CLOSING
5 Worst Closing Techniques
by Inc.com’s Geoffrey James
2014 Curated by MindTickle - All rights reserved.
Technique #1: Assumptive Close
2014 Curated by MindTickle - All rights reserved. - Photo by David Douša
Assumptive Close
Definition: You ask the customer to make
a meaningless decision that assumes that
the full buying decision...
Assumptive Close
Example: “Do you want that in the hunter
green or the hunter orange?”
2014 Curated by MindTickle - All ri...
Assumptive Close
Expected Outcome: The customer states a
preference and you ask him to sign on the
dotted line.
2014 Curat...
Assumptive Close
Actual Outcome: The customer looks at
you like you’re out of your mind and says:
“I didn’t say I was goin...
Technique #2: Flyfish Close
2014 Curated by MindTickle - All rights reserved. - Photo by Bakh World
Flyfish Close
Definition: You promise something
valuable then take it away if a decision
isn’t made now.
2014 Curated by Min...
Flyfish Close
Example: “We have a special offer – a 15
percent discount – but only if you decide
to buy now.”
2014 Curated b...
Flyfish Close
Expected Outcome: The customer says,
“Wow! I better buy now! Where do I sign!”
2014 Curated by MindTickle - A...
Flyfish Close
Actual Outcome: The customer says:
“You must think I’m a complete idiot who
thinks he can’t get that discount...
Technique #3: Puppy-Dog Close
2014 Curated by MindTickle - All rights reserved. - Photo by Paolo Lottini
Puppy Dog Close
Definition: You let the customer try the
product for free in the hopes the customer
will fall in love with ...
Puppy Dog Close
Example: “We’ll give you the product free
for your evaluation and only charge you if
you don’t return it.”...
Puppy Dog Close
Expected Outcome: The customer loves
the product and never thinks to return it.
2014 Curated by MindTickle...
Puppy Dog Close
Actual Outcome: The customer uses the
product for the trial period, returns it,
then gets your competitor ...
Technique #4: Reverse Close
2014 Curated by MindTickle - All rights reserved. - Photo by Stephanie
Reverse Close
Definition: You ask a customer who’s
saying “no” a question intended to elicit a
“no” that actually means “ye...
Reverse Close
Example: “Is there any reason that you
wouldn’t do business with our company?”
2014 Curated by MindTickle - ...
Reverse Close
Expected Outcome: The customer says
“no” and you say “Great! Sign on the
bottom line.”
2014 Curated by MindT...
Reverse Close
Actual Outcome: The customer says
“yes!” and says that he’d never do
business with somebody who’d try such a...
Technique #5: Yes Man Close
2014 Curated by MindTickle - All rights reserved. - Photo attribution.
Yes Man Close
Definition: You ask a series of questions
that naturally elicit a “yes” answer,
building momentum to get the ...
Yes Man Close
Example:
“Do you expect first rate service?”
“Do you believe that you deserve the best?”
“Do you always try t...
Yes Man Close
Expected Outcome: The customer says
the final “YES” and signs the contract.
2014 Curated by MindTickle - All ...
Yes Man Close
Actual Outcome: The customer throws
you out of the office for wasting her time
with ridiculous leading questio...
Check out the follow-up lesson explaining 7
common mistakes to avoid when closing sales.
2014 Curated by MindTickle - All ...
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SalesEdge - Closure Part I

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Lets look at the 5 Worst Closing Techniques

