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The best time to close is when your prospect is ready to say “yes” — no sooner and no later. Closing includes asking your prospect to take some action. In order to close effectively, you must develop the ability to help people make difficult decisions.
If you can see that your customer is not going to be able to make the decisions without other people or processes, your new close is to get them to set up a meeting with those other people or do that other process. Remember, once you’ve closed the deal, don’t ruin it by running your mouth. Instead, thank them, and tell them how you will be following up.
Trial closing is done to gauge whether your client is ready to say “yes.” This closing should be combined with anchoring, which means that the client should be able to see themselves in the product or using it.
If you are confident that you have the deal closed or you have a good or playful relationship with the prospect, use this direct close.
This close offers a great way for the prospect to feel that they are in control. Remember, a confused mind says “no,” so don’t overwhelm them with more than two or three choices.
Use this close if you’re not quite ready to deliver what the client wants or if they have an objection that you know you can overcome.
This involves using urgency to help close the deal.
Note: Don’t use lies to create an impending event close.
Assume your customer has said yes when you use this close.
This close is used after an order is all but lost and you want to go for part of the sale instead of losing all of it.
Use this close when you have everything from them, and they don’t have any objections.
These are tried and true closing statements.
This is a last resort close. It only works for closing about 20 percent of the time, usually when a customer hasn’t been vulnerable enough with you.