A Closing Technique -- That Works Every Time!

Article Date: August 14, 2006

It's obviously impossible to close a deal at every meeting, but I never leave a meeting without closing "something," otherwise the meeting is a waste of time.

My goal, therefore, is to always ask permission to follow up on a specific point from the discussion.  For example... "John, this has been very informative.  Do you mind if I send along a bit more information on the Emerging Markets Fund?"

The prospect will always say "yes," which opens the door to continuing and growing our dialogue and our relationship.  Plus, it begins a pattern of affirmations ("yes") that psychologists tell us is the path toward the ultimate sale!

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