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The Surprise Close



The Surprise Close
   

I have something very special for you tonight. “The Surprise Close”.

You see, most people are taught to do everything to close the person right on the spot. Never let them leave without closing them. I completely disagree with that philosophy. If you do statistical research on this you will find long term two things happen with this philosophy. First, the rate of cancellations are much much higher. Secondly, the amount of charge backs increase dramatically. I have never used a close in my entire career other than an assumptive close, or automatic close.

I have never had a problem letting the consumer digest everything and letting them think it over. In fact I have found that it is so unusual to approach the consumer that way that it has the same effect as reverse psychology. The customer is just not expecting that and consequently they appreciate you, your product, and your company that much more. I have legions of people that I have trained and they are amazed how it works.

Remember, opposites attract, and when you do the opposite what the consumer is expecting, they are attracted to you and your product much more. That is why I call it the “Surprise Close”. Not only is the consumer surprised, but the salesperson trying it for the 1st time is also surprised! Try it, ease up on the pressure and back off. Watch how fast they come back. Also remember, if the client cancels or doesn’t end up paying for the product, were they really CLOSED?

“The Specialist”

The Surprise Close - To learn more about this author, visit Charles Kettner's Website.

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About the Author


Charles Kettner
(Visit Charles's Website)
Charles Kettner, aka “The Specialist”, is a professional sales and management trainer and published author, having recently released “The Specialist” Sales and Management Bible. He resides with his family in Virginia Beach, VA, where he is the host of a regional daily radio show, The Specialist Radio Hour, dedicated to sales and management training.
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The Specialist Sales and Management Training Blog
The Specialist Sales and Management Training Blog - Expertise in Sales and Management Training. Charles Kettner, aka The Specialist, is a professional sales and management trainer and published author, having recently released The Specialist Sales and Management Bible. He resides with his family in Virginia Beach, VA, where he is the host of a regional daily radio show, The Specialist Radio Hour, dedicated to sales and management training.
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