It's Closing Time! part 2

Instincts.  The formal definition from Dictionary.com is   "A natural aptitude or gift."   "Natural, intuitive power."   My momma used to say about peoples instincts for singing...   "It ain't about being able to hit the high notes...it's knowing when to hit them...and when not to."   Momma knows best!   How are your closing instincts?   It is about knowing when to push, when to back off...when to give more details, when to get quiet...when to speak and when to listen.   After years of honing the craft, it begins to have a rhythm...a cadence.  Not that it is routine or "I have heard it all before" bravado...it is instincts.   Closing instincts is rooted in understanding human behavior and creating a "verbal resonance" that hits the chord just right and gives the prospect confidence to act.  When you develop it, and it can be developed through experience, instincts can help you close sales that others wouldn't have a chance to close.   Then you are in a special category.    Let's take a look at more closing techniques and you can see which ones feel "instinctual";   The Trial Close - "Go get your checkbook" would be considered a "hard close"...a trial close is more testing the waters...sticking your big toe in before you leap.  In a fluid sales process, you should be using Trial Closes continually, without being too obvious...right after "hello".   "Mr. Jones, I appreciate you letting me come and speak to you about your landscaping project.  How long have you been thinking of getting this work done?"   The trial close is not explicit, but implies that the prospect is ready.  It is subtle, or not so subtle, suggestions that they are in a position to take action on your proposal or product.   "I have my spray can handy, where would you want to biggest trees to go?  No worries, you can always change your mind later, but this gives us a better visual of the finished plan."    "I like the idea of crepe myrtles lining the driveway...it will give a stately appearance.  Do you envision the pink, white or lavender variety?"   Trial closes are good for capitalizing on affirmative buying statements made by the prospect.  It allows you to set the stage for the "real close" without appearing to "salesy".    The Lost Opportunity Close - Some people are truly mulling over an offer (See the "Take Time to Think Close from earlier)...and some people are just procrastinating an important decision.  Such as life insurance.  We all believe we have all the time in the world to decide. You have to show them otherwise;   "Mr. Jones, this particular policy issues based on last birthday age.  You are just 3 months from your next birthday.  Based on that age, your premium would increase by $10 a month, or $120 a year, or over the full term $2,400.  Additionally, the interest earned would have increased that amount to almost $7,500...of lost value.   What could you do today with $7,500?    That is the high cost of waiting, wouldn't you agree?  Let's take care of this important matter today and give you piece of mind...and $7,500."   There has to be something a stake to get them to move past procrastination and decision avoidance.  If your offer is truly time sensitive, like special pricing, make sure they understand the impact of indecision...another life insurance approach;   "Mrs. Smith, I have had clients who enjoyed great health, just like you do today, and could obtain the lowest rates.  An unexpected illness then put them in another heath category and their premiums increased dramatically.  Some were not able to get immediate coverage.  We never know when things might change...let's do this today while everything is favorable."   The Testimonial Close - I remember years ago when fitness guru Bill Phillips began his Body for Life contests.  It was the precursor to P90X and Insanity.  He offered $100k to the winner that had the best body transformation.   He had 100's of photos of people who did his program and drank his meal replacement shakes.  As I scanned the pictures, I naturally gravitated to those that looked like my "before", but also represented my ideal "after".  With this simple pictorial testimonial...I bought the program and food.   You can effectively use the Testimonial Close to create a higher level of credibility and create "referrals" from your satisfied clients.   "Mr.. Jones, I have many clients who were a little unsure, just like you, but after experiencing the product and my level of service they are so happy they are willing to act as a reference.  Why don't I arrange a call for you to speak to a couple of them?   Mrs. Smith, I have helped 100's of clients and many have given glowing testimonials...here are a few of them in my client "Hall of Fame" binder. (Referrals letters in a nice binder.)   You can also use third party testimonials but be sure they are believable, genuine articles.  People want to know that others have used your services and have been satisfied...that is why Amazon reviews are so powerful!   We will review a few more closing techniques over the next couple of days, but continue to develop your own...after all...   It's Closing Time!   Until tomorrow, I wish you Money, Power, Success!