Closing skill workshops were all the rage a number of years ago. People wanted to make more money, so off they went to become a good closer.
Most of those closing skills won’t work today. Customers have changed, and what used to be effective now seems coercive or ridiculously obvious.
Stuff like:
- “The truth is…”
- “Trust me on this one.”
- “Off the record…”
- “Everybody uses it.”
- “That looks perfect on you.”
- “I think there is one left.”
- “Space is very limited.”
Yah, people really said (and still say) those things.
Now, don’t get me wrong. I want you to be a good closer and make more money.
But what I really want for you is to be a good opener.
A good opener connects with their prospect, is genuinely sincere and empathic, and clearly demonstrates you have their best interests in mind. A good opener spends more time on building rapport, finding the connection and uncovering the prospect’s wants and needs.
When you’re a good opener, your prospect often is ready to close themselves, and purchase before the end of the conversation.
Selling occurs throughout your relationship with the prospect, not just at the close. Research shows hard closes not only offend, but have lost their effectiveness.
Focus on how you open instead of how you close. You’ll find more prospects talk themselves into “YES” when you do.
Go forth and do great things,
Martha Hanlon and Chris Williams