The Absolute Last Close You'll Ever Need.

7 replies
You cannot use this close over the phone. And it only works if you are talking to two people in person. That said...here we go.


Guys....have you ever presented an offer to a customer/client...and they kept saying "Let me think about it"...over and over again?

This is the very last close I ever use. If they say anything other than "Yes" after this, they are a lost cause. I've personally used this close as a last ditch effort, and really...it gets me a sale more than half the time.

And that means it gets me a sale from someone that wasn't going to buy.

The problem is, when someone says "Let me think about it....sometimes they really mean it. They really think that after you leave, they will talk about your offer and give it real consideration.

The problem is...other things get in the way, your offer is put off, and nothing happens.

So even though the prospect sometimes doesn't consider "Let me think about it" as a "No". It really is. Why? Because nobody is more interested in your offer after you leave. They are the most likely to buy from you...while you are there. They are in "Heat"...and the cooling off process begins the moment you walk out the door, or hang up the phone.

This is my "Step outside to let them think about it close": As far as I know, I created it myself after years and years of watching sales that were "Almost made" go down the drain.

This close works better if there are two or more people you are selling to. I've used it hundreds of times in people's homes, but I know it would work in an office, if you are talking to two or more people.


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. This is the last close I'll use if they want "to think about it".

It only works if there are two or more prospects in the room. 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.... "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." (And I keep going)

"I've been doing this for a long time. And I've asked people what they talked about after they left. And you know what? Here's what they always tell me. 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 did this'....and that's pretty much the end of that conversation...forever." And then I continue, "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"

And about 60% of the time, I come back a few minutes later...and 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, "I'll answer it" and, "I'll be right back." If you leave a gap, one will say, "Well, we would rather talk it over for the next few days" 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 to face you. In my retail store, I just go into the back and drink some water..or answer an e-mail..

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".

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.

Now, I just posted a thread about using my "Best answer to any objection". It may seem like this replaces that. and it doesn't.. If I'm talking to a CEO, or a single person... I'll use the "I only want happy clients" approach (in the last thread). If I'm talking to a couple, I'm more likely to use this as a last ditch effort to force a decision (I'm perfectly happy if the answer is "No")

This is the close I used as my final effort to get a sale...for years. This is if they keep saying "We'll let you know" and "We'll call you next week".

Remember, this really only works if they were being serious when they said they were going to think it over. If they are simply being polite, and the answer is really "No"...nothing can turn it around.

By the way, if you are wondering why I seem to be posting a lot lately, it's because these are essentially modified blog posts. Some of them are articles that really won't fit in a book I'm writing.
#absolute #close
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  • Profile picture of the author tryinhere
    Originally Posted by Claude Whitacre View Post

    This is my "Step outside to let them think about it close": As far as I know, I created it myself after years and years of watching sales that were "Almost made" go down the drain.
    .
    I have known of that and also used it for many old years in a very similar way, mostly selling high end home upgrades etc where there is a big ticket price.

    If you could tell the hubby and wife were looking at each other and seemed unsure and hums and hars were going down and your struggling to get the close across the line, then you could call the space option as above.

    I don't think I used to say get a drink stuff, mainly because I was already showered with drinks from the home owners in most cases, I said more like " names / I know this is a big decision and you probably want to have a quick chat on your own before going ahead, so I will pop out and do a little work in the car to give you some space, and I will come back shortly to get things underway, or to the sorts like that, often one would walk out a few minutes later looking for me.

    Where I learnt it from I am not sure but I do know the company at the time was into the old fashioned Hopkins stuff (those were the days lol) so it may have come from there ?

    but as you described it, is pretty well much how it works.

    Off Topic - In all my time I have never seen you write so much information, people can scoop all of your posts for the last few months and have a gold mine, the darn offline will become a paid forum if you keep this up.
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    • Profile picture of the author Claude Whitacre
      Originally Posted by tryinhere View Post

      Where I learnt it from I am not sure but I do know the company at the time was into the old fashioned Hopkins stuff (those were the days lol) so it may have come from there ?
      .
      Maybe. It often happens that "I'll see a technique in a book, or on a sales training tape..or in my notes from a seminar...and I'll think "So that's where I picked it up!".

      I never said "get a drink " in the home. It was always a "Quick phone call" I said "get a drink" in the store.

      "I've been doing this for a long time. And I've asked people what they talked about after they left. And you know what? Here's what they always tell me. 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 did this'....and that's pretty much the end of that conversation...forever." And then I continue, "I'm going to go to the car, to make a quick phone call 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"
      I should have added that I got right up, and walked out the door. No hesitation, I didn't look at them. I just went.

      I'm sure the bolded part is original. The timing is original. (and very important) It's very possible I got the bones of the technique from Hopkins. I've seen versions of it plenty of times. So it's been around for awhile.

