3. The Little Decision Close. First get prospects to commit to a style or color that they like rather than to making the purchase. Then try one of the other closes. 4. The Premium Offer Close. Buy now and we’ ll include …. 5. The Doorknob Close. As the customer is leaving the store, or as you are walking out of the prospect’ s office, say,“ Oh, by the way …. I’ m really interested in knowing what is the real reason you decided not to buy today?” At this point, they feel safe and will answer honestly. Then you add a good partner can say,“ Oh, I’ m so sorry I didn’ t tell you about …. Let me further explain ….” Then go to the feel, felt, found method of overcoming objections and when you are comfortable that you answered all questions, try a different close.
6. The Ask for It Close. There is nothing wrong with simply asking for your prospect to buy. The three great words that will change your life are: Ask For It. Be a bold and fearless partner, overcome rejection and doubt. Always, ask your partners for their business.
While the below six suggestions are not magic and not guaranteed to work all the time; in my experience the above ideas will help you to build more meaningful relationships with your prospects and customers and to sell more of your products and services more quickly.
MANA welcomes your comments on this article. Write to us at mana @ manaonline. org.
Ed Rigsbee
Ed Rigsbee holds the Certified Association Executive( CAE) and Certified Speaking Professional( CSP) accreditations. He is the author of The ROI of Membership— Today’ s Missing Link for Explosive Growth, PartnerShift, Developing Strategic Alliances, and The Art of Partnering. He has more than 2,500 articles in print and countless articles electronically published.