Closing Principles

By the time you’re ready to close you have met the prospect, their dog, learned about them, their dog and their situation, etc. You have built rapport, they like you, you like them and you want to sell them some Wonder Dog Training.

There are a few key principles that are really important to the art of closing deals and if you don’t follow them, it could be time wasted and lead to missed deals.

DOn’t Linger In The Close

If you have gotten all the way through the eval and you’re at the the point of the close, the worst thing you can do is linger. TIME KILLS ALL DEALS. If you ask the closing question “Do you see any reason you wouldn’t want to get signed up today?” and they say no and you just sit there, you allow time into the deal. Which can kill it and does. If you’re in front of a husband-wife couple and the wife says “No I don’t see any reason we wouldn’t go ahead and get signed up today.” and then you don’t jump immediately, what happens lots of time is she will look at him and say, “What about you, do you want to think about it?” and boom, you just inserted a LOT of time into your deal.

If you have people interested and they want to buy, CLOSE the deal. Do not delay. If you delay, you can lose out. We have seen it time and time again. If they are interested, pull the calendar out and start scheduling them right then and there.

Ask Lighthearted Questions, Not Abrupt Questions

There is a big difference between, “Do you want to buy the training?” and “Soooo… what do you think? Is there any reason you wouldn’t want to get signed up today?”

There is a big difference between “How do you want to pay?” and “Would you like to use your card or PayPal credit to finance today? Which works best for you?”

The idea with questions is to steer and guide people into making decisions that ultimately move them in the direction of purchasing. We want to use questions that are easy to answer and geared in a way that get them to make purchasing decisions.

What we don’t want to do is punch people in the face with abrupt questions that are easy to say “NO” to. So we craft our questions in such a way that they are easy to say “YES” to.

Make your questions lighter and more round-a-bout rather than direct and in their face.

When $$$ Is An Issue

From time to time we work with people who have problems affording our service. It happens. We offer a high end service that isn’t for everyone. Often though the people who can’t afford it would like to buy it. Your best friend is going to be steering people back to the finance route through PayPal when money concerns are brought up.

“Man, that’s a lot of money to leave the account.” … insert any other money objection out there… “I totally get it. One of the cool things about using PayPal, especially if you plan on having this paid off in six months is that it is same as cash. So if you don’t want to come out of pocket for the total, use PayPal Credit for the purchase. That way you keep all your cash on hand and then you just have to make the monthly payments.”