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In the most powerful closes you are not pushing prospects to buy anything. Instead, you're allowing them to close themselves by showing them how your product or service answers their deepest concerns.
Key to Success
The key to your success during this reinforcement phase is that the pressure is on prospects without their knowing it. They are giving you what truly needs to be done, and you are doing it, as opposed to you having to drag it out of them why they are saying "No." Most prospects who give you a "10" are ready to sign on the dotted line. However, there is still that 20% who will say they need to "think it over." Here is where the best salespeople hold firm. Remind those prospects that they agreed to dispense with the "think it over" and that "No" would be perfectly okay. If prospects still want to think it over, ask them to say "No" instead. When they do, say, "Now that it's over, may I ask you a personal question? When you reached a '10' during the presentation, what did I say or do to wrong to get you to move from that '10' to 'think it over' or 'No?' " Once the prospect thinks it over, they very often change and agree to the sale. If you accept "think it over," the prospect won't buy 9 out of 10 times. My own experience is that if you go for "No" instead, you'll actually double your sales. Helping your prospects say "No" helps them switch to "Yes."
Ensure that Close
An after-sale step firms up your close. Here, you hold the check and the contract up to the buyer and ask, "What is this?" The customer's response is likely to be "A check and a contract. " But it is more than that. Tell your customer, "No, this is the beginning of a relationship in which I will help you solve those problems which we discussed earlier. Are you okay with that?"
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