July 2002 Track Selling Times Ask Roy
 Ask Roy
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(From May 2001 Track Selling Times)
Will Holmes of Denver asks:
"How much more effective can a salesperson become if he/she learns as many different closes as possible, such as the assumptive close, alternate choice close, Ben Franklin close, etc.?"
Roy's Answer:
"
While many of these closes have been successful in the past, I believe most are outdated. This is because buyers are much more knowledgeable than in the past - even the recent past. But more importantly, the relationship between salesperson and buyer is much different than it was 15-20 years ago when these closes were at their height. As a whole, buyers today are more skeptical of salespeople than they were in the past - and these outdated closes have contributed significantly to this discord. This is because they're often based on trickery and place unnecessary pressure on the prospect.
Proponents of these closes urge salespeople to spend all of their time learning the possible variations, yet turn a blind eye to thoroughly qualifying a prospect. Remember the easiest way to close a sale is to first ensure it's opened. You accomplish this with a thorough understanding of the sales process and the importance of qualification. Once you have this, I strongly recommend that you learn the Guaranteed Close that I've outlined in past newsletters. It's based solely on what the prospect has revealed as his needs and allows you to close the sale up to five times without high pressure, gimmicks or manipulation. (For more information on the Guaranteed Close, which include articles detailing its use and workshops where you can receive one-on-one coaching in its application, please contact our office.)
"
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