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SalesEdge - Closure Part I

  1. 1. CLOSING 5 Worst Closing Techniques by Inc.com’s Geoffrey James 2014 Curated by MindTickle - All rights reserved.
  2. 2. Technique #1: Assumptive Close 2014 Curated by MindTickle - All rights reserved. - Photo by David Douša
  3. 3. Assumptive Close Definition: You ask the customer to make a meaningless decision that assumes that the full buying decision has been made. 2014 Curated by MindTickle - All rights reserved. - Photo by David Douša
  4. 4. Assumptive Close Example: “Do you want that in the hunter green or the hunter orange?” 2014 Curated by MindTickle - All rights reserved. - Photo by David Douša
  5. 5. Assumptive Close Expected Outcome: The customer states a preference and you ask him to sign on the dotted line. 2014 Curated by MindTickle - All rights reserved. - Photo by David Douša
  6. 6. Assumptive Close Actual Outcome: The customer looks at you like you’re out of your mind and says: “I didn’t say I was going to buy anything.” 2014 Curated by MindTickle - All rights reserved. - Photo by David Douša
  7. 7. Technique #2: Flyfish Close 2014 Curated by MindTickle - All rights reserved. - Photo by Bakh World
  8. 8. Flyfish Close Definition: You promise something valuable then take it away if a decision isn’t made now. 2014 Curated by MindTickle - All rights reserved. - Photo by Bakh World
  9. 9. Flyfish Close Example: “We have a special offer – a 15 percent discount – but only if you decide to buy now.” 2014 Curated by MindTickle - All rights reserved. - Photo by Bakh World
  10. 10. Flyfish Close Expected Outcome: The customer says, “Wow! I better buy now! Where do I sign!” 2014 Curated by MindTickle - All rights reserved. - Photo by Bakh World
  11. 11. Flyfish Close Actual Outcome: The customer says: “You must think I’m a complete idiot who thinks he can’t get that discount, or a better one, if I hold out for a while.” 2014 Curated by MindTickle - All rights reserved. - Photo by Bakh World
  12. 12. Technique #3: Puppy-Dog Close 2014 Curated by MindTickle - All rights reserved. - Photo by Paolo Lottini
  13. 13. Puppy Dog Close Definition: You let the customer try the product for free in the hopes the customer will fall in love with it. 2014 Curated by MindTickle - All rights reserved. - Photo by Paolo Lottini
  14. 14. Puppy Dog Close Example: “We’ll give you the product free for your evaluation and only charge you if you don’t return it.” 2014 Curated by MindTickle - All rights reserved. - Photo by Paolo Lottini
  15. 15. Puppy Dog Close Expected Outcome: The customer loves the product and never thinks to return it. 2014 Curated by MindTickle - All rights reserved. - Photo by Paolo Lottini
  16. 16. Puppy Dog Close Actual Outcome: The customer uses the product for the trial period, returns it, then gets your competitor to give them another trial period, and so forth. 2014 Curated by MindTickle - All rights reserved. - Photo by Paolo Lottini
  17. 17. Technique #4: Reverse Close 2014 Curated by MindTickle - All rights reserved. - Photo by Stephanie
  18. 18. Reverse Close Definition: You ask a customer who’s saying “no” a question intended to elicit a “no” that actually means “yes.” 2014 Curated by MindTickle - All rights reserved. - Photo by Stephanie
  19. 19. Reverse Close Example: “Is there any reason that you wouldn’t do business with our company?” 2014 Curated by MindTickle - All rights reserved. - Photo by Stephanie
  20. 20. Reverse Close Expected Outcome: The customer says “no” and you say “Great! Sign on the bottom line.” 2014 Curated by MindTickle - All rights reserved. - Photo by Stephanie
  21. 21. Reverse Close Actual Outcome: The customer says “yes!” and says that he’d never do business with somebody who’d try such a patently ridiculous ploy. 2014 Curated by MindTickle - All rights reserved. - Photo by Stephanie
  22. 22. Technique #5: Yes Man Close 2014 Curated by MindTickle - All rights reserved. - Photo attribution.
  23. 23. Yes Man Close Definition: You ask a series of questions that naturally elicit a “yes” answer, building momentum to get the final yes. 2014 Curated by MindTickle - All rights reserved. - Photo attribution.
  24. 24. Yes Man Close Example: “Do you expect first rate service?” “Do you believe that you deserve the best?” “Do you always try to find the best value?” “Are you going to take this opportunity to get the best value and best service?” 2014 Curated by MindTickle - All rights reserved. - Photo attribution.
  25. 25. Yes Man Close Expected Outcome: The customer says the final “YES” and signs the contract. 2014 Curated by MindTickle - All rights reserved. - Photo attribution.
  26. 26. Yes Man Close Actual Outcome: The customer throws you out of the office for wasting her time with ridiculous leading questions. 2014 Curated by MindTickle - All rights reserved. - Photo attribution.
  27. 27. Check out the follow-up lesson explaining 7 common mistakes to avoid when closing sales. 2014 Curated by MindTickle - All rights reserved.
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