Types of Closes
The Trial Close
asks for an opinion not a decision
Assumptive Closes
o
o
o
Assume that you asked for the order
That the prospect said "Yes"
Proceed to the next step
o
Asks the prospect to make a low-risk decision
on a minor, usually low-cost element of a
single product such as delivery dates, optimal
features, etc...
o
Fill out the order
Wrap it up
Minor-Point Close
Physical-Action
Close
o
o
Alternative-Choice
Close
o
An old favorite; it provides a choice between
something and something, never between
nothing and nothing.
Example: "Which do you prefer?" or "Would
you prefer A or B?"
o
ask questions and write answers on the
contract.
o
keep asking questions that are designed to be
answered yes.
o
Explain another customer's situation and lead
into the close.
Order-Blank Close
Continuous Yes
Similar Situation