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• The Little Decision Close. First, get prospects to commit to a style or color they like rather than to making the purchase. Then, try one of the other closes.
• The Premium Offer Close. "Buy now and we'll include ..."
• The Doorknob Close. As you are walking out of the prospect's office, say, "Oh, by the way ... I'm really interested in knowing what is the real reason you decided not to buy today." At this point, they feel safe and will provide an honest answer. Then, as a good partner, say, "Oh, I'm so sorry I didn't tell you about that. Let me further explain." Next, go to the "feel, felt, found" method of overcoming objections and when you have answered all questions, try a different close.
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- Ed Rigsbee
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