Kevin Boyle

The Advanced Choice Close

The Advanced Choice Close works the same as a choice close but it takes the technique one step further. If you haven’t read my blog article on the Choice Close, please go here and read it first to get the basics down.

The Advanced Choice Close basically offers a contrast between 2 to 3 different options. After having properly qualified your prospect (finding out their budget, what thier “desired results” are, when they want to move forward, etc…) now is the time for you to offer customized solutions that speak to your prospects or customers wants and needs directly.

So for instance.

If I am speaking to someone about my coaching programs I can offer them my Advanced Coaching Package (21 Days to Sales and Business Mastery: Getting Your Foot in the Door) Coaching System for $500.00) first; then, my most popular option (my “Getting Your Foot in the Door”) Workbook for $145.00); and lastly, the basic option (my book on Sales Mastery for $20.00).

First, I offer my 21 Days to Sales and Business Mastery; Getting Your Foot in the Door Coaching System for people who are either seriously “stuck” (they’re lacking clarity on what they need to do) and/or just don’t have the tools and the strategies to move their business forward or if they are an ”achiever”, a top producer. Achievers devour everything, they are the students of personal development and they are serious about learning new and innovative skill sets for taking their sales and business to the next level and staying there.

Secondly if they are just “blocked” and need a little “bump” in the right direction I offer them my most popular package. ie: “Mr. or Mrs. Prospect this is most my most popular package and it represents the best value if you want to (parrot back what your prospect or customer has told is their primary reasons for buying), for example: improve your cold calling and prospecting results and drive more people to your web site.

Finally, I offer them my book “The Secrets to Sales Mastery” which not only teaches sales mastery but it teaches The Five Sales for EVERY Customer (Relationship Selling strategies and techniques). $19.95 is something everyone who wants to improve their sales performance or build their business can afford.

But here’s the “secret”, my book is very good.

I put my heart and soul and everything I have into that book to deliver a superior product. Why? Because if you take the time to read my book it’s a low cost entry point for you to experience my expertise. Therefore making it easier for you to trust me and look to me for more help in the future. You and I now have a relationship. One I take very seriously.

As in the Choice Close doing business this way empowers your customers, it lets them choose the best option for them.

When you give your customers several different price points you would be surprised how many will come back to buy additional services from you. TRUST is something you need to earn over a certain amount of time. When you lay the foundation with “relationship selling and marketing techniques” you create an environment for trust to grow.

This is why managing your customers experience with you is so critically important.

You not only need to deliver on your clients expectations, you need to find a way to exceed them!

You see, a customer’s value is just not in their purchase of a product or service from you, I want you to think BIGGER, your customers are the best advertising tool at your disposal. If you WOW your clients, they will wow you back with referrals.

If you are serious about growing your business or improving your sales results, stop thinking about selling products and services and start selling your commitment to fabulous relationships!

Kevin, please show me how I can master the ability to get my foot in the door and increase the amount of sales I am doing.

Kevin Boyle
Author / Public Speaker / Sales Trainer and Coach
“The Secrets to Sales Mastery”

ps – Did you enjoy this post? Do you have any tricks or tips on how you use the advanced choice close?

Please feel free to add your comments!

Other Blog Articles on Closing Techniques;

Would you like to learn the 5 steps to a successful close?

How to use the Take Away close

The Choice Close

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The Choice Close

Have you ever heard of the expression, “Like a kid in a candy store”. If you have ever been to a candy store with a child I can only tell you, it’s simply joyous to watch them race up and down the aisles, from display to display, face pressed up against the glass, eyes wide open, appetites bigger than their stomachs. So many choices… what to do???

As buyers we face the same dilemma, we think we want a lot of choices, but the problem is when we have too many choices it confuses us. You see with so many choices we become afraid to pick “just” one. There’s not only the fear of picking the wrong one, but there’s the fear if we commit to just one there may be something better out there for us (and no I’m not talking about dating, that’s another blog!) or in this case (selecting one particular kind of candy) that there is something else that will taste just as good or maybe even better!

So what do you do?

You use the choice close.

Why is the choice close so popular? It’s always a choice between yes and yes. No is not given as an option.

This strategy is extremely effective when you are trying to decide on something as simple as what movie to go see on the weekend. Would you rather go see The Dark Knight or Mammia Mia? It works great on children, would you prefer to wear this shirt or this one?

And of course in business it get’s even better as a tool. The trick is to ask your questions and qualify your customer so you have a thorough understanding of the best product or the service that is going to deliver the desired results that your client or prospect is looking for.

Then give your customer the choice, this gives your customer a sense of empowerment, “I have the power to choose what’s best for me.”

The choice close is also great way to transition to payment options, as in, “Would you like to put this on your Visa or MasterCard?” or it can be used as a very effective trial close, “What do you think would be better for you: the red one or the blue one?”

So in the future when you are getting “buying signals” let your customer choose what’s best for them, give them the two best options you have; buy or buy.

Do you need help closing more deals?

Then go here…

Kevin Boyle

Author / Public Speaker / Sales Trainer and Coach
“The Secrets to Sales Mastery”

ps – Did you enjoy this post? Do you have any tricks or tips on how you use the choice close”? Please feel free to add your comments!

