The Invitational Close

The Invitational Close is simple, low-key, classy and powerful.nnYou use it at the end of a sales conversation to conclude the transaction. It is preceded by a Trial Close such as: "Mr. Prospect, do you have any questions or concerns that I haven’t covered up to now?" Or, "Mr. Prospect, does this make sense to you, so far?"nnProbe for Lingering ObjectionsnYou ask these questions to be doubly sure that the prospect has no final objections lurking in the back of his mind that would block the closing of the sales process. You then invite the customer to make a buying decision by saying, "If you like what I’ve shown you, why don’t you give it a try?"nnInvite the Customer to BuynInviting the customer to buy is very powerful. This is a gentle way of nudging the customer into taking action. "Why don’t you give it a try?" If you are selling services, you can ask, "Why don’t you give us a try?" If you want to be more bold and direct, you can simply ask, "Why don’t you take it?"nnChange Your WordingnOne of my seminar graduates doubled his sales by changing his words in the endgame of selling. After his sales presentation he would ask the prospect if he had any additional questions or concerns. If the prospect said "no," he would then ask, "Well, if you like it, why don’t you take it?"nnHe was amazed to find that many prospects could not think of a good reason not to go ahead with his offering immediately. Both his closing ratio and his income soared.nnAction ExercisesnHere is something you can do immediately to put these ideas into action.nnThe next time you complete your sales presentation, simply issue an invitation to the customer to make a decision. "Why don’t you give it a try?"nnYou may be surprised at your success.nnThe Art of Closing the Salenn