The Psychology of Selling: Increase Your Sales Faster and Easier Than You Ever Thought Possible pdfdrive com

Ask for an Answer. If the prospect says, “Well, I have to think it over,” you
can respond by saying, “Well, Mr. Prospect, I appreciate that, but you promised
you would tell me one way or the other if this applied to your situation or not.”
You then say, “And after what you’ve told me, it seems that this is ideal for
you at this time, unless there is something else that I don’t understand.”
This forces the prospect to give you a reason for hesitating or objecting. In
either case, this allows you to answer the objection and to go on selling. But
when a prospect ends with “I want to think it over,” there is nothing you can do.
You cannot continue selling unless you have an objection that you can answer.
By using this approach close, you force the prospect to give you an objection,
which you can probably handle.
You can use this approach close with virtually any product or service. When
you suggest that large numbers of customers have already bought this, and
continue to buy it, you build a high degree of positive expectancy right at the
beginning. You trigger the prospect’s curiosity. You get him to listen to you with
an open mind and to give you any reasons that might cause him to hesitate at the
end rather than putting you off with “Let me think it over.”

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The Demonstration Close
This is a powerful closing technique that you can use early in the sales
conversation. It often sets up the conditions necessary for you to make a sale at
the end of your presentation.
The demonstration close starts with a strong question aimed at the chief result
or benefit that the customer would enjoy when he buys your product, and
simultaneously qualifies the prospect.
When I was selling mutual funds, this method was very effective. I would
open with the question, “Mr. Prospect, if I could show you the best investment
available on the market today, are you in a position to invest five thousand
dollars right now?”