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By: Chris Lytle, Content Developer
So, I thought I’d write another article about closing sales. To get the ball rolling, I googled “best sales closing lines.”
Unfortunately . . .
What came up first were some of the worst closes I have ever seen.
Trust me. I’ll be 80 in 13 years and I’ve been exposed to a lot of bad ones.
This site lists dozens of old school, high-pressure manipulative closes:
Concession Close: “John, if I reduce the price by 10% will you sign the contract today?”
Shame Close: “Your son really deserves the new model, don’t you think?”
I won’t even bother you with the Embarrassment Close or Ask the Manager Close.
Manipulative closes are way past their sell by date.
In Spin Selling, Neil Rackham writes about closing, pressure and manipulation:
“In low value sales, given unsophisticated customers and no need to have a continuing relationship, closing “techniques” can work very effectively. With professional buyers, closing techniques make you less effective. They reduce your chances of getting the business.”
Good advice, Neil.
Look, I’m assuming you don’t have a lot of one-call closes.
I’m figuring you’re calling on sophisticated buyers who meet with many salespeople.
If I’m right, then avoid the closing lines you’ll find by googling “best sales closing lines.”
Like the one I found on this site in an article about the best closing lines for life insurance agents:
The Level With Me Close: Polly, level with me. Have I failed to show you the value of what you’ll receive from your investment? (Then, be quiet.)
I like the “be quiet” part. But that’s it.
I kept looking, though. Ultimately I found this good idea from thought leader and author Dave Kurlin.
“Let’s assume that you’ve decided to ask for the order and ask at the right time. When is the right time? It’s when you’ve touched all the bases. You’ve reached first, second and third and you’re sliding into home plate. You haven’t taken any shortcuts. So, what exactly are you asking. You’re asking if they want your help. You might have to customize it a little. “Would you like my help closing more sales?” This question is a close anyone can execute. But you still have to ask.”
Thanks, Dave. I like it. It’s straightforward and fresh. And it’s devoid of any pressure or manipulation.
Here’s what I wrote in The Accidental Salesperson. Hard to believe that book turns 17 this June.
“A Success magazine survey of a thousand top sales performers found out that more than half had abandoned any kind of closing technique. 56% of the salespeople said they looked the client in the eye and said something like, “This is right for you. Let’s do it.” And, then, they waited for the client to sign the order.”
It can work, especially if you believe in what you’re selling. Because problems of belief are more critical than problems of technique.
Here are two closes I teach today in my seminars and webinars:
- I would like to have you as a customer. Is there any reason we can’t get started? I got that one from the great copywriter, Bob Bly. It works because it states what you want. It invites the customer to tell you if there’s anything standing in the way of moving forward.
- What would you like me to do next? It works because it gives the prospect all the control. No pressure.
Oh, I almost forgot: There’s one more shockingly simple close I really like. I wrote a whole article about it.
If you visit this project of mine and like what you see, then use the promo code LINKED at checkout. You’ll like the price unless I somehow fail to show you the value you’ll receive from your investment.
Hmm. Maybe that close isn’t so bad.
Chris Lytle is the author of The Accidental Salesperson: How to Take Control of Your Career and Earn the Respect and Income You Deserve and The Accidental Sales Manager: How to Take Control and Lead Your Team to Record Profits. Because sales managers are pulled in so many directions, Chris built this resource for you.
Reprinted by permission