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NightVision : This to me is a very important post. Not only is it applicable to PU but all so in other areas of social interaction.
Yesterday I did a brief outline on what was in the sales literature on handling objections. Today I am going to attempt to address closing (this is a much more difficult task). It is not an easy thing to write about. There are whole books out there on this stage of the sales process alone. Suffice to say that it is by far the most important. You can be perfect at the other 5 steps, but if you can not close, and ask for a call to action then you can not sell (or get a fuck).
In fact salesmen say that there are 2 types of people in sales: The salesman (who is better than simply an ordertaker; at least he can so some things on his own ... if he is good he can generate leads, meet and initiate conversation, elicit values, support the sale, handle objections, and attempt to close). The other type is The Closer (he is the man that can really deliver. He can sell, charm and hold the customer to the deal). Closing a sale is the most important skill a sales person (or PUA) needs. You can be charismatic, come up with the best leads, have incredible presentation skills, but if you can't close, you can't sell (or PU).
There are three steps to closing a sale and they are:
A. Recognising the Time to Close
B. Deciding on Your Closing Technique
C. Making the Closing Statement
In recognising the time to close you need to watch your customer. (Needless to say, Value needs to have been created first but some customers may know they need your product before you open your mouth. You can just walk up to the customer and close ... I have seen guys just walk up take a girl by the hand and lead her out of a bar without a word ... CLOSERS). You close too early (value has not been created or objections have not been overcome) you loose the sale. You close too late, the customer is out of their enthusiastic state, you will fall flat on your face again. Watch her state and see the opportunity. In fact the whole time you are with her you should be looking for that window of opportunity to close. Closing is the only reason you are even there.
Some relevant closing techniques from sales I will outline below, but there needs to be a technique. In the PU situation, I would use them for a #close, or a date close (i.e. getting her out of the bar, or the supermarket queue into a coffee shop or your home to see whatever it is that you say you want to show them). It is a call for action. I make the reservation that you should not use a verbal close to get her answering the question "Shall we go and fuck?". This defies chick logic. Just get her to your house. The closing statement needs to be smooth and delivered with confidence. This is not a time for Umms and Ahhs. Once you have decided on your technique, you are ready to make the closing statement. It is time to ask for the order (or number or to leave together). There are some considerations that you should understand so that your efforts to close will be successful:
* Stay in your normal discussion mode and tone. Don't telegraph what you are going to do by a change in posture or tone of voice.
* Remember that you are asking for the order but don't pressure for a sale. Move slowly but deliberately to the next step in the process, if there is one.
* Expect your close to fail if you have not provided the value needed by the prospect. Don't discount the failure, learn from it and do better next time.
* Ask questions if the close fails to determine what went wrong and see if you can salvage the situation (the more high pressure the close you use, the more you are going to have to work to retrieve the situation).
Okay, now for some of the techniques. See my post "Field report: A killer #close including overcoming BF objections" http://www.fastseduction.com/cgi-bin/search.cgi?action=retrieve&grp=1&mn=97026921569650 for a field report using many of these techniques. I know the close is far from perfect, but you can see my sales training shining through in it. It includes the yes ladder, an invitational close (crossed with the puppy dog, "try me, I am free"), fear factor close and pre-emptive objection strike (I'll be discrete). I reckon that I got the fuck largely on the strength of this close.
The main reason customers say "no" is a fear of making a decision. They say "no" even if they want to buy from you. So, when a customer says "no," you must re-sell by creating more value, or building up the required state and close again. In order to do this, you must have more than one close to use. Otherwise, they will leave and go fuck your competitor. Here are some:
The Power of Suggestion Close (called in NLP, time distortion) Help your customers to see themselves using your product. Speak to them as though they already owned it, and tie in a hot button benefit to its use: "When you use these vitamins and herbs, after only a few weeks you'll notice that you have more energy and that you feel healthier." or from in a pattern "Imagine us at the coffee shop laughing together and having a good time, and later you being at home feeling that you had a really good time and enjoyed yourself spending time with me over coffee. Now when you think about what I am saying, and all those feelings that I am talking about, doesn't it just make sense that we go and have coffee together now?"
The Direct Close. (high risk, she could say "no", then she owns that no, and you have to prove her wrong.) The obvious and most frequently used close is the direct approach of asking for the order. Once you are sure in your mind that you have done everything possible to overcome objections, and if you feel that you can fulfill the prospects need, go for it. "If we want to continue this conversation another time, I will need your phone number, here is my pen."
The Invitational Close. If you want it, you have to ask for it. Don't just wait for the customer to say, "I'll take it." They don't. Create the value, then invite them to do it. Say, "Why don't you give it a try? Go ahead and do it."
The Option Close. The more options you give someone, the better your chances to close."Our truck is in this area twice a week, do want delivery on Wednesday or Friday?" "Do you want this charged to your Visa or MasterCard?" "I'll be in your area on Tuesday and Wednesday evenings, which would be a better night for us to catch up and have coffee?" These choices require a commitment and "no" is not offered as an option.
The Yes Ladder Close (TokyoPUA calls this one the yes-set). The yes ladder close builds a chain of "yes's" to questions the salesperson asks to help lead the customer into saying yes to the sale. To put the customer in the habit of saying yes, ask questions you're sure will get affirmative answers. See that field report for an example.
The Puppy Dog Close (also called the Free Trial close) This close gets its name from the pet store closing technique of letting customers hold the animal they want to make it harder to resist, and even let them take it home for a week. This close lets your buyers see for themselves your product's quality. Make sure your customers hold, taste, feel, wear, try out your product, take it home for a week even and bond with it. Let the prospect use your product or service for a specified period of time with the understanding that you will pick up a signed order after the trial period.
The Fear-Factor Close. This is very powerful because you are playing on people's uncertainties, insecurities and fears. People want products and services which minimize their risks whether it is personal or property related. "This water purifier will protect you and your family from some of the deadliest forms of bacteria in the water." Hard to implement, but I did it with that $5 close in the field report.
The Readiness Close This close checks the client's "buying temperature." With it you can also find out if you are on the right path with your presentation or if you need to change course. The great thing about this close is that it doesn't end your presentation but instead tells you what direction to go.
A. "Does this make sense to you?"
B. "How do you feel about this so far?"
C. "Is this what you wanted?"
D. "Is this an improvement for you?"
Not sure how to implement this last one, and have been thinking about it because it is so LOW risk.
Any ideas? Comments / suggestions / applications / more closes are welcome.
P.S. There are guys out there in this group who obviously can not close (Ray is the perfect example ... his Foxhunting crap I have read, but his handling of objections only delays his need to close by dragging the thing out. He is scared as shit of this step in the process, the call for action, and works out complex strategies so that he feels like he is doing something, but it never leads to the close. Realise that you NEED to close, and it is the only reason you are even there).
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