Here’s the final stage of our 4 part framework. The Close.
This should be fairly simple if you’ve managed to uncover a problem that you can help the prospect to solve. A formality if you will.
But I’ve often seen that reps can struggle to go for the close in a way that is both confident but at the same time not overly ‘salesy’.
Here’s how we structure them.
“So {{first_name}}, it sounds like based on what you told me about X and Y that we might be able to help. Would you be against spending 20 minutes on a quick call with us later this week to learn more about how we do that?”
There are two key components to the structure of this close.
Pull information from your conversation into the cose.
“So {{first_name}}, it sounds like based on what you told me about X and Y that we might be able to help.
By repeating what they’ve said throughout the conversation you make the close more about them, than you. It shows that you’ve been listening and engaged and that there is a relevant reason for them to move to the next stage.
‘No oriented’ question
The second part of the close is to ask for the meeting using a ‘no oriented’ question. That is, that the answer you want the prospect to give is a no as opposed to a yes.
According to Chris Voss of Never Split the Difference fame, ‘no oriented’ questions remove the pressure on the prospect. People feel more pressure or commitment if they have to say yes. By framing the questions this way that pressure is reduced and you’re more likely to get the outcome you’re after.
Pull all of this together and you’ve got your close.
And if you want the full guide we wrote on this topic you can grab your copy here.
-----------------------------------------------------------------------------------------------------------------------
If you want more content like this delivered right to your inbox once a week - subscribe to the Sales-as-a-Science newsletter here