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.
Like this article? Share it with your friends
 |
Related Articles |
|
 The Surprise 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 p...
|
|
How Long Does it Take for Salespeople to Get it?
|
| |
How to get salespeople to enjoy overnight success!
|
|
No Time for Cold Feet
|
| |
Sometimes getting ahead means initial shocks and challenges to your system. And then you can really push on to make progress.
|
|
Closing Sales Kindly and Efficiently
|
| |
Sales professionals often feel forced to step out of their comfort zone to confront and persuade prospects to come to a decision. These skills are a lot tougher to master, but not impossible.
Follow this four step ...
|
|
Learning the ABCs of Successful Closing
|
| |
Are you familiar with the salesperson´s maxim, "ABC - Always be Closing"? It´s good advice, because salespeople - telemarketers too - must be receptive to the customer´s buying signals and know how to respond appr...
|
 |
Related Businesses - Evan Elite Authors |
|
The Evan Elite Authors program is currently in beta phase. For details please contact us.
|
|
|
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.
|
|
|
|
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.
|
|
|
|
![[Get Copyright Permissions]](http://license.icopyright.net/images/icopy-w.gif){kind=small}
