Since we’re talking now about your toughest customers, let’s do more with the person who says no, they wouldn’t do the no-brainer, the thing they’d have to be crazy not to do. First, you have some law of reciprocity on your side at this moment. That’s because, when people say no to you like that, they More...

If they say no, then what could possibly entice them to buy the book? Either they are crazy, or you have somehow missed the selling point that would move them. But what could it be? Could the entertainment value move them? Could it be showing off what they know? Could it be impressing their boss. Hmmm. More...

You could call this one the Tipping Point Test Close Revisited, because it is very similar. But it reflects the change in style that the Nailing Down Phase is all about. In this one, you go for a starker contrast, and try to push that tipping point over more directly. In this test close, you take More...

What happens next? In our previous progressive test close example, you add some detail and make a special offer to her. If she says no, she’ll feel obliged to give you some information about that. Maybe she is going to move into negotiating with you. Maybe she wants to explore another option, since you put More...

Let’s construct one that is more of a test close. That previous example was really tentative. Really, it was more for data gathering and commitment building than test closing. “If we were able to provide the high-end gift certificates and a package of home spa items for each staff person to create more excitement about More...

Let’s make this test close a little more sophisticated this time. “If you were to get some kind of package of extras like this for your employees, would you be thinking about it just for your management staff?” Look at the improvements. You took greater care to avoid setting off commitment alarm bells. You only said, More...

What do you do with prospects that seem to be bogged down. Things seem to be stuck and you’re running out of ideas. The progressive test close comes to the rescue. They tend to be vague, otherwise you’d probably be handling an objection. This close is an “if/would” question. “If this happened, would you do that.” More...

For nailing with a close, this one might just be your best buddy. You will ask an opinion-getting question. Your goal is to get a small concession and identity shift. You start the opinion close with a question about their opinion. You make it kind of soft and non-committal for starters. Start with these magic words: More...

With these test closes for nailing down the sale, you will be working a little more directly to tip the balance. In fact, I’m not sure I should put it that way. Maybe more like carry the ball into the end zone, because these are more direct; more of a do or die approach. These More...

Finally, we have arrived at the last phase before the close. The Nailing Down Phase is about the final moves to ensure that you are ready to close. But why wouldn’t the Agreement Phase do that? Didn’t we do the ultimate close to get the last little nuance of objection out of the customer? What More...