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25 Closing and Commitment Tips
to Help Get More "Yes" Answers
By Art Sobczak
(These are just 25 of the tips are from "Telephone
Tips that Sell: 501 How-to Ideas and Affirmations to Help You Get
More Business By Phone." Why not order the
rest of them now?)
1. Don’t always judge success by the
“yes” answers you get. Measure your attempts. Set a
goal for the number of times you’ll ask for the business
today. Celebrate when you reach that goal. The sales naturally
follow.
2. Closing Question:
“Gene, we seem to be in agreement that this is what
you’re looking for. What do you suggest we do?”
3. Instead of jumping on the first
buying signal you hear, question it to help them
strengthen their convictions. If they said, “This really
would work for us,” ask them, “In what areas would you
show the most benefit?”
4. Closing Question:
“Kelly, what can we do together to speed up the process and
make this happen?”
5. You’ll lose 100% of the sales you
don’t ask for.
6. Closing Question: “Are you thinking
about getting three of them?” Use whatever amount would be
just a tad higher than what they likely would do. This prompts a
decision, or more conversation.
7. Ask for commitment with conviction.
8. Those who expect more, get more. Don’t
sell yourself short when asking for the sale. Ask big.
9. A question to help them determine what
should happen next: “What is the next step?”
10. Closing Question: “We could have
this delivered and operational by Tuesday. What would you like me
to do?”
11. To upsell, don’t mention the next
price break, as in “You can get a better deal if you buy
50.” Instead, simply mention how many more they need to get
the price. “You’ll save $1.50 per unit by getting only
five more.”
12. Help them visualize themselves owning and
using your product/service. “If you had this, how do you
feel you’d utilize it?”
13. Trial Closing Question: “Amy, do you
think you would be happy with this type of service?”
14. Maintain a positive, confident, steady
tone of voice and rate of speech when asking for the sale or
commitment. Some reps clutch up and lose it at this point.
15. State the agreement you’ve reached,
then ask for the major commitment: “Jan, since we’re in
agreement that this is what you’re looking for, and
it’s within your budget, let’s go ahead and get the
paperwork started, OK?”
16. Closing question: “Sounds to me like
you’ve already decided to go with this. Am I right?”
17. Closing question: “Do you have
further questions, or are we ready to proceed?”
18. Closing question: “Is there anything
else you need to know to move ahead with this order?”
19. Listen for “possession signals,”
signs that they’ve already visualized themselves using your
product/service. “What we’d likely do is train a couple
of people at each location.”
20. The main reason customers don’t buy
more from their vendors: they aren’t asked to by the vendor.
Be sure you’re satisfying every need you possibly can.
21. When you’re writing up an order, don’t
say, “Anything else?” We’re all
conditioned to say “No.” Instead, make a tangible
recommendation based on what they’re already getting, then
ask for the sale.
22. Buying signals can indicate the time to
begin closing. But, consider asking another question or two. This
can help them further strengthen their reasons for agreeing with
you.
23. “Pushiness” only occurs when
you try to sell someone something they don’t want or need.
Asking for the sale is not being pushy, assuming you’ve
questioned effectively and made the appropriate recommendation.
24. Don’t just wish for the sale:
“I just wanted to let you know these do come in several
colors, and we could even custom order one for you.” Be sure
there is no question that you are ASKING for it.
25. Tie the timing of the next call into
their commitment to take some action. “What day do you feel
we should speak again, so that you’ll have had enough time
to collect those figures?”
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