These techniques can help you close your prospect
The assumptive close means that your prospect understands the plan. You have established some rapport with them. In this technique, you behave as if the sale has already been made. During the presentation, you assume that your prospect has already agreed and begin asking questions as if the sale has already been closed. For example, you might ask:
"Great, can you please tell me your date of birth?"
"Okay, will you nominate your wife or mother?"
Let's say the sale is done. When working with a familiar lead, knowing that your prospect has understood your entire plan. It worked very well, and your prospect signs up because of your confidence. If I may speak from my experience, I have used this in many of my sales presentations, and it has helped me close many deals. Usually, as soon as we showed them the plan, I used to tell them, "If we need to have two home meetings with you, where can we hold them?" The prospect used to say, "Let's have one at my parents' house and one at our house." So mentally, they had already entered the business. I used to say, "Let's place an order, and I will bring the product tomorrow,
and we can start working." So, this is the presumptive close.
This is a closing technique where you promote a limited-time offer in front of your prospect. You tell them, "I called you because we have a big offer today."
"Now or Never Close" also works well to 'close deals on the spot'. Many prospects may be on your list to whom you have already shown your plan, but they still need to join, so you can call those prospects and say, "We have a huge offer. Our hot-selling product is currently 35% off. In addition, we have launched
an international or national trip that you can easily qualify for. If you sign up today, it will be very beneficial for you."
This works because people always want something better or something good. Sales happen when we create a sense of urgency and include extra benefits. It works great.
Many times, we explain something to our prospects, and they also want to buy, but it takes a lot of time and thinking. Now, you stand up from your seat and tell them, "Sir, thank you very much. You have
given me valuable time. But I must leave now because it's time for my next meeting." You see that as
soon as you get up to leave, they say, "No, no, I want to sign up. Tell me which form to fill out." You
can use this technique when your prospect is convinced but unable to make a decision and is taking too much time. This is called 'Takeaway Close'.
When you present a combo to your prospect and explain that taking all the products will increase their immunity, you see that perhaps your prospect cannot say 'yes' because of the cost. In that case, you can remove items that they may not necessarily need. This will make it much easier for them to purchase
your product. For example, many people don't buy your products because of the price. They want to
keep a $6,000 product from losing weight. They become comfortable purchasing when you remove two
or three products from that combo.
We can also call it a customised close or a combo close. In many companies, we tell them, "You need to start with an order of around ₹10,000." But they say, "We have less money." You ask them, "Tell me, how much can you pay out of ₹10,000 right now?" So they say, "I can only spend ₹2,500 right now." So you say, "Alright, let's start with ₹2,500." This works well. It makes it easier for you to close your prospect.
- The personal assurance close
In an ad, you may have seen the phrase, "Why fear if I am here?" When you tell your prospect, "I am here," it makes a big difference. When you say to your prospect, "Look, I have ensured everything and checked the company's profile and products. I am very excited about this." You tell them, "See, I have made a list of a thousand people, and I am just getting started among these thousand people. Right now, you are only number fifty. I still have to meet with over 950 more people on my list, and I am constantly adding more people. So let's get started quickly, and together, we can also list 50–100 people for you and work."
When we buy a car, we often think, "Am I buying the wrong model?" but when the sales manager says, "Don't worry, we are here," That statement makes a big difference.
Do not use it if you are working for an investment company, asking people to invest their money and promising them that it will double or triple. However, with an honest, genuine product-based company, you can say, "I am here, and we will do it together."
"I, my team, and the company will take you to the next level.”
Personal assurance works wonders.
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