Closing a Sale In a Day For Dummies

And even if the economy isn’t really all that bad, you’ll meet up with a Joe and Jennie Negative who firmly believe that the economy is bad in their little section of the world.

Involvement questions are usually a combination of discovery, leading, and closing questions all wrapped into one.

• Them: The Copier 2000 can certainly crank out the copies.
You: Can’t it though?
• Them: I’ll be so glad to never have to wash another dish by hand!
You: Can’t you just imagine?

• This new computer game is fun, isn’t it, once you get everything loaded.
• Because you’re planning on delivery by the middle of June, don’t you think that ordering now would be a good idea?
• Now that we’ve eliminated that concern, don’t you agree that we can move forward in the building ­process?

• A company’s reputation is important when choosing a firm to do business with, isn’t it?
• Your children will be pretty excited about all the fun times they’ll have on this new boat, won’t they?
• You’ll sleep better at night knowing that your property is protected by a top-notch security system, won’t you?
Inverted tie downs go at the beginning of sentences and can make your questions sound a little warmer. For example:
• Can’t you just picture yourself sitting by the fireplace on a cold winter’s night?
• Isn’t it about time you treated your family to the vacation of a lifetime?
• Shouldn’t you be offered the highest return by placing your securities in ABC Bank?

Aren’t they?
Don’t we?
Isn’t it?
Didn’t it?
Aren’t you?
Shouldn’t it?
Isn’t that right?
Wasn’t it?
Can’t you?
Wouldn’t it?
Haven’t they?
Won’t they?
Couldn’t it?

Aren’t they?
Don’t we?
Isn’t it?
Didn’t it?
Aren’t you?
Shouldn’t it?
Isn’t that right?
Wasn’t it?
Can’t you?
Wouldn’t it?
Haven’t they?
Won’t they?
Couldn’t it?
Hasn’t (s)he?
Won’t you?
Doesn’t it?
Don’t you agree?

Tie downs are questions that you put at the end of statements that call for agreement from the client. Most tie downs are forms of leading questions, which get the clients to elaborate on their thoughts about your statements. Remember, though, to mix up the different ways of wording tie downs so the prospective customer doesn’t suspect your technique.

When this happens, one of two things occurs: Either the customer takes a firm stand on his own principles or he melts into the woodwork and stops asking questions altogether. No matter which type of behavior he displays, at that point, you’ve killed the possibility of a close.

When your clients say they’re not sure about a product, you know that it’s time to fish for the details they aren’t sure about and answer their questions. Be sincerely concerned and ask your custo