Direct Close: ask for the business
We can have it delivered by
the end of the month if we
can get a signed contract
into the implementation
department by Thursday.
o Should I forward a contract
o Has the advantage
so you can get started?
of clarity and
o Would you like to try it for a
simplicity.
quarter?
o It’ll take a few weeks to
o Ask for the order
process and ship the order
in a
so if you’re interested in
straightforward
moving forward, we should
manner.
start the paperwork now.
o Most direct closing
o Let’s get this off your plate
approach and
and start the paperwork.
appeals to many
buyers, especially o What do you think?
o Let’s start the process so
decisive people.
you can get onto your other
o Should not come
priorities. Sound good?
too early.
o Would you like to move
forward?
o Highly effective
when salesperson o Are you ready to get
started?
has earned the
o Can we go ahead?
customer's
o We can start the process
respect.
today with a credit card if
you’d like.
o We can deliver it to you by
the close of business
tomorrow if you’d like.
o
Direct
Appeal
Close
Summarize the product's benefits in a positive
manner so that the prospect agrees with what
you are saying
o Then ask for the order.
o You can easily adapt Feature / benefit statements
for your "summary" close.
o
Summary of
Benefits Close
Impending-Event
or Standing Room
Only Close
indicate that if they do not act now they may not
be able to buy in the future.
o It should only be used in complete honesty.
o