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My Top Seven Closing Techniques
November 6, 2007

After reading hundreds of books and sales and closing techniques I have been able to take the one hundred or one thousand closing techniques and reduce them down to seven closing techniques that I feel are appropriate for most salespeople. As many of you know I do not believe in clever, deceptive or manipulative closing techniques. I think that closing the sale should be a natural transition in the selling process. So here are my top seven closing techniques. The main thing that all sales people need to remember is that no matter what you have to ask the customer to buy once merchandise has been shown. Unless of course the customer says those three magic words, “I’ll take it!”

The Reflexive Close – Reflecting back a question the customer has asked once value has been established. For example: The customer asks “Can I get this ring sized by the end of the week?” Reflexive close – “Absolutely we can have it sized by Friday, what time would you like to pick it up?”

The Win/Win Close – Giving the customer two choices, both of which results in a “yes” answer. For Example: “Would you like to pay cash or would you like to take advantage of our financing option.

The Ask For It Close – This close is simply asking the customer to buy. For example: “Let me write it up for you. How did you want to pay for them?”

The Order Form Close – Simply take out an order form and start writing the sales slip. This one takes a little more courage but it works in distinct situations.

The NA=A/DA Close – NA=A/DA stands for Needs Assessment gets you answers – so demonstrate those answers. In other words your are demonstrating based on the reasons the customer wants to buy – now you are rewording it as a close. For example: “I know the ______ is going to give you the versatility you wanted and the ______ will give you the durability that you wanted to be sure of. Let’s write it up?

The Reduce to the Ridiculous Close – This is where you reduce the perceived price down to nothing. For Example: I realize the _____ is $5000.00. However, when you think about it you are going to be using it for 50 – 60 years. So we are really talking about less than $100 per year. What do you think?

The Penalty Close – This close is attaching a penalty to the customer not buying today. Let me caution you – only use this close if it is absolutely true.

There you go! Practice these closes in your morning huddles and role-plays and you will find your customers saying the words we all love to hear – “YES, I’ll Take It!” 
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Posted by Brad Huisken on November 6, 2007 | Comments (0)