Page 76 - Oxford 10 Step Manual

STEP 9 -
CLOSING SEQUENCES
Learn a system of closing that you can use just about every time. As you become more experienced, you can add any technique that works for you.
WHAT FOLLOWS IS A SERIES OF CLOSES IF THE CUSTOMER CONTINUES TO OBJECT. LEARN THEM, MEMORIZE THEM, USE THEM!
COFFEE AND DONUT COST
If you can give up the cost of coffee and donut a day, here’s what you get!
Ten employees come to work and stay at your house. They are your new Oxford windows. They don’t borrow your car and they don’t use your credit cards. All they do is....
• Save you money on your energy bills!
• Make window cleaning easier!
• Eliminate the painting and puttying and repairing
of your old windows.
• Increase your family’s security.
• They look nice! You’ll be proud!
• Finally, they increase the value of your property!
All for the cost of a cup of coffee and a donut a day!
LET’S GET THIS DONE! IT’S GOOD FOR YOU! __________________________________________
The following is a close for folks that just are having trouble coming to a decision.
REASON TO DECIDE
I understand, Mr. & Mrs. Prospect. I respect your recognizing this as an important decision for you.
We’ve spent a lot of time together tonight and a couple of things are pretty clear.
You folks need new windows to help you save on energy costs.
You liked the Oxford window and I think you and I feel OK together.
Sooner or later you have to trust somebody to get this job done for you. _________________________________________
The following is a close you can use as you are packing up.....or seeming to leave.
THE CRYSTAL BALL CLOSE
Well folks, I want to thank you for all the time you have given me tonight. I brought a lot of things into your home and it’ll take me a few minutes to gather them up.
In spite of all this stuff, the one thing I didn’t bring
in was a Crystal Ball. Since you folks need these windows and I know you liked them, it’ll take a Crystal Ball for me to figure out why we’re not getting this done at this terrific price!
What would it take to get this done?
THE “AS MUCH AS POSSIBLE” CLOSE
Customers: “That’s a lot of money.”
YOU: “Of course it is. Let me ask you a question. Isn’t it true that any manufacturer has a choice to make? He may produce a product to do as much as possible, or he may produce a product to get by with. Isn’t this the choice a manufacturer has?”
“Now why would he create a product designed to do as little as possible? You tell me. (Cheap) Now let me ask you, what do you want me to do for you? Would you like me to do as little as I can get away with or would you like me to do as much as possible?
Knowledge Is A Valuable Tool!
The sale is the natural conclusion to the successful completion of these ten steps.
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