Today’s FAQ is kind of a compilation question. One of the things that we get most frequently is:

What is your single, best closing technique? Or what closing technique can I use to close more sales today rather than chasing people on down the road?

And I want to use this as an opportunity to really reframe for you exactly what closing is, and I will give you one of my favorite closing techniques. But think about what exactly is closing?

My favorite definition of closing is, closing is what I need to do when the rest of my influence and persuasion process didn’t hit every step along the way.

So think about if, if you have done a good job finding out what it is that your client really wants. If you have done a good job of understanding exactly how they see the world. If you have identified what is going to happen once that gap is closed. If you understand their personal persuasion process. If you have replayed the recommendation through the prism of the way that they look at the world, intertwined the enjoyment of all of their compelling emotional outcomes with the implementation of your recommendation. Then your presentation really should be a pretty irresistible presentation there shouldn’t have to be a lot of closing have to be done.

So my experience is the more work that you do upfront, the less work you are going to have to on the back. The less closing of slamming people down!

Because people will sometimes believe what we tell them but they will always accept without resistance the answers that they come to, the conclusions that they come to on their own.

So my favorite closing technique, if I know I have their sense of urgency where it needs to be, if I know that I have identified their compelling emotional outcomes. And if I have aimed my influence and persuasion gun on target is to simple ask them, is there anything else you need to hear before you go ahead with this recommendation?

I hope you find that helpful, we will see you on a future video!