SalesEdge - Closure Part I

  • 2,935 views
Uploaded on

Lets look at the 5 Worst Closing Techniques

Lets look at the 5 Worst Closing Techniques

More in: Sales , Business
  • Full Name Full Name Comment goes here.
    Are you sure you want to
    Your message goes here
  • yes, it's better to avoid these techniques
    Are you sure you want to
    Your message goes here
No Downloads

Views

Total Views
2,935
On Slideshare
0
From Embeds
0
Number of Embeds
8

Actions

Shares
Downloads
66
Comments
1
Likes
25

Embeds 0

No embeds

Report content

Flagged as inappropriate Flag as inappropriate
Flag as inappropriate

Select your reason for flagging this presentation as inappropriate.

Cancel
    No notes for slide

Transcript

  • 1. CLOSING 5 Worst Closing Techniques by Inc.com’s Geoffrey James 2014 Curated by MindTickle - All rights reserved.
  • 2. Technique #1: Assumptive Close 2014 Curated by MindTickle - All rights reserved. - Photo by David Douša
  • 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. 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. 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. 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. Technique #2: Flyfish Close 2014 Curated by MindTickle - All rights reserved. - Photo by Bakh World
  • 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. 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. 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. 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. Technique #3: Puppy-Dog Close 2014 Curated by MindTickle - All rights reserved. - Photo by Paolo Lottini
  • 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. 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. 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. 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. Technique #4: Reverse Close 2014 Curated by MindTickle - All rights reserved. - Photo by Stephanie
  • 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. 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. 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. 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. Technique #5: Yes Man Close 2014 Curated by MindTickle - All rights reserved. - Photo attribution.
  • 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. 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. 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. 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. Check out the follow-up lesson explaining 7 common mistakes to avoid when closing sales. 2014 Curated by MindTickle - All rights reserved.