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 flawed query, the flawed vitality, or no query in any respect.
There’s one query that elite closers ask after each presentation. One. And in the event you’re not asking it, you might be leaving gross sales on the desk each single time.
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Step One: Affirm Earlier than You Assume
Earlier than anything, that you must ask a easy query most reps skip fully.
“Did you get an opportunity to observe 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 fully on their reply.
In the event that they did watch it, you progress ahead. In the event that they didn’t, you’ve gotten 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’ll cease you.
That’s shut mode, not chase mode. Huge distinction.
Step Two: Ask the One Query That Modifications The whole lot
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 gotten 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 checklist of their impressions. You have to determine the one most essential factor they responded to. That one factor turns into your angle. That one factor is what you construct your complete shut round.
Posture Test: “For those who hone in on the primary factor somebody likes, your possibilities of promoting are means larger. Mix that with increasing their downside and also you’re going to shut extra gross sales than you may think about.” Ray Higdon
And right here is one thing most reps don’t understand: it doesn’t matter in the event that they appreciated the presentation or not.
Ray recruited lots of of people that mentioned they didn’t just like the presentation. Why? As a result of if somebody watched it, they have been on the lookout for one thing. No person randomly watches a chance or product presentation. They’re attempting to resolve an issue or attain one thing. That’s your opening.
Step Three: Broaden the Drawback, Then Broaden the Answer
When a prospect provides you their “greatest” reply, whether or not constructive or skeptical, your job is to dig deeper.
Don’t begin pitching. Don’t instantly bounce to options, comp plans, or product advantages.
Ask questions like:
- “Why is that essential to you proper now?”
- “Have you ever tried to resolve that earlier than? What occurred?”
- “Is that downside non-compulsory, or is it one thing you really want to resolve?”
- “For those who don’t do that, how will you resolve it?”
That final query is intentionally unfair. They most likely wouldn’t have a solution. That’s the level. It shines a lightweight in your answer as a result of you’ve gotten already expanded the issue of their thoughts.
Posture Test: The newbie at all times 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. Broaden the issue first. At all times.
As soon as the issue feels actual and pressing to them, then you definately broaden the answer. And the shut turns into pure, not pressured.
The Shut: A Assertion, Not a Query
When you’ve gotten collected sufficient information, when the tank feels full, don’t ask in the event that they wish to be part of.
Say this as a substitute.
“Sounds to me such as you’re prepared to hitch.”
Interval. Not a query. An announcement.
In the event that they object or hesitate, reply with: “It’s simply that when somebody says precisely what you simply mentioned, they usually transfer ahead. Do you’ve gotten a query or one thing?”
That prime-tone confusion query creates a pause that usually resolves itself. Once they say sure, don’t inform them to examine their electronic mail. Don’t ship a hyperlink and wait. Stroll them via 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 any secret formulation 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 through enrollment.
Need to go deeper on scripts, objections, and follow-up language? Ray’s full script e-book is accessible at higdongroup.com/scripts.
And if you need the complete framework on posture, place, and shutting, the free 90-minute coaching is at Posture, Persuasion & Closing the Sale.