Using Personal Value and Leverage
Strategy: Use personal value and leverage to close.
Leverage closing uses the power of a prospect’s values to sell them. First, you must know their values and make not purchasing the product or service go against their values. Let’s say you pride yourself on being intelligent and making sound decisions. What kind of impact does the following statement/close make?
- All the bright, young executives are buying this product, you’d be crazy not too. I know you’ll want to get it for use on Monday, right? (Spade Personality).
- Only people with sound judgment buy this product. Others don’t have the sense to go ahead. How many did you want, two or three? (Club Personality).
- ü You do not want to be all by yourself trying to figure this out. Better we walk don’t the path together. Working on deals together. Do you agree. (Heart Personality).
- ü Well stay at home is pretty boring. Don’t you want to come to our fun flipping camp. We actually go out and look and property. It is in Las Vega always a fun city….. (Diamond).
Pick any value, and position not buying the product as negative. You try!
Strategy: Order Blank Close.
One of the most effective closes is simply to begin entering the order information. No questions, no “yes” or “no,” just a casual start of filling in the order. If some one walks to the back table, I usually just start filling out the top of the agreement. And then we can talk about which program. Occasionally ask confirming questions (i.e., your name is …). Don’t say anything at the end, just hand over the order and pen. People love to complete works that have been started. It is part of our nature. You might say something like: “You know the WRITE thing to do now” (as you hand them the pen). A little hypnotic language. J One of sales representative I know, brings a clip board with him. He puts the order form on the clip board. Once is comfortable
Strategy: Testimonial Close.
Using a testimonial is a powerful close based on people’s value of social proof. If others, especially people or companies you know, have provided “a testimonial,” it creates pressure for you to conform. Sometimes all it takes is a list of student, or success deal with, and the statement: üü @ Look at all the video testimonials on YouTube… üü Here is a great written testimonial of success. Take it with you. Think about it. üü This evaluations are from our class in June. All of the students grade us.