In part one, we discussed some antiquated closes that are no longer effective. Though these outdated closes are still widely taught in selling seminars, today’s customer is too astute to be tricked by such manipulative closes in a digital world.
We further discussed trial closes, which are questions that show the buying temperature of your customer. With a trial close you are asking for opinions, not decisions. “How does that sound?” … “Do you have any questions so far?” … “What are the next steps you’d like to take?” These questions create mini-commitments that gradually decide a positive conclusion to the sale. These tie-down statements make sure the proper value to close has been achieved.