The Greatest Closing Secret

By Claude Whitacre

As a Tri Star distributor & trainer for 12 years (until 5 yrs ago), the subject brought up at sales training the most was CLOSING. You know, that magic thing you say at the end of your demo that MAKES people buy. After studying selling technique for years, I had memorized, & could use, enough technique to close for 6 hours & never repeat myself. I'm not bragging. Anyone who can read a book could do the same. But I was obsessed with closing. Here is the secret I learned.

Here is a question you should answer before you read the rest of this article.

Think of something that you bought recently that was something you REALLY wanted. A car, a boat, a new plasma TV, whatever. Make sure it was expensive, & of great quality. Got it? Now answer this question. How many closes did it take for you to buy? 100? 25? I'm guessing that the answer is one or none.

Didn't the salesman use the Ben Franklin close? The Impending event close?

The Take Away close? What really grabbed you? I'll guess that it didn't take any of these. So what is a closing technique & why do we use them. My definition of closing is to get a commitment to buy without the desire to buy.

I used to spend an average of 3 hours in the home. 45 minutes on the demo & the rest of the time closing. I WORE the people into buying. At the end they were exhausted & so was I.

After a decade of hard closing ( & closing is hard, otherwise everyone would be good at it) I found the secret. Here it is. If you build enough desire for the product closing becomes absolutely automatic. If the prospect sees $1,200 in value & they like the machine, $599 is an automatic "yes".

We all know how to do that. Demonstrate conveniences ( by doing any demonstrating , at all, you set yourself in the top 50%) , show quality of materials, ease of use, durability, specificity( they have a dogthis gets dog hair) Qualifying as to the specific machine & benefits that they want. giving them a place to SIT DOWN, comparing your chosen machine to what they are familiar with. You get the idea.

Eventually, in the home, I didn't use more close, but less. The last several years I used one close & maybe answered one objection. then I knew they either bought or never would. Here was my secret close " Is that O.K.?" If they said "yes" my next thing I said was "Ohhh, alright."

Now in the store, I do the same thing. Ask yourself; What close would work on you, if you did not want the product? None. What closing technique is needed to get you to buy something you really want? None.

If you build enough Desire for your vac, & enough Value in your vac, They will say " I want it " faster than you can even remember how to use the " double back flip reverse close.


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