An old closing technique and a favorite of mine is the "Door Knob" close. For some reason it isn't used by many sales personnel any more. I'm certain a few old-timers reading this will recognize it. But for the many different sales people I encounter throughout my daily activity, not one salesman has ever used it. And I mean never! Never has a salesperson even ASKED me the 'Door Knob" close.
It goes like this:
When I was in a home selling different types of financial products and all of my conventional attempts at closing weren't working, I'd "toss in the towel".
with a defeated look upon my face I would shuffle my papers and reports back into my brief case. Close it. Snap the latches shut. Mention I wish there were some way we could have done business together but apparently not this evening.
They won. I lost. They knew it. I still had one more close up my sleeve.... The dreaded last-ditch-one-more-time-without-their-knowledge closing technique!
As I reached the front entry and they were certain they had 'Beaten' me by not committing to anything. I would turn the door knob handle, as if I were getting ready to leave their life for good and ask,
"Mind if I ask you a favor???". The trap was set.
It's hard to refuse a favor to someone you just kicked the snot out of. So they would say, yeah sure.
"This is an important program for families to have and I feel like I've let you down because it didn't work out for us tonight. So other families will benefit when I meet with them, what did I do wrong or what was the real reason you didn't buy???"
When they'd tell me I'd say,
"Oh! That was it!?!?!? Here please let me explain...
Hey! You're heading out the door anyway! One last close won't kill - or - hurt you! What do you have to lose?
Some would purchase, some wouldn't! But the technique is deadly. Because I can reiterate how "important" the program is to families and insert a bit of a take away feeling to it. Then I've 'fallen on my sword' because I felt as if "I let them down" and no one wants to be let down, right? Play a bit on their sympathy.
The what did I do wrong is a plea for help and again people inherently want to help.
Asking what was the "real reason" you didn't buy is the ultimate direct way to smoke out an objection. Hopefully, it is one you can handle impromptu at the door.
The "Door Knob" close.
Can be used anywhere and at anytime.
Success and Regards... Mike
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