Page 79 - Bristol 10 Steps 2-in-1

THE BEN FRANKLIN CLOSE
This Close is used when the Customer seems incapable of making a decision.
“Mr. Jones, I understand that sometimes it can be difficult to make a decision because sometimes you can get so much information that can actually confuse you.”
“In fact, when I’m in this type of situation, I use a method called the fact weighing scale approach. Here is how it works: First we draw a scale. On the left side we put reasons you feel it makes good sense to go ahead. On the right, reason you feel you are against it. When we are finished the decision will be weighed.”
“Let’s try it okay?” (Go for a minimum of 6 reason for buying) “Now, what are the weights against?” (Don’t help on the right side)
“Let’s see what we’ve got. On the left side, six heavy reasons for, on the right side, only two against. So the answer is obvious isn’t it? By the way, I know you will be happy that we took the time to do what you wanted to do, which was weigh the facts!”
THE PRICE VS. COST CLOSE
STEP 9 - CLOSING SEQUENCES
do and last longer, in the long run it doesn’t cost more but it actually cost less, doesn’t it?
Yes, many companies beat us on initial price, but no one beats us on cost. Now, that is what you really want, isn’t it?
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.
TRUST ME CLOSE
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 Bristol 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.
WHY NOT TRUST ME?
The following is a close you can use as you are packing up.....or seeming to leave.
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?
“Mr. Jones, many companies can beat us on price. But no one can beat us on cost.”Price is a one time thing. You are only interested in price once. That is fine when you first buy. Cost is something that goes on forever. Have you ever not paid enough for a product, and then have
the product not do what it was supposed to do.
If you don’t pay enough and the product doesn’t do what it was meant
to do, how much have you saved? Nothing. In fact worse than nothing, you actually wasted your money and ended up paying twice.
Doesn’t it make sense to
spend a little bit more initially and get the performance you really want? If a product does what it is meant to
Knowledge Is A Valuable Tool!
The sale is the natural conclusion to the successful completion of these ten steps.
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