SalesEdge - Closure Part I

CLOSING
5 Worst Closing Techniques
by Inc.com’s Geoffrey James
2014 Curated by MindTickle - All rights reserved.

Technique #1: Assumptive Close
2014 Curated by MindTickle - All rights reserved. - Photo by David Douša

Assumptive Close
Deﬁnition: You ask the customer to make
a meaningless decision that assumes that
the full buying decision has been made.

Assumptive Close
Example: “Do you want that in the hunter
green or the hunter orange?”

Assumptive Close
Expected Outcome: The customer states a
preference and you ask him to sign on the
dotted line.

Assumptive Close
Actual Outcome: The customer looks at
you like you’re out of your mind and says:
“I didn’t say I was going to buy anything.”

Technique #2: Flyﬁsh Close
2014 Curated by MindTickle - All rights reserved. - Photo by Bakh World

Flyﬁsh Close
Deﬁnition: You promise something
valuable then take it away if a decision
isn’t made now.

Flyﬁsh Close
Example: “We have a special oﬀer – a 15
percent discount – but only if you decide
to buy now.”

Flyﬁsh Close
Expected Outcome: The customer says,
“Wow! I better buy now! Where do I sign!”

Flyﬁsh Close
Actual Outcome: The customer says:
“You must think I’m a complete idiot who
thinks he can’t get that discount, or a
better one, if I hold out for a while.”

Technique #3: Puppy-Dog Close
2014 Curated by MindTickle - All rights reserved. - Photo by Paolo Lottini

Puppy Dog Close
Deﬁnition: You let the customer try the
product for free in the hopes the customer
will fall in love with it.

Puppy Dog Close
Example: “We’ll give you the product free
for your evaluation and only charge you if
you don’t return it.”

Puppy Dog Close
Expected Outcome: The customer loves
the product and never thinks to return it.

Puppy Dog Close
Actual Outcome: The customer uses the
product for the trial period, returns it,
then gets your competitor to give them
another trial period, and so forth.

Technique #4: Reverse Close
2014 Curated by MindTickle - All rights reserved. - Photo by Stephanie

Reverse Close
Deﬁnition: You ask a customer who’s
saying “no” a question intended to elicit a
“no” that actually means “yes.”

Reverse Close
Example: “Is there any reason that you
wouldn’t do business with our company?”

Reverse Close
Expected Outcome: The customer says
“no” and you say “Great! Sign on the
bottom line.”

Reverse Close
Actual Outcome: The customer says
“yes!” and says that he’d never do
business with somebody who’d try such a
patently ridiculous ploy.

Yes Man Close
Deﬁnition: You ask a series of questions
that naturally elicit a “yes” answer,
building momentum to get the ﬁnal yes.

Yes Man Close
Example:
“Do you expect ﬁrst rate service?”
“Do you believe that you deserve the best?”
“Do you always try to ﬁnd the best value?”
“Are you going to take this opportunity to get the best
value and best service?”

Yes Man Close
Expected Outcome: The customer says
the ﬁnal “YES” and signs the contract.

Yes Man Close
Actual Outcome: The customer throws
you out of the oﬃce for wasting her time
with ridiculous leading questions.

SalesEdge - Closure Part I

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SalesEdge - Closure Part I