An old cowboy once said, “Gunfighters don’t get paid by the bullet.” In sales, we live roughly by the same credo; we don’t get paid for the effort or the number of calls we make. We get paid for the number of people who say, “yes.” This requires that we ask a “closing question,” a threatening event for many. But again, the gunfighter doesn’t get paid until he pulls the gun from the holster.
Bob Hampton, my first manager at Xerox, never wanted timid gunfighters. He would always ask, “How many people said ‘No’ today, Phillips?” “Not enough,” I learned to reply. Hampton was a savvy manger whose philosophy was, if we asked enough people to buy, we would come home with orders, but if we never asked, no one could say, “Yes.”
He would always insist, “You ask-you get. The more you ask, the more you get. If you don’t ask, you don’t get.” Bob was right, if you don’t “ask,” you’re going to grow old fast with cheap suits, skinny kids and an unhappy wife carrying a maxed out credit card.
Here are four successful ways to “ask” with integrity.
The Assumptive Close-is an indirect close that asks for a minor decision, assuming that the prospect has already made a positive buying decision.
• “If that answers you concerns about distribution, let’s set you up for delivery.”
• “Who should I contact to help with the inventory count?”
• “When do you think we should schedule 먹튀검증 the first delivery?”
• “Who should I work with in the kitchen to insure the first delivery goes well?”
• “So you will next Wednesday be a good day to start the program?”
The Assumptive Close is only effective when you have received positive buying signs from the prospect or good trial closing feedback. These closes make it easy for the prospect to say “YES.” Often it is easier for some people to specify a first delivery date than it is for them to say, “Ok, where do I sign?”
When the Assumptive Close is successful, all that remains is working out details.
All of the other integrity closes discussed here are related to the Assumptive Close since we come into every closing situation with the assumption that he or she will buy based on the work we have already discussed with the prospect.
While the Assumptive Close is a very non-threatening close, some sales people will not use it because they are concerned that the prospect will say something like, “Hey wait a minute I didn’t say I was going to buy from you.” And this can happen.
If the prospect reacts negatively to an Assumptive Close, you could treat it like it was a trial close and ask why he or she doesn’t want to buy right now.
“Oh, I understand. What questions do you still have?”
“Tell me about the concerns you still have.”
At some point in the sale, you need to find out what the problem is anyway, so what can you lose? If the prospect doesn’t stop you or object, then you have confirmed the sale.
The Assumptive Close, a tried and true closing technique that works and is consistent with the integrity and lack of pressure that builds customer relationships.
The Either/Or Close– is an indirect close, which asks for a decision between one of
two options, the answer to which confirms the buying decision.
• “Will that be cash or charge?”
When the prospect says, “charge,” he has committed to buy.
• “Would you prefer delivery on the 15th or the 22nd?”
When the prospect says, “the 15th,” she has committed to buy.
• “Will you want it in blue or green?”
When the prospect answers, “blue,” he has committed to buy.
The Either/Or Close is similar to the Assumptive Close except that now you are asking the prospect to make a choice of two options.
Like the Assumptive Close, if the prospect stops you or objects to the closing question, we simply treat if like a trial closing question and ask to find out what is stopping the prospect from going ahead.