Whats your favorite closing line

Shiga

10 years ago

I like yours but I have none. Sorry

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Bruce NewMedia

10 years ago

You may not believe this, but often I find silence is the best closing tool.

If I've structured the dialogue properly, it often ends up being more of a question coming from the prospect like.. "Alright, what's our next step?"
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Bruce

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Aaron Doud

10 years ago

I'm a fan of silence myself.

Present it and go to silence. People don't like silence and if they are not ready for it they won't plan their response. It will be natural.

So if they are ready to buy they will say so. If they still have objections they will ask a question to clarify.

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Claude Whitacre

10 years ago

Originally Posted by Aaron Doud

I'm a fan of silence myself.

Present it and go to silence. People don't like silence and if they are not ready for it they won't plan their response. It will be natural.

So if they are ready to buy they will say so. If they still have objections they will ask a question to clarify.

They are thinking about buying and weighing the factors, in most cases. And I really think there is some unconscious visceral domination going on. The one that lasts the longest really has won some sort of contest. Although neither may think of it that way at the time.

And you're right, sometimes they ask a question. But I've never had to go through sitting there silently twice in the same appointment.

Interesting discussion.

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Jason Kanigan

10 years ago

Agreed that silence is great.

Takes guts to sit there but waiting as long as it takes to have them speak first is a winning move.

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bluecoyotemedia

10 years ago

I used to sell gym memberships years ago and there was this prospect that I will never forget

as I went for my close

there was this silence for 28 mins. I knew it exactly because of the large clock on my wall.

it was like this moment of silence and all time just froze.

and I knew that if I was the one that broke the silence I would loose the sale. so I just waited

tick tock tick tock.. 28 mins later

he finally broke it and said ok lets do this

thanks for bringing back a great memory

eddie

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A clandestine group operating without any external intervention or oversight. Such groups achieve significant breakthroughs rarely discussed in public because they operate "outside the box".
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edman78

10 years ago

Originally Posted by bluecoyotemedia

I used to sell gym memberships years ago and there was this prospect that I will never forget

as I went for my close

there was this silence for 28 mins. I knew it exactly because of the large clock on my wall.

it was like this moment of silence and all time just froze.

and I knew that if I was the one that broke the silence I would loose the sale. so I just waited

tick tock tick tock.. 28 mins later

he finally broke it and said ok lets do this

thanks for bringing back a great memory

eddie

Umm you sat on a phone with silence for 28 minutes? That is the nuttiest thing I ever heard no offense. After the first couple minutes if I didn't hear anything I would say "are you still there?"

Who sits on a phone for a half hour without any talking and nobody saying "hold on"..... very odd kinda creepy actually.

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Claude Whitacre

10 years ago

Originally Posted by edman78

Umm you sat on a phone with silence for 28 minutes? That is the nuttiest thing I ever heard no offense. After the first couple minutes if I didn't hear anything I would say "are you still there?"

Who sits on a phone for a half hour without any talking and nobody saying "hold on"..... very odd kinda creepy actually.

I'm sure he meant when he was selling in person. I can't imagine being on the phone for even 5 minutes with nobody talking. I'd think they hung up.

Maybe I'd last 5 minutes on the phone in silence. But in person? Let the games begin!

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abbot Banned 10 years ago

I'm really not understanding this lol. Maybe I am the one who is crazy but I could NEVER imagine even having 1 minute of silence...

My sales have never had that awkward silence. Maybe it's just because I was given the gift to gab? idk. 5 minutes? 10-15 minutes? 28 minutes? lol don't matter weather it's on the phone, or in person to me...that's creepy and sort of absurd.

Again though, maybe I'm missing out on something because I have never EVER had to sit awkwardly in silence. Am I really that much different from everyone?
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- Claude Whitacre 10 years ago
  
  Originally Posted by abbot
  
  I'm really not understanding this lol. Maybe I am the one who is crazy but I could NEVER imagine even having 1 minute of silence...
  
