5 Techniques to Help Close
As you build to the close, follow these guidelines and you can head off some of the road blocks to wrapping up that sale:
-Assume the client will consent. You're offering what you know to be a great product. So it should be relatively safe to assume that the customer would want it unless he or she says otherwise or expresses skepticism. You might close your discussion with the client by starting to fill out some paperwork. If the client doesn't stop you, the sale is made. The worst that can happen is the conversation continues for a little while until the client is more comfortable.
-Build up to it. Start by asking the client to make a small decision -- maybe what kind of folder he or she wants the paperwork put in or if they'd like to use a notepad -- to start the decision-making process along. Then, you can work up to larger decisions such as deductible amounts and ultimately buying the policy.
-Use a part to get to the whole. At the end of your discussion, ask the client a question that seems small but that would really determine whether he or she is buying the policy. For instance, you could ask whether the client wants to pay monthly or annually, or maybe if they'd like to add someone else onto a renter's policy.
-Use leading questions. When you finish a presentation, ask the client a question to test if he or she is ready to close the sale. Something like, “Do you think what I just describe is what you're looking for?” or “What do you think so far?”
-Refute the reasons for not buying. Before the client can give you reasons for not buying -- “I don't need it,” “I can't afford it,” “I think there might be something better” -- lay out your reasons why those things aren't true. You can use that as a good summation to leading up to starting to fill out the paperwork.