Confidence, Courage, and Closing Skills

There are several types of closes.  Today, we’re going to focus on 2 of the most common. Mastering the use of these two will allow you to book more appointments and close more sales.

1. Trial Close.
2. Alternative Close.

Trial Close - What is it?

The trial close is the salesperson's MVT.(most valuable tool)  It's like a thermometer or blood pressure cuff – it's a critical diagnostic tool used to assess a situation…or better yet, assess how our prospect feels about the product or service we are selling. A Trial Close is a 'closing technique' to test or determine whether our prospect or client is ready to make a buying decision. Trial closes are questions designed to get the customer in the habit of saying yes before you ask your final closing question. What happens most of the time is we do all the talking and leave them out of the conversation, not knowing what’s on their minds, not getting any diagnostics to work with and then all of a sudden ask for them to make a decision - Allow them to go through a decision or buying process in their minds - while leading them to yes!

How should I use it?

Use it during your presentation or after you have made a strong selling point. I found using it during a listing or buyer presentation to be a huge help in closing the sale. I refer to this as “getting to yes”.

Set up – you’re on a listing presentation – you’re going over the various things you do to market the home – you mention something like…here’s something else I do…I am going to _________(hire a professional photographer to take pictures, so your home makes the very best impression possible) – you notice they seller nodding their head – positively responding – this is where you throw in a trial close.  You’d say – it seems you like that idea? The say YES – So should I note that’s something you’d want me to do should you list with me? They say YES. On this one point in your presentation, they say yes to you two times. An embedded command is a Neuro-Linguistic Programming (NLP) technique for "planting" a thought within the mind of another person beneath the person’s conscious awareness.The purpose of using embedded commands is to move your target’s mind in the direction you want it to go without seeming to be intruding, ordering or demanding in any way.

When you ask the trial close - be subtle and nod your head up and down too. Body language is 55% of communication. Whenever possible, layer this throughout your presentation 5-7 times, time it with a positive comment, body language - ex.a smile or when you notice them nodding yes with you. When prospect/client says yes multiple times during the presentation, it reduces resistance for a ye at the final close.

Alternative Close

What is it?

The Alternate of Choice close is a question with two possible answers — either answer is an agreement and gets you the desired outcome. The key is to give two solutions that both lead toward the sale. By giving two choices, one or the other is usually chosen. This is much better than what happens when you give one choice, and the only other option can be a “no.”

The Alternate of Choice can also be the simplest close you will ever use. It’s also so easy to forget to do it - I hear agents often saying things like “when would be good for you?” or I am open most of the day on Tuesday, when did you want to meet?” Often, this is our way of being “polite” and “customer service” oriented. However, it sends a message that we’re not busy and lacks professionalism. If you ever wonder why people think they can call you, and you’re able to meet them without any notice? This is why. People want to do business with people doing business. Imagine if we called our doctor, lawyer or CPA and they said “I am open most of the day on Tuesday, when did you want to meet?” It is safe to assume most of us would hang the phone up and have some doubts about their professionalism, and/or level of competence.

When should I use it?

1. Alternate of Choice question is often used to get a date or time commitment to set up an appointment. However, can be used any time you are looking to get a client or prospect to make a choice between two things.

2. Example of an alternative close: ________, I can meet you (Tuesday) at 4:30 pm or would (Thursday) at 5:30 pm. Which would you prefer? Or, you’re on a listing appointment, and you could say... do you want me to have the for sale sign up early next week or by the end of this week?  You see the idea here, we’re simply giving an “alternate choice” and either way you win. It’s important to be casual and not sound “salesy” or “scripted”. Just ask like it’s the right thing to do.

3. Don’t talk once you asked the question – the first person to talk loses.