A summary close takes place after everything is all said and done, and you think you’ve reached agreement; it’s always helpful to summarize to the person your understanding of the agreement. If you do that, it actually puts a bow on it. The summary close is extraordinarily valuable even when you are just making an appointment. So, if you are talking with someone on the phone, and you know you are going to meet them next Tuesday at nine, just before you hang up say, “Well, once again, to confirm, I’m going to see you at your offices, on Tuesday at nine.” It is remarkable how a summary close can help people feel like you now have confirmation on everything and sometimes they say yes, and they want to buy something more.
Closing the Deal
Lots of people have trouble with the notion of closing because it creates all kinds of fear of rejection. You can calm down your fear of rejection by remembering that closing starts at the beginning. Remember the open-ended questions and use them a lot. When you ask open-ended questions, the person is going to come to conclusions sooner and you get them signed up to buy. Remember questions like this, “How would you like to proceed? What’s the next step? How would you like a proposal? How many would you like? When do you want to start?” If you remember those kinds of questions, you are going to get much less anxiety and you’re much more likely to close the deal sooner.
Logical Sequencing of Questions
If you are logical, this will appeal to you and it will particularly work if the person to whom you are talking is also logical. You will want to remember your algebra. If you remember algebra, you remember something like this: If A is true and if B is true then C must also be true. If you remember it that way, then you can create questions in that sequence and get somebody to conclude that it is a good idea to buy. Sir, would you agree that this is important. Yes. Would you also agree that that is important? Yes. Well, then clearly this product would be good because it would serve your needs. Oh, I see what you are talking about. If you think about it that way and position those questions, with practice you are going to get much better sales and much better results.
A Leading Question
The Two-Option or Three-Option Move
The two-option or three-option move–this is an open-ended question, so you always want to start it with the word “Which.” For example, if I want to meet with you next week, I would ask, “Which day is better for you, Monday or Tuesday?” Remember to put your preferred option last. Or, a three-option move is where you give three options and put the preferred option last. So I would ask, “Which day is better to meet you next week, Monday, Tuesday, or Wednesday?” Remember, the preferred option is last. You can ask two or three options. Make sure you open with the question, “Which?” So, ask the two-option or three-option move, put the “which” in front and it will sound something like this, “Which is better for you, buying one CD, two CD’s or the entire series?”
Tie downs are very under-utilized skills that allow people to feel good about their judgment or their taste. They are close-ended questions that are a form of “that is true, isn’t it?” Or “that is true, yes.” What you want to do is
listen to the person to see what they have to say. Suppose they say, “This is really very important to me.” How you would respond is, “that is important, isn’t it?” If you agree with what someone says, and you remind them of their good taste or good judgment by saying some form of “that is true, isn’t it?” then you are going to get them to say “yes.” So remind people of their good taste with a tie-down and you’ll get better results.