The Importance of Confirming

Let me give you a quick, easy to use, technique that will make your closes shorter and more effective. The technique is to confirm your answers to any buying question - or any objection - that you get. The importance of this came up for me while I was listening to a series of phone calls during which a sales rep was conducting a demo of a product. When the prospect asked the price, the rep gave it to him, but then he just kept talking to justify it! It went something like this: Prospect: "So how much does this cost?" Closer: "The price for set up in your location is just $700, and then the monthly fee is just $125 per month. Of course we do a lot for you for that set up fee. It takes our tech staff blah, blah, blah... And also, that monthly fee covers blah, blah, blah. In addition, we also blah, blah, blah... And another feature with this is blah, blah, blah, blah... " What happened on this call is that the closer, in his attempt to justify the price, actually introduced a question which turned into an objection and that led to this sale being stalled. And that's the big danger whenever you begin talking past the close. What the rep should have done is use a confirmation statement to see how the price fits for the prospect. Something like this: Prospect: "So how much does this cost?" Closer: "The price for set up in your location is just $700, and then the monthly fee is just $125 per month. Does that work within your budget?" If building more value was required, then he could have gone into a brief explanation of that, but after that, he would still have to confirm his answer (which he and most other closers rarely do). Beqj8tHO
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