88 Two fat ladies ( Real closing options )

( I nearly did not post this but seen a few seperate people talking about face to face sales so added to this here)

With a week of some great videos and information shared here on closing maybe a thread on people ( real ) closing options that work for them.

This one move has probably changed my close rate to closer to 50% over 40% over the past 3 months and in some ways I am not sure why or can explain it other than the numbers are working.

It is based around the physiology of pricing and I was prompted to try this based on watching some local offline marketing price points and decided to build it into the close. The results are as a above and involves untraditional numbers of 88 over and above the .99 or .95 variations or price points to make pricing seem more attractive.

It would go something like this as an example

"John that comes in at 7246 but let me tidy that up a little more for you" ( at this point cross out the number 7246 ) then write in
7188 ( taking it down to the nearest 88 $ )
"John on those numbers can I get your approval to go ahead on this today"

* I never use a dollar sign when talking price nor do I say dollars anywhere, its just said as - seven one eight eight ( as an example )

That's it the only real tweak that was made and yes there are many more parts to a pre close / close and most if not all objections should also be covered at this point, so please do not say wow thats all for a close your stupid, it is just one very small tweak at the end when price is given.

Don't ask me what adjusting that price to the 8's over the traditional 9's or leaving the initial price does in making things move smoother but it does and yes people will or may still object at that point and you can make some adjustments but for the better part things run a lot smoother with less problems.

some interesting info here I uncovered while posting this The Psychology Behind The Sweet Spots Of Pricing | Fast Company| where even a few cents makes a difference ( here were talking dollars )

Try it and see if it makes things smoother for you ? maybe it is just in my head and although not happy with a 50% conversion rate ( I would rather and want a minimum 60% the 10 % improvement still helps )

If you can add one closing tip ( and that puts money in your bank ) please do / keep it real ( over the last 3 odd months of using this I have closed out / sold not wished for 398K in sales using exactly as above ) and so no people adding stories from wso where people think they know what might work - keep it real.