  I think you are missing something here. In person, after you ask a closing question...some people are thinking it over. They do that in silence. Sometimes it takes less than a second. Sometimes it takes a minute.
  
  But to interrupt them while they are convincing themselves to buy would be a silly mistake. And if you really sell things that cost at least a few hundred dollars, and nobody has ever taken a few minutes to think about it....it's because you interrupted their thinking.
  
  Believe me, I've done it. Most of the time they buy anyway, but it really is courteous to let them think in silence, if even for a minute.
  
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bluecoyotemedia

10 years ago

Originally Posted by edman78

Umm you sat on a phone with silence for 28 minutes? That is the nuttiest thing I ever heard no offense. After the first couple minutes if I didn't hear anything I would say "are you still there?"

Who sits on a phone for a half hour without any talking and nobody saying "hold on"..... very odd kinda creepy actually.

it was in an office and he was sitting across from me.

28 mins.. I sat there and I watched him going thru movies in his mind. it was like he was computing all types of scenarios

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vndnbrgj

10 years ago

Which option makes more sense as a starting point?

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Claude Whitacre 10 years ago

I really think that the last closing statement you make is almost immaterial. Everything you have done up to that point closes, not just "The close".

Me? I say "Does that look OK?" And then I'm quiet. Relaxed, no fidgeting, no clearing my throat. Just letting it soak in that they are buying something.

I had a new salesman with me once (selling in a business owner's office) ad he really wanted to say something. I gave him a look, and he got the message, I think. Anyway it was about 5 minutes. Five minutes doesn't sound like a long time, but in silence? It is.

About four minutes in, I leaned in very slightly, and smiled. He smiled back and finally said "That's a hell of a close" (he was talking about what I had just said in conclusion). I said "And it worked, didn't it." (It wasn't said as a question.)

He started laughing, and said "It sure did!", and I got a check.

I find that when they are quiet, they really are thinking about your proposition. And they are less likely to say that they need to think it over (meaning, go away, not today). Why would anyone want to interrupt that?

You guys waiting 15 or 20 minutes? That would have been fun to watch.
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Aaron Doud

10 years ago

28 mins? That is impressive. I think the max I have gotten too was in the 10 to 15 min range. Seldom see anyone go more then 5 without speaking.

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Marlin Winters

10 years ago

my closing line,"So, on which day we are meeting again to make a deal?"

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abelamorales

10 years ago

I would prefer to ask, Mr. Customer, you stated that you need this, this and this, and that my services could resolve your issues, what would you like to do next?

People like to buy, but hate to be sold. Put the ball in their court and let them sell themselves on it.

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Kunle Olomofe

10 years ago

I think it really depends on what's been said, done etc during your pitch/conversation, however if it's a standard pitch/discussion where the sales process simply flows toward an obvious "Buy now" end, close with a specific request to take a specific action within a specific time frame or before a specific deadline.

Here are some lines I've used...

When/how (hard copy or email) should I send you an invoice for X amount?
What payment date would you like me to input on your invoice?
What day and time can I send someone to pick up a check?
The deposit amount is X and is required by cheque/deposit today, tomorrow, by x date.

I have a few others but those are some of my favorites and most commonly used.

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cj20032005

10 years ago

I find, after asking probing questions you say, "based on what you've told me this or that will work best for you". Ask enough questions in a polite (non-sales) way and they will tell you what you can sell them.

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Ioana11

10 years ago

Thanks for the info!!

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markcr

Banned 10 years ago

Good bye and keep well.

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markcr

Banned 10 years ago

oh come on? REALLY? Maybe he nipped off to the pub for a drink?

