Before buying the product, the customer knows they need to decide on multiple factors and this might be holding them back to make the final purchase.
As a seller, you can make their decision process easier by asking questions on the minor points.
This particular closing technique will help you do just that so that you get your closure
MINOR POINT CLOSE
Assume that agreement on some minor point equals a close.
– “This model comes in grey, silver, and red”. When the customer chooses a color, I agree and assume the deal is closed. -“Red, okay red it is.”
– “This house has a balcony that faces the garden. The other house has a bedroom that overlooks the hills.”
Customer – “What a view! From here, we can see children playing.”
I – “Brilliant. How many kids do you have?”
Customer – “Two”.
I – “Lovely – “Would you like to do the paperwork in your ‘new’ home or would you like to do it in the conference room in the office below?”
What is your take on this closing technique?
Which closing technique has worked well for you so far?
Would love to hear from you.
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