      But a few tweaks can change a pebble into a bullet.

      ------
      By the way, when taking a new person with me, I gave complete stern instructions to not talk, no matter what. Because nearly everything they would say would be a sales killer.

      When I was using some of these more hardball techniques the newbie would often have the unbearable urge to talk. Pauses were especially dangerous.

      And when someone bought from me, I'd have to tell the guy (as we walked to the car) "Don't make any grand gestures. Don't laugh. Don't tell a joke. Just be quiet until we are down the road. These people may be watching us "

      I've had new people kill one of my sales...just by laughing out loud as we walked to the car. The people naturally thought we were laughing at them. The technique we are talking about in this thread? I learned I couldn't do it if I had someone with me. It was too awkward.

      I remember one kid I was training, I said I was going out to make a phone call, and he said "Here. You can use my phone and call from right here". Slow burn time......

      Babysitting...just part of the job.
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      • Profile picture of the author tryinhere
        I can only smile at the take the newby stuff, in many ways you need to be a true master because not only do you have to get the sale, but you now have a wildcard next to you who has no idea about nuff and in addition to the sale you have a loose cannon to control.

        Been there many times and I am still out in the field training sales people now in roles as we speak, and to be honest with some of them, I have NFI how they even started or why they were hired.

        that's a whole story on it's own and side tracking.
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  • Profile picture of the author JasonTheFreeman
    This information is golden! Can't believe you would share something like this for free. I can imagine this can be applied in multiple fields as well with a little tweak.

    The underlying takeaway I saw was giving them no space to counter and wiggle in an escape statement. Truly amazing.
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    • Profile picture of the author Claude Whitacre
      Originally Posted by JasonTheFreeman View Post

      This information is golden! Can't believe you would share something like this for free. I can imagine this can be applied in multiple fields as well with a little tweak.

      The underlying takeaway I saw was giving them no space to counter and wiggle in an escape statement. Truly amazing.
      Yes, you can adapt this to just about any kind of selling...and kind of offer. I use it in my store (although not often) and used it selling business service, if there was more than one prospect. I'd just run to the bathroom, or run to my car. Really, they only need about a minute.

      What's interesting is that the moment you walk back through the door....you know the result.

      If they ask any question at all...they bought. If one of them is gone (hiding) that means "No". I can even tell, if they use their whole face to smile..or just their mouth.

      It's like watching a play unfold. And I'm both an actor and viewer.

      Something I know for sure, and the reason i kept learning how to sell better, and was tenacious....

      Unless you are just terrible at selling, most sales are either barely missed...or barely made.

      When I was training a group of salespeople, I would tell them ....

      "In this business about 20% of the people that you present to...after they are completely qualified...will not buy. And there is nothing you can do about it.

      And no matter how bad you are.....about 15% will buy from you...no matter what you say to destroy the sale. These are actual sales percentages from years of record keeping..

      The other 65%? That depends mostly on you. How you fit the product to the customers, how you convey the idea that buying is normal...how you position the product as in demand....how you build value in their mind...and the rapport you have built while you are there..."
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  • Profile picture of the author misterme
    Very good. I'll chime in here because I've done something like this for some time, where I excuse myself for a few minutes at the right juncture. So this may expand a bit on the technique.

    And the reason why I gave them that space was because I was selling an expensive service and Couples (I was dealing with couples) generally do wish to consult each other privately regarding expensive purchases. So that was a way to give them that opportunity.

    But the other thing I realized about that particular moment in time, is to play to where they were in the buying decision, and give them what they perhaps needed to hear *at that particular moment* in order to help nudge them to the finish line.

    So there were a couple of things I could say. One was kind of a takeaway, because if indeed they were leaning toward buying then takeaways can be effective, as long as it seemed a perfectly natural and innocent takeaway rather than a hard pressure or overt manipulative one. So I'd leave them with that thought.

    The other idea was to leave them with a thought planting the idea of not having regrets, using a testimonial story they could identify with to convey that.

    But just to make sure everyone gets the point, it was about giving a final thought at the right time, just before they're going to decide together, that helps tips them over the line because it plays on them while I'm out making a call.
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    "Best book on answering objections I have seen... it's for photographers but it has brilliant techniques you can use in any business." - Claude Whitacre. When They Say That, You Say This (Amazon Kindle)
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  • Good work Claude!
    and, nice to hear your working on a new project.
    As Claude states :
    "Yes, you can adapt this to just about any kind of selling...and kind of offer".
    The set up is crucial isn't it?
    I like the coming back into the room with a Grin, leaving people to their own devices, in saying YES or No.
    Their choice and not you pushing, in bad sales form (Professionalism).
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