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Take Away Close: You’re #1 on my list but since you turned me down I am going to work with John Smith now. Do you know him?
Most people view take away closes as “you can’t have it” BS. I do mine a little different. When a prospect says they are not interested, this sh!t works. Before you have the meeting, do your research. Find out your prospects competitor’s name. As soon as they say “no” simply tell them it’s a damn shame that you’re going to have to do this stuff for (insert competitor’s name).
Hey by the way: Hey by the way, this is what I do, if you like this and want more help with it I can help you but I want your business in exchange. What’s it gonna be?
Passively selling can be extremely effective if used correctly. This sale works best for when you are creating the bond and trust. When the small talk is gone and the offer needs to be made, this can be one of the most effective, yet easiest phrases to throw out.
If not you who? I understand you are not interested so who do you know that will be. I’m going to make an example out of someone. If it’s not you, who would you like to see me help?
Sometimes you get turned down. The prospect huffs their chest and just says “NO” Most people expect you to just take their NO and leave. But not you. You’re gonna thank them for their time and ask who they know that you can help. Most people will give you referrals just so you’ll not ask them for biz again. #winning.
Lead by Example: This is what worked for the last agent and I. If you would like those same results for you, cool. If not, I’ll be on my way. [results in advance.]
If you have the ability to show your stuff working for someone else, especially if that someone else is an authority figure in the market, you’ll land more deals, plain and simple. Lots of people just talk and make noise. If you come correct with real life examples of success, it’s going to make it harder to say “NO” .
You want it, don’t you: I closed3 deals from social media last month. Surely your friends want to do business with you right?
This gem includes one of the strongest elements of influence there is – social proof. Showing the prospect that other people similar to them have the results they want, will make a competitive person think they can do it too. That’s when you get ’em!
I know but: I know you’re loyal but do you want to grow your business or do you want to continue to feed theirs?
No matter what is said, it is all voided by what comes after the ‘but”.This is the close you go to when they tell you they already have a relationship with another vendor in place. If what you sell is better for them or their clients, why wouldn’t they want to push your stuff on the same terms?
What’s next? Absolutely I’d love to make that happen for you, what’s next?
Action words get deals closed. Nothing is worse than playing the “he who speaks first loses” game when you just made an offer. Instead, what I do is keep the momentum flowing by making the pitch then asking them to make a decision. Simple. Bold. Effective.
Will you commit to doing business with us today?
Why don't you give it/us a try?
What can we do to have you with us today?
Or What would it take to have the pleasure to serve your needs?
