Ask For The Business If You Want It

Now, this is closing time. And what does that mean closing? You just  have to ask for the business because if you do not ask for the business, you will never get it. So, on the other hand you are not going to do this very abruptly, so you need to have something like say a bridge to the closing question.

Transcript

Hello, this is Armin Rau Founder of Armin L Rau - opening doors making you grow.

And today we have got a moment of truth again for you. And this is from one of my coaching sessions where one of my clients told me that he had actually clarified everything with his client, all features were clear, the price was clear, the proposal was out, and still the client could not decide what to do.

Now, this is closing time. And what does that mean closing? You just have to ask for the business because if you do not ask for the business, you will never get it. So, on the other hand you are not going to do this very abruptly, so you need to have something like say a bridge to the closing question.

And then I would like to present you today three closing techniques that you can use as a bridge so that it will be easier for your customer to make a decision. The first one that I would like to present to you is called the three item close.

And what you do with the three item close, once you have finished your presentation or your dialogue or the clarification of open issues, what you do, you just mention three items and then you ask the closing question. As for example we have now clarified all the features, the benefits are clear. And you know our major differentiators. Can we close then, or can we sign then?

That is the closing question. Why does that work? Well, it does work because it gives the impression of completeness to your client. And on the other hand it comes across as if it was quite obvious now to sign.

The second one, the second close that I would like to present to you is the so called bonus close. So, what you do here you offer an unexpected bonus, something that the client has not thought about before. And ideally, this is something that has quite a high value for your client, but is fairly easy for you to implement.

So, you could say something for example, “Guess what, why do we not do the business analysis that is a one day workshop we do that for free?” And that is equivalent to a 5% price reduction. So, the customer does not probably expect this for you if you invest that they are not and if it is not paid might not be a big issue for you.

And by that you put the customer under a certain kind of pressure, or you increase the inclination to sign. So, why does that work? It actually shows that you really want to have the business. And the customer might feel flattered because you know you are doing so much to you know get that deal.

Number three, the last closing technique that I would like to present to you is the so called logic close. So, here you say, “Listen, you have mentioned these five criteria, here are the features that match these criteria that you have mentioned in order to buy. And these are the advantages and these are the values of these features. So, as we have all that can we sign them?”

So, that actually conveys thoroughness and thoroughness hangs together with reliability. So, here again, that will probably or that can push your customer a little bit closer to signing the deal with you. So, it is a moment of truth, the moment when you ask for the deal and you use a bridge to go from the previous conversation to the closing question.

And today we have presented three examples of closing techniques to three item close what was the second one? The bonus close and the number three the logic close, try them and leave a comment underneath this video. If you do not want to miss any of my blog entries, feel free to subscribe by giving me your name and email address in the form on this page.

Thank you very much.