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 Future Close

 

Disciplines > Sales > Closing techniques >  Future Close

Technique | How it works | See also

 

Technique

If they are not ready to close today, then close on a future date.

Perhaps they want to think it over. Ask how much time they need. Ask if they may be ready to buy then. After thinking about this, they may be ready to close now. If not, do a Calendar Close so you can meet up next time.

Examples

How much time do you need to think about it? ... As you consider having thought about it now, what do you think?

When you have thought about it, do you think you may be ready to buy?

When we meet next week, will you have thought it through then?

 

How it works

The Future Close works by getting them to think in the present about the future, hence bringing the future to now so they can 'compress time' and possibly close now.

See also

Calendar Close

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

 

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