Last Updated Sep 28, 2009 4:55 PM EDT
Of the moves below, which is the best?
- Technique #1: The Assumptive Close. Ask the customer to make a meaningless decision that assumes a decision has been made. Example: "Do you want that in hunter green or hunter orange?"
- Technique #2: The Flyfish Close. Promise something valuable then take it away if a decision isn't made now. Example: "We have a special offer - a 15 percent discount - but only if you decide to buy now."
- Technique #3: The Puppy-Dog Close. Let the customer try the product for free in the hopes the customer will fall in love with it. Example: "We'll give you the product free for your evaluation and only charge you if you don't return it."
- Technique #4: The Reverse Close. Ask a customer who's saying "no" a question intended to elicit a "no" that actually means "yes." Example: "Is there any reason that you wouldn't do business with our company?"
- Technique #5: The Gambit Close. Simply ask for the business... even though the customer might say "NO" or raise yet another objection. Example: "So, are we ready to move to the next step?"
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