The Surprise Close

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The Surprise Close

Most people are taught to do everything to close the person right on the spot.

Never let them leave without closing them. I completely disagree with that

philosophy. If you do statistical research on this you will find long term

two things happen with this philosophy. First, the rate of cancellations are

much much higher. Secondly, the amount of charge backs increase dramatically.

I have never used a close in my entire career other than an assumptive close,

or automatic close.

I have never had a problem letting the consumer digest everything and letting

them think it over. In fact I have found that it is so unusual to approach

the consumer that way that it has the same effect as reverse psychology. The

customer is just not expecting that and consequently they appreciate you,

your product, and your company that much more. I have legions of people that

I have trained and they are amazed how it works.

Remember, opposites attract, and when you do the opposite what the consumer

is expecting, they are attracted to you and your product much more. That is

why I call it the "Surprise Close". Not only is the consumer surprised, but

the salesperson trying it for the 1st time is also surprised! Try it, ease up

on the pressure and back off. Watch how fast they come back. Also remember,

if the client cancels or doesn't end up paying for the product, were they

really closed?

Article Source: http://articlenexus.com

greatsales-thespecialist.com www.strangeratthedoor.com

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