Let's Just Make It Friday
He is the fence-sitter, the person who seems almost biologically unable to arrive at a decision, no matter how much prompting you do.
So, how can you get a sale if he won't at least give you an affirmative grunt?
It's tough, unless you come to the situation armed with a very special type of close.
A close is a stylized way of producing agreement to your proposal. In recent articles, I mentioned two favorites: (1) The assumptive check-back or tie-down close; and (2) The choice close.
By way of review, the first one says: "So, let's move forward and I know you'll be pleased, Okay?"
Designed to get a quick "Okay" in return, this is a real winner, I can tell you from extensive experience.
The choice close offers, you guessed it, the option of one thing or another: "That Porsche is great in the red; or would you prefer the blue?"
You're stacking the deck here, offering a choice between yes and yes.
But there are those souls who won't take the bait whether you try to tie them down or offer a choice.
This is where the Power-Assumptive close enters the picture. If they won't decide, then as the seller, you must do it for them.
Let's say you're setting an appointment and you offer a choice close such as this one: "The calendar indicates a good time to stop by and say hello will be Tuesday at 2, or will Wednesday work out better for you?"
They say, "Un, no those won't work," without offering a third option.
You need to step up and say: "Let's just make it Friday."
And by all means DON'T check back with an "Okay?"
They've proven themselves to be fence-sitters so they won't budge from that one, we know this.
Just continue to confirm their address, "And I show you at 123 Peachtree in Atlanta, is that right?"
Here's how it sounds, all put together: "Let's just make it Friday, and I show you at 123 Peachtree, in Atlanta, is that right?"
I know, it seems like you tied them down on the address, but the real persuasion came when you took charge and made the decision for them.
If they don't like it, believe me, they'll tell you, but then, at least you have them talking, giving you yet another opportunity to close!
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Best-selling author of 12 books and more than 1,000 articles, Dr. Gary S. Goodman is considered "The Gold Standard" in sales development, customer service, and telephone effectiveness. Top-rated as a speaker, seminar leader, and consultant, his clients extend across the globe and the organizational spectrum, from the Fortune 1000 to small businesses. He can be reached at: gary@customersatisfaction.com. Your Article Search Directory : Find in Articles
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