Research about and ideas on closing sales (From the excellent book The Perfect Close. The Secret to Closing Sales by James Muir).
One study showed that asking just one closing question raised the percentage of successful sales from 25% to 61%
Beyond the first attempt there is a negative correlation between closing frequency and sales call success (in complex sales)
Six closure techniques were researched: The Assumptive Close, Yes Set’s, Model/Example, Reciprocity, If-Then and impending event. The results showed that every single technique tested damaged the basis of trust.
So What does James recommend as a good approach? We can’t expect sales to close themselves!
Guide customers through advances and closing by asking:
Initial Question: “Does it make sense for us to X?” Follow-Up Question: “What is a good next step?”
Or the reverse:
Initial Question: “What’s a good next step?” Follow Up Question: “Does it make sense for us to X”.
Next we consider: Value, proposals and negotiation
NLP Sales Section Index
Recommended Sales Books
NLP Sales 1: Introduction
NLP Sales 2: Customers buying cycle
NLP Sales 3: Questions to identify your initial problem and value statements
NLP Sales 4: Getting appointments (framework script)
NLP Sales 5: Handling classic and specific objections when getting appointments
NLP Sales 6: Handling other objections when getting appointments
NLP Sales 7: Advancing the sale
NLP Sales 8: Closing
NLP Sales 9: Value, proposals and negotiation
NLP Sales 10: Implementation, case studies, referrals and testimonials
NLP Sales 11: New Media
NLP Sales 12: NLP approaches that make the difference.