I was giving a training today and emphasizing the importance of directing the sale, assuming the deal, and leading the prospect through the close.
As I did, I reminded the team of closers of my very favorite closing phrase, and one that has literally made me millions of dollars in my career.
When you get to the reason to place the order now, or purchase your product or service, what’s important is not to ask if they agree, or if they have the budget, or anything like that.
What you do is end your close with, “Here’s what I recommend we do…” and then suggest the order.
If you want to take it even further, you can say, “Here’s what I recommend we do. Since we’ve got just five left right now, I’ll go ahead and ship them to you while we have them. That way, you’ll have them on hand when you need them. Where would you like me to ship these to?”
Do you see how I combined the, “Here’s what I recommend we do…” with a buying/assumptive question, “Where would you like me to ship these to?”
This is the ultimate way to assume the sale.
But let’s back up to that initial order phrase: “Here’s what I recommend we do…” There are many variations on this, like:
“Here’s what my best clients are doing right now…”
“My biggest clients are thinking ahead and they’re….and I recommend you do the same…where should I ship these to?”
“Smart companies are picking these up now, while they’re available, and not waiting until they go on back order. Here’s what I recommend you do…”
You see how this goes. The point is: if you want to dramatically increase your number of sales, then take the prospect all the way through the sale by leading them to the buy action.
It’s surprisingly effective and once you get in the habit of doing it, you’ll wonder why you never thought of it before!
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