Originally Posted by bluecoyotemedia
I used to sell gym memberships years ago and there was this prospect that I will never forget

as I went for my close

there was this silence for 28 mins. I knew it exactly because of the large clock on my wall.

it was like this moment of silence and all time just froze.

and I knew that if I was the one that broke the silence I would loose the sale. so I just waited

tick tock tick tock.. 28 mins later

he finally broke it and said ok lets do this

thanks for bringing back a great memory

eddie

Thanks

{{ DiscussionBoard.errors[6969437].message }}

jherewini

10 years ago

The silent salesman is an excellent way to get the confirmation, another one I have used is eye transference, meaning I begin my presentation by showing them my pen and then I direct their eyes to my presentation, every now and again I would watch them as the pen travels left and right across the page. I know they are fully engaged in what I am saying and where I am pointing.

Ill never forget my first 5 fig cheque was closed using this technique and the silent sales man close as I like to call it. I remember the close like it was an hour ago, I closed by showing him the cost to install and because I had enough yes answers the punch close and stay close was real easy.

All I said was would you prefer to pay by cheque and save 10% or pay by invoice and be billed the full amount and drew a circle around the amount on the paper and then I waited in silence within a minute he asked who to make the cheque out to, I gave him my pen and told him to write it out to the company.

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Ted Amos

10 years ago

I'm not trying to sound cool or anything, but I make them qualify themselves. That way THEY have to try to close ME.

Also it has to be something I am interested in, I won't just market/hustle anything. It has to be something that I am interested in with high profit margins (ideally with a recurring aspect to it).

There's only so much of me to go around. If they're not up to my standards... NEXT!

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Dimitris Skiadas

10 years ago

Totally depends on the situation.

Usually i use 3 different types of closing.They don't always work but i manage to have some new clients.

1. "So you will make the deposit on X bank or Z bank?"

2. I take off a piece of parer and start writing their name, e-mail, telephone. to the client card. Yes, of course i know them from before but this is a way of closing the sale.

3. Absolute silence till he/she breaks and says "Let's do this"

Dimitris

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cainbrian 10 years ago

I love the "silence" concept. Works very well. The best way before getting to the silence stage is using a bunch of test closes:

"Doesn't that seem like a great idea"
"In your opinion, what do you think of... on a scale of 1-10"
"What are your thoughts on this so far?"
"Would you agree that this... would help you do....?"

...and by getting them to say, "yes" as much as possible.

After that... Silence is a killer lol
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bluecoyotemedia 10 years ago

during the same time frame when i sold gym memberships for a large national gym chain

we used to use this 3x9 card that would have basic fields like name address height weight etc. basic info that we would use as a transition from going to close to signing the contract.

very smooth

the 3x9 card really was nothing.. it was a tool so I would say something like

great just fill this info out like your height weight and your address here and i just need your ok here

as they were filling this out I would pull out the real contract and start filling in the real information.

and when they would ok the post card I would finally have the real contract finished and say

great just need your ok right over here.

well I remember this older gentlemen that would NOT sign up no matter what I did

he was a stubborn but fun guy and he would rebuttle every close I would throw out at his

finally I pushed the postcard to him and said ok

since this offer is only for your first visit. I need your signature here on this line so that you understand you cannot get this promo again

he would not even sign the post card for nothing

so I just wanted to have some fun with him for a bit

and I kept explaining that signing the postcard is non legal and just that he understands the promo is only on first visit

after a while of doing this

he finally signs the postcard

and as soon as he signed I quickly took the card away and put out my hand and with a big smile I said

"welcome to the club"

he almost had a heart attack and his eyes widened and wanted the postcard back

of course I smiled and said I am only kidding ripped up the postcard in front of him and he calmed down

it was funnier in person

those were fun times

there was one T.O. I did where I even said what do I have to do for you to become a member today.

how about if I stand on my head

so I went to stood on my head.. and she laughed and she signed up

the good ole days
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Skunkworks: noun. informal.

A clandestine group operating without any external intervention or oversight. Such groups achieve significant breakthroughs rarely discussed in public because they operate "outside the box".
https://short-stuff.com/-Mjk0fDExOA==
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Whats your favorite closing line

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