Most reps blow the shut proper right here.
The presentation is finished. The prospect has watched it. After which the rep launches in with the improper query, the improper vitality, or no query in any respect.
There’s one query that elite closers ask after each presentation. One. And in case you’re not asking it, you might be leaving gross sales on the desk each single time.
Step One: Affirm Earlier than You Assume
Earlier than the rest, it’s essential to ask a easy query most reps skip completely.
“Did you get an opportunity to look at the presentation?”
Don’t assume they watched it. Don’t open with “What’d you want about it?” with out confirming they really noticed it.
This issues as a result of your subsequent transfer relies upon completely on their reply.
In the event that they did watch it, you progress ahead. In the event that they didn’t, you’ve a posture second.
Posture Test: In the event that they didn’t watch it, don’t disgrace them, bug them, or beg. Say this as a substitute: “No downside. I’ve a number of those who did watch the presentation. I simply must prioritize my time. I can circle again with you within the subsequent week or so.” Then cease speaking. If they’ve any actual curiosity, they may cease you.
That’s shut mode, not chase mode. Massive distinction.
Step Two: Ask the One Query That Adjustments Every part
When you’ve confirmed they watched it, ask this, and solely this.
“What did you want greatest about what you noticed?”
Not “What did you suppose?” Not “Did you’ve any questions?” Not “Have been you ?”
What did you want greatest. That precise phrasing. That precise order.
Right here is why it really works: you don’t want a laundry listing of their impressions. It’s worthwhile to establish the one most necessary factor they responded to. That one factor turns into your angle. That one factor is what you construct all the shut round.
Posture Test: “In case you hone in on the primary factor somebody likes, your possibilities of promoting are approach larger. Mix that with increasing their downside and also you’re going to shut extra gross sales than you possibly can think about.” Ray Higdon
And right here is one thing most reps don’t notice: it doesn’t matter in the event that they favored the presentation or not.
Ray recruited a whole lot of people that mentioned they didn’t just like the presentation. Why? As a result of if somebody watched it, they have been searching for one thing. No person randomly watches a chance or product presentation. They’re making an attempt to unravel an issue or attain one thing. That’s your opening.
Step Three: Develop the Downside, Then Develop the Resolution
When a prospect offers you their “greatest” reply, whether or not optimistic or skeptical, your job is to dig deeper.
Don’t begin pitching. Don’t instantly soar to options, comp plans, or product advantages.
Ask questions like:
- “Why is that necessary to you proper now?”
- “Have you ever tried to unravel that earlier than? What occurred?”
- “Is that downside elective, or is it one thing you actually need to unravel?”
- “In case you don’t do that, how will you resolve it?”
That final query is intentionally unfair. They in all probability would not have a solution. That’s the level. It shines a light-weight in your answer as a result of you’ve already expanded the issue of their thoughts.
Posture Test: The beginner all the time expands the answer first. Floor flooring, AI-driven, debt-free, Netflix of this. No person cares about any of that except it connects to an issue they’ve already acknowledged. Develop the issue first. At all times.
As soon as the issue feels actual and pressing to them, then you definitely broaden the answer. And the shut turns into pure, not pressured.
The Shut: A Assertion, Not a Query
When you’ve collected sufficient information, when the tank feels full, don’t ask in the event that they wish to be a part of.
Say this as a substitute.
“Sounds to me such as you’re prepared to hitch.”
Interval. Not a query. A press release.
In the event that they object or hesitate, reply with: “It’s simply that when somebody says precisely what you simply mentioned, they sometimes transfer ahead. Do you’ve a query or one thing?”
That prime-tone confusion query creates a pause that always resolves itself. Once they say sure, don’t inform them to test their e mail. Don’t ship a hyperlink and wait. Stroll them by way of the signup course of in actual time, step-by-step, button by button.
The second confusion enters the method, momentum dies. Keep on the decision. Get them signed up.
There isn’t a secret method right here. The rep who wins is the one who asks higher questions, stays in posture when the prospect hesitates, and leads the dialog from the primary follow-up all over enrollment.
Wish to go deeper on scripts, objections, and follow-up language? Ray’s full script e-book is offered at higdongroup.com/scripts.
And if you would like the total framework on posture, place, and shutting, the free 90-minute coaching is at Posture, Persuasion & Closing the Sale.
