Types of Closes

One of the things I always have loved about being in sles is we are in control of our income level. The harder we work, the more we make. And, the smarter we work the more money we make with less effort.
I came across personality recognition techniques in the early 80s and then physiognomy, facial recognition techniques in the late 90s.
These two processes helped me decrease my sales ratios by 50%. I was able to close twice as much business in the same amount of time and it was up to me to decide if I wanted to continue to work the 12 hour days and make twice as much or drop it to six hours occasioally. That is a nice challenge to have.
When you are looking at the close cycle, realize there are many types of closes.
The Invitation Close is asking them a question where they will reveal their actual positoin. “Do you want to make the payments on the first or second half of the month?”
The Assumptive Close (my favorite) is where you actually talk as though you are working together. “Do you want to put that on a credit card or a check?”
The Alternative or Preferential Close is giving them a choice such as “Do you want to work together on Tuesdays or Thursdays?” “Do you want the red or the blue model?”
The Secondary or Minor Point Close is giving them a choice between plan A or plan B or the biggest, medium or smallest choice.
It is an asset to understand body language. I have read many books on the topic and have found the concept invaluable.

The Invitation Close is asking them a question where they will reveal their actual positoin. “Do you want to make the payments on the first or second half of the month?” The Assumptive Close (my favorite) is where you actually talk as though you are working together. “Do you want to put that on a credit card or a check?” The Alternative or Preferential Close is giving them a choice such as “Do you want to work together on Tuesdays or Thursdays?” “Do you want the red or the blue model?” The Secondary or Minor Point Close is giving them a choice between plan A or plan B or the biggest, medium or smallest choice. It is an asset to understand body language. I have read many books on the topic and have found the concept invaluable.

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