The Daily Lip

Have you ever wondered how you could create that need and be ready to fill it for your customers? The “empty-offer” close takes care of that, make the need apparent by illustrating that without your product they are unable to respond to a completely different need.

Technique

Make them a very kind offer that they cannot take up.

Offer to do something using a thing you have for sale, and which they might feasibly have but probably do not have.

Then sell them that thing. If they do have one, of course you must complete your offer with good grace – it will still help build social capital for you.

Examples

Shall I fit your spare wipers? … Oh, you have none. Well fortunately, we have some in stock…

Would you like to come to the race day … Oh of course, you’re busy.

Will you need help setting up the computer? … Oh yes, of course, your IT people will do that.

How it works

Although the Empty-offer Close does not require that you to giving them something, the rules of exchange means that they still feel that they owe you something in return for your generous offer.

Tags: closes

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Getting to “Yes” can’t always be about dropping your price. From time to time, you need to remind your customers that they “get what they pay for….” Take the price objection as an opportunity to remind your clients that your quality makes the lowest price difficult to achieve, but the value built into your price far exceeds the competition.

Technique

Emphasize quality over other factors, particularly price.

Talk about how other people will be impressed by the quality of the product.

Talk about how quality products last longer, wear less, require less maintenance, etc.

‘Sell on Quality, not on Price’

Examples

For a one-off payment you get non-stop quality.

The quality of this shows really who you are.

This will last for ever.

Once you try this, you will never want another brand.

This  product is far more reliable.

How it works

The Quality Close works by appealing either to the other person’s vanity or to their sense of longer-term value. For vanity, you are associating their identity with ‘quality’. For value, you are reframing price across time.

Tags: closes

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Leesh’a•bul(s) blog is now “The Daily Lip”. After months of market research, demographics testing and tens of dollars spent, we decided that “The Daily Lip” was both relevant to our industry and products, as well as our daily commitment to bringing you information about promotional products sales and marketing….Okay, actually one of our salespeople came up with it. Enjoy!

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Sometimes all it takes to get to “yes” are options. By carefully crafting your pitch, you can present different options to your client with your target sale in the middle, being the most attractive one. When the sale is presented as a matter of “which of these three is best for you?” you’ve already placed your customer in a “Yes” posture.

Technique

Make the other person three offers.

First offer them something sumptuous and expensive that is beyond their budget. Not so far beyond them that they would not consider it. Ideally, it is something they would look at wistfully but just couldn’t justify (if they do, it is your lucky day!).

Secondly, offer them a solid good deal that is within their price bracket. It may not have all that they wanted, but it is clearly good value for them.

Finally, offer a severely cut-down deal in which very little of what they want is included.

They should, of course, go for the middle option.

Examples

Well I can do you a full kitchen system with Neff units, brass tops and hand-cut ebony edging. It’s a bit pricey but is amazing quality.

A really good option is with Bosch units, hardwood tops and matching edging. This is remarkably good value.

If you are on a very tight budget, we do have some basic units, a nice laminate finish and matching surrounds.

How it works

The Bracket Close works by contrasting the preferred option both upwards and downwards.

Rejecting the higher option lets the other person feel good about not spending too much. By comparison, the option they choose seems quite prudent and they may even feel they have saved some money.

Rejecting the lower option lets them feel they are not a cheapskate and can afford something of value.

Tags: closes

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We’re adding a new series to our blog posts: Case Studies for Sales. Personal care promotional products can be a tough pitch, we want to make it easy. Follow our series on real case studies, pitches that work, and new ideas to get your sales team revved up.

Download (PPT, 395KB)

Tags: promotional products

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Need a new way to close your client? Try the “Summary” close. Sometimes all it takes is a simple review of the features, functions and benefits to get to “Yes”

Technique

Summarize the list of benefits that the other person will receive, telling them the full extent of what they are getting for their money.

Make it sound impressive, using full phrases and attractive words.

Go into detail, separating out as many sub-items and features as you can.

But also fit the description into a reasonable space of time. You goal is to impress them with what they are getting, not to bore them with excessive detail.

Examples

“So as well as the basic product, you are getting free delivery, a five-day exchange assurance plus our comprehensive guarantee.”

“This comes in an easy-carry box and includes a remote control, with batteries included, of course!”

How it works

The Summary Close works by repeating what has already been agreed. Putting it all together makes it seem like an even bigger package. This is particularly true when

Tags: closes

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Sales can be fun if you know actual closes when the customer doesn’t come to you with their wallet already open. There is a real art to sales, select your brush wisely!

Technique

Ask them several questions where the answer is easy to answer and is ‘yes’. Then tag on the question at the end for which you really want the answer ‘yes’.

The minimum set is usually three questions. You also do not want to over-do this, so either space out the questions or limit the number (although one research showed that eight yeses were needed overall before closure).

Encourage them to say yes by nodding your head gently as you talk with them.

If you need to hide the question, you can bury it amongst other questions.

Examples

Do you like coming to shop here?

Is it easy to find us?

Did this product catch your eye?

Are you ready to buy it now?

Will you want to take delivery next week?

How it works

The Yes-set Close works by setting up a repetitive pattern of ‘yes’ answers that gets the other person into a habitual response. When the pattern is established and they are automatically answering ‘yes’, then the question that you really want ‘yes’ to is slipped in.

Many people also do not particularly like to answer ‘no’ as they believe that it is impolite.

Tags: closes

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We are so glad you found our blog, and we are really excited to get it going……

Since we are all in the business of business, we thought it would be fun and informative to do a series of posts on “the close”. As salespeople (and we all are, even if that’s not our title) we craft our conversations around the desired end result. One of the most important stages to get to that result is closing the deal, which are our actions taken to gain agreement.

Follow along with us, you can keep up with us on Facebook, Twitter or a good ‘ol RSS feed.

Tags: fun

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