subject: Choosing Your Closing Technique [print this page] Choosing Your Closing Technique Choosing Your Closing Technique
Trying to decide how to close your sale can be difficult, mostly because there are so many different closing techniques available to you. I would recommend my favorite, and the most simple, closing technique: the direct question. I choose this technique because I like to say things clearly and directly, and this closing is inherently simple and easy to understand. Prospects tend to like this type of closing because it's honest and doesn't try to sneak up on them. It also gives them credit for being responsible business people able to reach a quick, firm decision, and they appreciate that. Because the direct question close is so simple, you are not constantly worrying about how to deliver your last line without forgetting a part or tripping over your words. You can really concentrate on what you're saying while you're saying it and, more importantly, on what the prospect has to say.
My favorite direct question is, "Would you like to make this investment today?" Since I'm usually selling a fairly expensive consulting service proposal that will pay off in the long run for my clients, the term "investment" suits the offering very well.
I also use the imperative "today" because I'm trying to get a commitment from the prospect nownot later. That word serves as a signal to them that it's "yes or no" time. If you want to use the direct question method, find words of your own that fit your product or service line.
Some other direct questions you might try are
Would you like to do business today?
Can I order this for you now?
Do you want this plan?
Are we in agreement on the deal?
The direct question needs to be short, sweet, and to the point. It should not have any "wiggle room" in it for the prospect to use to back out of the commitment. It should be strictly a "yes or no" proposition. If the prospect wants to say "maybe" to a "yes or no" question, they have to work at it.
It's important that the words you choose for the direct question close be your words. They have to seem natural to you when you say them and natural to the prospect when they're coming out of your mouth. If you seldom use twenty-dollar words in normal conversation, don't stick any into your closing question. If you're a distinguished-looking professional man or woman, stay away from an MTV vocabulary.
You should write down your closing question (and a few variations) and read them out loud to see how they sound. You'll probably be able to tell pretty quickly if those words belong in your mouth.
