USING THE 9 SECOND CLOSING FORMULAE TO START THE CLOSING PROCESS.
USING THE BENEFIT SUMMARY.
“Mr. Customer, which delivery date would be best for you, the 15th or the 30th?”
4 seconds.
Even if the customer objects now he will have to give you a response to your question. This will allow you to handle the response, if it is presented as an objection, and continue closing.
The customer knows that they are going to buy because they know that they are dealing with a professional who knows how to close.
“The 15th would be too soon”. ? ? ? ? ? ? ? ? ? ? ? ? ? ? ? ? ? ? ? ? ? ? ? ? ? ? ? ? ? ? ? ? ? ? ? ? ? ? ? ? ? ? ? ? ? ??
2 seconds.
“So then the 30th would be best wouldn’t it?” ? ? ? ? ? ? ? ? ? ? ? ? ? ? ? ? ? ? ? ? ? ? ? ? ? ? ? ? ? ? ? ? ??
2.5 seconds.
“Yes”??????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????? 0.5 seconds.
Time it yourself and you’ll see it takes 9 seconds!
Objection:
“But I’m not sure I’ve got space for the full order”.
Solution:
“All right Mr. Customer, I’ll tell you what we’ll do (Positive expectancy talk), we’ll deliver half the order on the 30th and you can phone us when you are ready to take the balance and we’ll deliver it then, now that solves the problem doesn’t it”. “Yes”
- Now fill out the order. You’ve worked for it, it’s there, – TAKE IT!
- You never get a second chance at that emotional point where the customer is ready to be closed.
