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Disciplines > Sales > Closing techniques > Extra Information Close

Technique | How it works | See also

 

Technique

When they are prevaricating, give them some additional information that will help them decide now.

If they look uncertain, and you do not have extra convincers to hand,  you can ask them if they need more information.

Examples

I forgot to tell you that this model has additional flange brackets that offer double the safety of previous models.

This is the last one we have, by the way. There's been quite a run on them this week.

You look like you need more information -- What else do you need to know before you decide?

How it works

How much information a customer needs before they decide is very variable. It is easy to overload them and scare them off, so generally it is better in the first instance to err on the side of caution. This can leave them with not enough information and this is what you may see in their hesitation to close.

It may also be that in their rationalizing of your arguments and their needs, they may have reached a position where they need more information again to get to the finish line. In any case, your job is to find what they need and to give it to them so they have no reason not to buy.

See also

Association principle, Repetition principle

Books on Sales Closing

**** Tom Hopkins, Sales Closing for Dummies, For Dummies, 1998  **** Zig Ziglar, Zig Ziglar's Secrets of Closing the Sale, Berkley Publishing, 1985  *** Stephan Schiffman, Closing Techniques: (That Really Work!), Adams Media, 1999  **** Stephan Schiffman, Getting to 'Closed': A Proven Program to Accelerate the Sales Cycle and Increase Commissions, Dearborn Trade Publishing, 2002  *** Joe Girard, Robert L. Shook, Robert Casemore, How to Close Every Sale, Warner books, 2002 ** Gary Karass, Negotiate to close: How to make more successful deals, Fireside, 1987

Sales Books

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