Negative Inclinations
This can be used to smoke out any objections that prevent the process from moving forward, like these trial closers:
- “Is it a fair question to ask your impression about our chances of being left out?”
- “If you were me what would you be doing differently?”
- “Something is holding you back, isn’t it?”
- “Is it me or is something bothering you about this?”
- “What other concerns do you have?”
Softening a suggestion to do something, you could ask the client if she would like to know how her peers have solved similar problems she has, which leads to your service offerings. This is a push/pressure-free way to get the client to do what you want.
Asking questions allows you to offer idea’s or raise aspects of a decision that your client might not otherwise consider. “Mr/Ms client, since I had no chance yet to speak to Mr B, does it make sense to educate him first before we start the next meeting?”
If a client asks a question, answer with a Neutral Prompt like “How do you mean?” It allows the client to elaborate on the question and you to position the response and regain control of the conversation.
Each question should add value to the conversation. The information should flow freely between parties. A resulting silence creates a natural vacuum that the client will fill if you keep quiet.
A question like “What else can I do for you”, opens up a situation to have to give away more without getting anything in return. Therefore, that’s the wrong approach.
Five Prerequisites for Closing
How to get Clients ready to be closed:
- A recognized Need. The more Needs confirmed by the client, the stronger the closing.
- A Viable Solution: Client’s needs must be strong enough to want to change the status quo.
- Enough Added Value to justify the costs involved.
- A sense of urgency: does the client feel an emotional-commitment?
- Authority to decide: or are others needed to commit the group as well.
