ask for the sale, and wait until your prospect speaks. For most people, silence is very uncomfortable. This is the only pressure I’ d ever suggest you use.
Additional closes that I believe you will find helpful:
1. The Assumption Close. As their“ partner” act as if it was natural for all your customers to buy. 2. The Act Now Close. If you snooze, you loose! Buy it today before it’ s gone. Yes, this creates internal pressure, but you are not arm twisting.