Motivational Minute – The Art of the Close
“The Art Of The Close”
If you have ever had to experience closing someone, you’ll know that it truly is an art. Regardless if you are speaking, getting them to buy a care plan, or at a simple screening, the more you work it, the more you realize that there is a formula. Let me share with you a few gems that I’ve learned over the years that have made it easier for me to close people interested in my products.
Believe it or not, but people buy 4 things. Benefits, emotion, value and YOU! I make it a policy to take my time and gain affinity with my peeps. Find a commonality, give a compliment, or just listen and smile. By focusing on rapport building you instantly gain their trust and start on the first step of your relationship.
2. Socratic Questioning
By asking questions,it has been found in research that people are 3x more likely to buy from you, versus someone purging facts. A great closer has the ability to listen, then pose a question that turns their prospects towards the desired outcome.
This is best exemplified by using a technology that can visually demonstrates areas to improve for the individual. We can all agree that it’s easier to make recommendations with x-rays, or thermal scans of the nerve stress or abnormal posture. Without it you really don’t have a baseline to work from.
I love testimonials. And working with a tons of testimonials can make or break a deal. It worked for them…it will work for you! Use them in your presentations, around your clinic or in your talk. People love stories and this is paramount to helping close any sale. A client of mine named Al, uses testimonials in 80% of his lectures and collects over 60 new patients a month from these specialty workshops alone!
5. Objection Management
When customers are creating objections, they’re really just asking you for a solution. My favorite words for managing objections are “If” and “Would”.
“If we could find a program that fits your budget, would you want the care?”
“If I could find a time where both you and your spouse could attend a report of findings, would that work for you?”
I think you get the general idea. Try these fast and simple tools in your next close and pop me an email. I’d love to hear your success.
Until next time,
Keep practicing with passion,
Chiropractic Masters International
Coaching Director for Creating Wellness