Create a Sense of Urgency
Strategy: Use an incentive to close the sale.
People love to get something for free. It’s an unexpected bonus. In the incentive close, you feature all your regular benefits. You sell the person on your product, service or progress. At the end of the presentation, you give them a compelling reason to act today — a bonus or incentive. What additional incentives could you give your clients?
- Extra service (one month, six months)
- Better response (24 hours)
- 10% price discount 2 for 1
- Extended terms
- Free relevant information
The incentive may already be part of the package; just present it as a “today only” bonus.
Strategy: Make deadlines to create a sense of urgency.
Sometimes prospects have a tendency to drag their feet when making a decision. The Friday close is simply a technique to create pressure on the client and get business completed by Friday. Make Friday a deadline for you and your prospect. Every Friday, you do your call back to wrap up business.
After Friday, I can’t guarantee the same price. The incentive is only available until Friday. I only have permission to offer you this great deal until Friday.
The statement creates pressure to buy now – even if you mean next Friday, or the Friday after.
Closing is a matter of confidence and competence. Your belief about closing determines whether you are a good closer or a poor one. Effective closers have the confidence to close five times in every call. Change your personal beliefs about closing. Using the five step process and develop the beliefs of top closers. Remember:
- Closers are assumptive in nature.
- Closers create value in their product.
- Closers reduce objections easily.
- Closers apply pressure.
- Closers have a specific game plan.
- Closers memorize specific closing language patterns.