Go Big Or Go Home
Go Big Or Go Home.
How to close when it counts.
One of my coaching clients mentioned yesterday that he was facing a dilemma. He knew that one of his prospects desperately needed his service but that the prospect was hesitant about working with him. My client said that he knew the prospect could afford his service but did not see the value. He asked me if I had any suggestions.
I suggested that he use “The Can’t Miss Close” to win his prospect over. He didn’t know exactly what this close was, but he agreed that it sounded like it was exactly what he needed. As I explained to him, The Can’t Miss Close is used when you have a lot riding on the outcome of the sale. You wouldn’t use it to sell a newspaper or a book. It works best when used sparingly and on big ticket items.
This close was developed to help convince undecided prospects of the value of the service. In order for it to work, it requires you to involve three of your clients who can act as raving fans for the same service when speaking to your prospect. Obviously, you wouldn’t tie up the time of three of your customers to sell a box of nails or a dozen donuts but you might use it if the prospect is interested in purchasing the same recreational vehicle, yacht, or coaching services.
The idea is to have enthusiastic customers talk directly to your prospect and tell him or her about the great experiences they’ve had from buying your product or service. The closer they are to having used what your prospect is considering, the more effective the close will be.
Naturally, there are a lot of nuances involved with this close but the bottom line is it works remarkably well — especially for closing undecided prospects who need a gentle nudge and a little bit of peace of mind in order to say, “Yes.”
“Closing in business is always opening relationships.” – John Di Lemme
(This excerpt is taken from my seminar entitled Anyone Can Sell VI: Mastering the ‘Can’t-Miss’ Close.) I encourage you to click here to register for my exclusive live Anyone Can Sell VI: Mastering the ‘Can’t-Miss’ Close seminar on Thursday, September 8, 2022 at the Comfort Suites in Manheim, PA from 9 AM to 12 noon Eastern Standard Time. This seminar will also be available through live streaming.
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