What happens when you raise your confidence in sales situations?
Lots of good things, that’s what:
- You get on the phone more.
- You follow up on leads more.
- You reach out to your database more.
- You engage people more in social situations.
When you do all of these things, you begin to win more business.
But it starts with that confidence.
Confidence comes from knowing what to say, when to say it and how to say it.
That’s why I’m sharing two proven closing techniques with you today.
Proven Close No. 1: The “If” Close
If I can show you a killer sales close, would you commit to leaving a comment telling me how you’ll use it?
If you said yes, make sure you leave your comment… because I just did!
The question above uses an approach known as an “If” close…
“If I can get you X, would you Y?”
It’s a great way to move your client toward the desired outcome.
It’s also a great way to illustrate the proven advantages you have over your competitors.
“If I can show you how we sell our homes for 2.7% more money on average, would you be open to a 15-minute meeting?”
That “2.7% more money” statistic can be replaced by any measurable advantage you provide to your clients. That becomes your big promise.
When you convey that benefit to the consumer and the promise is strong enough, it becomes hard for them to say no.
Proven Close No. 2: The “Alternate Choice” Close
The other proven close I want to share with you today is the “alternate choice” close. It presents your client with two options, both of which lead them toward taking the next desired step.
When trying to get someone to commit to an appointment:
- “Would mornings or afternoon work better for you?”
- “Would weekdays or weekends work better for you?”
- “Would 5:00 this evening or 10:00am on Saturday work better for you?”
This way, you’re giving them options to choose what they want.
The beauty of this approach is you can tailor it to any situation where you want to elicit action.
Here’s an example for approaching the end of a listing presentation and trying to close on price:
“Would you like to price your home to sell, or price it to sit? Which is better for you?”