Ok back to the Summary Close:
3 yes questions or minor commitments
1. You did like the car didn’t you?
2. Didn’t this have all the room you need?
3. Won’t this car save you money on gas in the long run?
Positive Statement - Steve, it sounds like you and me found the perfect car!
Close - Will you be registering this in one name or two?
SHUT UP - Why
Now like most great sales people when you ask for the close you have to make sure you do something that is required 101….. Shut Up! Don’t over talk, don’t talk, just shut up. Gosh you don’t have to be so mean!
When you ask for the sale, let the prospect come back with their answer, the best answer is yes, the opposite of good is not so good, so they come back and say no!
Now flush out the objection! - SP Is it the car, make, model, equipment or the price? (Shut Up)
It’s the price! - SP - are you writing a check or making payments? Shut UP
Payments - SP - Sounds to me like you want to make sure it fits in your needs and budget am I right? Shut Up
Yes - SP - other then fitting this into your budget is there any other reason why we couldn't wrap it up right now? Shut Up
No - SP - Congratulations are you going to be registering this in one name or two? Shut Up
Two names! SP - Follow me and let's go write it up!
If you're an amateur, I'm sure you won’t practice or take the time to learn, absorb, repeat and master the above scripts. If you are a real professional or on your way to becoming a professional, you and know you have to practice the script’s do that they don’t sound like a script. Pros practice until they can’t get it wrong. Read it, role play it, record it and watch how easy it is to close more sales today! It makes sense doesn’t it?
By George Dans
Worlds Greatest Closer Productions!
909- 273 7622