This next tip is probably the most misused closing
technique. Used correctly though, it can
exponentially catapult your income. This
is one of the most difficult techniques, but it can be very effective.
Tip 7: The Take Away Close, Not the “Take- it- or- Leave- it”
Close.
The Take Away occurs
when you remove the product offer from the client psychologically, during your
presentation, and then remind them of this fact at the close. It is important to remember that this is not
the “Take-it-or-leave-it” close. It is more
of a “sense of urgency” close. This
technique has to be instilled by your company’s management. You must present a
compelling reason for them to buy today and then amplify their desire for the
product or service. When you remind the prospect that they could miss out on
the special, they almost feel compelled to buy your offer!
Try this: Mr.
Client we have a special running this week if you purchase ABC we can include
XYZ but you must purchase now as there is a timeframe on this offer. If we can get the application today, we can
ensure the pricing that we have talked about.
But the agreement we have with the leasing company states, “With the
economy, their rates could increase tomorrow.” Yikes! You would have to pay a higher price!
Please use the
take away properly.
Bottom line: a sale is a critical function that is
more of an art than a science. And please share any of the sales tips you’ve
learned with your staff, friends and loved ones who meet with prospects.
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