I've got a great product. Do you want to buy it? No? No problem. But it's really great. Want to buy it? Not yet, huh. How about now? OK, I'll go away. The close is the hardest part of any sale. Salespeople all over the world do all kinds of tricks to avoid the dreaded close. After all, if they say, "No," then it's all over.
However, there is a trick. Not really a trick, a test. This only works face to face. Instead of just coming out and asking the question, "So, do you want to buy this?" You slip the question into a bigger sentence, so it's not like a question. Like this, "Now, Mr. Customer, I'm not sure if you're ready to buy this yet, but let me show you these fancy wheels." When you mention the, "buy this" part, take a close look at their facial expressions and body language.
If they smile, and open up a little bit, you're good to go. If they look like you just ran over their cat with a tractor, then you've got some more selling to do. The good news is that you can try this maybe once or twice before the actual close, so you can get a good feeling of how you're doing.
But what if you're selling online? How often should you close? Enough times, but not too much. If you only ask for the sale once, you're likely not going to get it. But if you put a huge flashing yellow "buy" button after every sentence, you're going to chase people away.
So how often should you close? Try at least twice. If you don't get enough sales, then try adding another closing paragraph, and another button. The good news is that with online sales, you can test everything. Just keep playing around with your buttons, and see which combination gives you the best results.
So how do you close? There are plenty of ways. One is to build up enormous value that your product has. Show examples of how much other people pay for similar products. Then show a price that is significantly less.
Or you can try a "take away" close. This is where you introduce some kind of scarcity. The product is only available for a certain amount of time. Or the price is only available for a certain amount of time.
A great way to close, and a very effective way, would be to combine the two build enormous value. Show how much other products cost. Demonstrate that your product is much better. Then shock them with an incredibly low price. But it's only available for a few more days, so they'd better buy now.
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