The 1-2-3 Close

This is about listing 3 clear, concise and relevant points to help build on your contact. You should look to point out why the client should buy. The key here is the number:

• 3 words
• 3 points
• 3 bullets

As long as it is 3, then it can work.

By the way we just did a 1-2-3 Close with you (giving 3 points above) – it is that easy.

The Similarity Close

This approach is about telling a story about someone who is just like the prospect, who has similar issues. Explaining how they had the same problems (or “pain” points), and how you managed to provide a solution will make it much easier for the prospect to understand how you might help.

Telling a story is something we all learned to do at a very young age. This sales technique takes that skill and applies it to an email. You bring your prospect through a journey similar to their own to show that their challenges are solvable.

Here’s how:

• Don’t present, just talk about issues.
• Ask relevant questions rather than giving your opinion.
• Focus on the solution – not how you get on.
• Target decision makers not users.
• Focus on making people use the solution rather than people liking the solution.
• Don’t be busy.
• Close on buyer’s timeline, not sellers.
• Empower rather than convince.

The Emotional Close

People always buy using their emotions, even if this is subconscious and they think they are doing so intellectually.

Feelings are much more powerful than fact and figures, so one can play to those emotions, see how they react and adapt accordingly. Maybe find a recent achievement (in your prep stage) and then congratulate them on that achievement – it can only enhance your relationship, especially if it is sincere.

The Humour Close

In a world full of stress and hard work, humour can often break down barriers – as long as it is at the right time and not in bad taste. Be careful to not overdo it, but the right comment can go a long way to making that connection, which is so important to help close a sale.

TipRemember to think of your specific target audience before making a joke. Avoid anything offensive or inappropriate.

The Alternative Close

Life is complicated, so make the decision easy for them – give only two options. It is a great technique to get agreement, as well as selling.

This is a variation on an assumption Close where you simply act as if the sale is already made. You might say – “Do you want the blue one or the red one?” rather than “Do you want one?” – you are leading them subtly down the sales path.

The Empathy Close

Also known as the love Close, this is about really showing that you understand the prospect, you feel what they feel and understand their situation completely. Talk about yourself rather than them – in the sense that you are in it together – a shared experience with a shared goal.

The Testimonial Close

Reviews, recommendations and happy customers tend to lead to new customers. This builds on that premise. Instead of you boasting about your product, simply allow prospects to hear/see/speak with other happy customers who were once in their position.

This can be showing them written or video-based customer testimonials, through to providing them references to speak with in their own time and who will support what you have said independently.