4 top ways to close in phone sales
Closing is an art and a science. It takes a lot of psychology and analyzing of your client to do the perfect close.
Every human is different and with different personalities comes different closing techniques.
I will give you 4 top ways of closing that I use for different kinds of clients.
#1 The 8 Mile Play
In the final battle in the movie 8-mile, B Rabbit (Eminem) said every joke about himself before his opponent in the rap battle can make the same jokes, therefore his opponent had nothing left to say.
I like using this play on the phone with a twist.
If I know a client is going to shop, then while I am closing the sale, I will say something like: “And I also know you wanted to shop this around, but the great news is, I did that for you and here is what I found _______________, PIVOT CLOSE”
If I know a client is going to “spouse” me, it will sound like: “Also I know you wanted to talk to your wife/husband, great news is I am adding them on the email with the breakdown of the new service, they’re going to love it! Can’t wait, PIVOT CLOSE”
ETC
Say the objection you think you will get before you get it and explain why it shouldn’t be a concern..
#2 Slot Close
If you have 2 options that make sense for a client and you just can’t make up your mind, offer both! Whichever option the client leans towards, bandwagon (agree) and close that option.
Even if you have someone that likes control, they want to see multiple things, they like to choose themselves, then give them multiple options and let them decide! Whichever option the client leans towards, bandwagon (agree) and close that option.
Or if you have 3 different price points, you can do a low-cost option, a mid-cost option, and a high-cost option. Most of the time humans will pick the middle option, so you can squeeze your favorite one there, or you can save the best for last, which ever order you think your client would appreciate.
#3 time close
If you want to find the truth, ask for it 3 times in 3 different ways.
This kind of close usually comes after an objection.
If someone says: “sounds great but I need to think about it..”
I would say: “Awesome glad it sounds great, what kind of things do you need to think about?”
Client: “Just want to talk it over with the family”
I would say: “Great, I want you to talk it over with the family, what kind of things do you want their advice on?”
Client: “Well I just want to make sure I am getting the best deal”
Me: “Of course I am glad why you told me that, let me tell you why this is the best deal for you today, ________________________ and _____________________________ PIVOT CLOSE”
You will always get the truth when asking 3 times and going deeper on every try. Then you address the true objection and pivot back to the benefits and close.
#4 12th round swing
Picture this like your final at-bat on a sale.
This is not a closing method because none of us are bullet proof and can avoid objections and close on the first deal 100% of the time.
So, this is for the scenarios that you put all your heart into, and they still do not want to do the deal right now.
Well instead of getting emotional, upset, or angry about it and spoiling the relationship/burning the bridge, instead give them a final swing and tell them how much you appreciate them and why your product makes
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