Thursday, January 31, 2013
A summary close takes place after everything is all said and done, and you think you’ve reached agreement; it’s always helpful to summarize to the person your understanding of the agreement. If you do that, it actually puts a bow on it. The summary close is extraordinarily valuable even when you are just making an appointment. So, if you are talking with someone on the phone, and you know you are going to meet them next Tuesday at nine, just before you hang up say, “Well, once again, to confirm, I’m going to see you at your offices, on Tuesday at nine.” It is remarkable how a summary close can help people feel like you now have confirmation on everything and sometimes they say yes, and they want to buy something more.
Monday, January 28, 2013
Often when you are talking to someone trying to persuade
them to do something, you are going to have subjects meandering all over the
place and you need to keep track. What
is helpful is simply say, “Let me interrupt you for a moment and tell you what
I think I understand so far.” If you do
that, you keep the relationship on track, the conversation makes sense, and
you summarized what you understood in components. When you do that, the person actually is
relieved, because you are managing the conversation. So a component close is dividing up the
conversation into bits by saying “let me tell you what I think I understand so
far and see if I’m right.” When you do
that the person is going to feel relieved and you are going to stay on
track.
Thursday, January 10, 2013
Lots of people have trouble with the notion of closing because it creates all kinds of fear of rejection. You can calm down your fear of rejection by remembering that closing starts at the beginning. Remember the open-ended questions and use them a lot. When you ask open-ended questions, the person is going to come to conclusions sooner and you get them signed up to buy. Remember questions like this, “How would you like to proceed? What’s the next step? How would you like a proposal? How many would you like? When do you want to start?” If you remember those kinds of questions, you are going to get much less anxiety and you’re much more likely to close the deal sooner.
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