Other Blog Articles on Closing Techniques;

Would you like to learn the 5 steps to a successful close?

If you enjoyed reading this article please let other people know about it by Digging It, Adding it to Delicious, Sharing on Facebook, Stumbling it or Tagging it on Technorati!

Thank you!

As a life long student of human behavior I learned a long time ago that we as salespeople need to “lay” the foundation for the sale to occur. If we do a good job of laying down that foundation, (by successfully using these five sales closing techniques) then all we really need to do is then just “ask for the sale”!

So where do we start?

1. Narrow people’s options to two choices.

Your job as a salesperson is to qualify your prospect so you have a clear sense of what it is your client wants or needs. After qualifying your prospect, start to narrow down the options to the two best choices. This gives your prospect a sense of empowerment, “I have the power to choose what’s best for me.” When people have too many options, it confuses them and then they worry about making the wrong decision; they are less likely to pick any of the choices you have presented to them, and it is easier for them to put off making a decision–I mean, there’s no rush, right? Wrong–that’s a good way to walk out without closing the deal.

No matter what you have seen or read on other sites – your best shot for “closing” someone is on your first or second visit. If you can’t close someone after your first or second visit Your chances of getting the sale decrease dramatically!

 
2. Give your prospect a reason to buy today.
 
In my mind, one of the biggest mistakes that most smaller organizations and companies are making is not giving their customers a reason to buy right now, thus missing out on a very powerful motivational tool. To get your prospects saying yes to the deal, run a special, a promo, or an offer with a specific date as a deadline. It is simply human nature to put off making a decision today that can be made tomorrow.

In fact, I’ll even go one step further: A company or sales manager who does not give its salespeople this powerful motivational tool is crippling its sales force. I have worked with many successful sales organizations, and the key difference I have found between them and the not-so-successful, struggling sales organizations is: successful ones are always running specials with deadlines.

As salespeople, we need to move fence sitters, and the most effective way to move people who are unwilling or can’t make a decision is to use the “take-away” close. Quite simply, the prospect needs to know: “If I don’t act now, I will miss out.”

3. Summarize and trial close.

Your prospect needs reassurance that you fully understand the nature of his/her problem and that you can provide a cost-effective solution. When I summarize, I parrot back to my client-to-be exactly what he/she has told me that he/she wants. One of two things will happen here: 1) We will have more consensus and understanding and it will open the door for me to ask outright for the sale; or 2) I will get an objection.

 
4. Use the “ART” approach for handling objections.
 
If your prospect has concerns, he or she needs to know that you have the knowledge and the expertise to successfully resolve any situation that may come up. The extremely effective tool that I utilize for this is called ART. Acknowledge: I’ve been there; Relate: I (and/or others) have felt the same as you, told in a mini story; Target: I’ve found this works better than that. Then you ask a question. For example:

ACKNOWLEDGE: “Bob, I can certainly understand how you feel about getting your money’s worth.

RELATE w/ mini story: Like you, I’ve attended seminars in the past and walked away quite disappointed, so I know what’s it’s like to spend money and not feel like you’re getting what you paid for. Why don’t you speak to these people (show them a list of names, their companies, their title and phone number). People who I have coached, who came to me with questions about how to build their business, and increase their sales and now their seeing real results because of my help.

TARGET: If you spoke to a few of these people would it take care of any of your concerns and allow you to make the decision to go ahead with your sales training or tell me Bob, is it something else?”

 
5. Use the “What” Question.

Sometimes people just aren’t comfortable being honest with you. They hide their objections behind vague responses or general statements. In my opinion, there’s nothing to lose and everything to gain by just saying, “Bob, I get the sense that there is still something bothering you. So let me ask you:

“What is it? Is it the price?” (It’s important when asking this, that you have listened carefully to the client and his/her concerns.)

“What is really concerning you?”

“Bob, I understand that you need a win on this, but I can’t give it away–so tell me, what would be a win for you?”
 
“What’s it going to take to put this thing together?”

At this point if you are not moving forward with your prospect, is there really a good reason not to put all your cards on the table?
As you can see the 5 steps to a successful close is really about laying the ground work for a successful sale to occur. I know how I help people. I know how I have had impact on my clients and their business. I have their phone numbers and contact information with me at all times, and I have their permission to use their names as referrals.

This knowledge gives me the confidence to sit down in front of anyone and tell them with complete confidence that I can help them improve thier sales and build their business.

This in turn gives them the confidence to use me.

Kevin Boyle
Author / Public Speaker / Sales Trainer and Coach
“The Secrets to Sales Mastery”

ps – Did you enjoy this post? Do you have any tricks or tips on how to close using any of the techniques I explained in the five sales closing techniques? Please feel free to add your comments!

Other Blog Articles on Sales Techniques;

The Choice Close (like a kid in a candy store!)

Cold Calling, does it work? You bet it does!

If you enjoyed reading this article please let other people know about it by Digging It, Adding it to Delicious, Sharing on Facebook, Stumbling it or Tagging it on Technorati!

Thank you!