if They Absolutely Have To Talk It Over Before They Buy

I think this may have been hashed out a few years ago between Ken Michaels and me (maybe with the help of a few others) on a thread on closing. Maybe not.

You can use this in a home, office, or in your place of business. This is if you are selling two people. Husband/wife, partners, sisters, parent/young person...whatever. This is the last close I use, if they want to "Think it over". This is after I've tried a few other methods, and it works beautifully. In fact, it gets a "Yes" better than half the time. And it's after you've heard every objection.

They say "Well, you know, we don't make decisions like this quickly. We need to talk it over...and we'll let you know. What are your hours again?"

If you give your hours, that's it. So don't. I say....
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"I understand. It's important that you are both happy. And you won't both know what the other one thinks, until you have a chance to talk privately.

I've been doing his for a long time. And I've asked people what they talked about after they left. And you know what? Every time...one looks at the other and says 'What did you think?'. and the other one says one of four things; 'I wish we would have got it, I wish we wouldn't have got it, I'm glad we didn't get it, or I'm glad we dot this'....and that's pretty much the end of that conversation...forever. I'm going to go (to the car, to get a drink of water, make a phone call, whatever) and I'll be back in a few minutes. If you have a question that I can answer, when I get back....I'll answer it. I'll be right back"
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And about 60% of the time I come back a few minutes later...they buy. And 40% of the time, they don't. And there isn't anything after that close.

Now, you need to know something about when you say "I'm going to go (to the car, to get a drink of water, make a phone call, whatever) and I'll be back in a few minutes. If you have a question that I can answer, when I get back....I'll answer it. I'll be right back"......

......The part that's bolded? That's one run on sentence. There is no gap between "answer it" and "I'll be right back." If you leave a gap, one will say "Well, we would rather talk it over at length" or something equally bad.

And you never...never ask "Is that OK?" at the end, because the answer will be "Well, we really need to leave now" or "Well, we wanted to sleep on it".

And if you are in their office, or in their home...when you come back into the room, if one of them is there, and not the other? The answer is "No". One of them just didn't want o face you.

In my retail store, I just go into the back and drink some water..or post on this forum. Three minutes is a long time to leave a couple alone. Maybe two minutes.

I don't even say anything when I come back. I just stand there with a stupid grin on my face. They either say "Yes", and have a question...or say some variation of "We'll let you know"...which means "No".

I honestly don't remember where I learned this. But if done well, it's devastating. It forces them to hash it out between them...and that process really only does take a minute.

This is so effective, it may look evil. But what it does is let them both say what they think. And usually, they just want to make sure that the other one wants it too.