A "Closing" Tactic Where The Prospect Does All Of The "Closing"

I came across a technique that I’ve been using for about 15+ years and it works like a charm!

Before I tell you all about it, I want to fess up and tell you that I’ve stolen this one from the book S.P.I.N. Selling.

The “N” in S.P.I.N. stands for Need-Payoff and its about to become your new best friend.

Here’s how the tactic works;

When you get to the point where you’ve done a thorough needs analysis, presented your solutions, and want to ask for the business, ask something like this;

“(Name of prospect), How do you see the ideas/solutions I’ve shared with you helping you with (list the challenges/opportunities they shared with you during the discovery stage)?”

Now shut up and let them answer!

If they answer in the affirmative, they’ve done all the “closing”. Congrats! It’s also THE most powerful “close”, because they opted in, versus YOU nudging them to buy.

If they answer in a way that shows they haven’t bought in, congrats again!

Why? Because you’ve just been given a wonderful gift.

An opportunity to ask more questions, clarify misunderstandings, provide additional “evidence” etc.

That’s it;

No need for cheesy, gimmicky “closes”;

Just a simple way to ask for the business!

We’ll be discussing several ways to expedite your deals in the fourth quarter during our How To Finish This Crazy Year STRONGER webinar this week.

Have you signed up yet?

Better hurry, registration is about to end.

Here’s what you’re about to miss;

How to generate 30 additional phone appointments by year end.
3 email tactics that will get you MORE responses and MORE appointments.
How to get an additional 3 days of prospecting on your calendar (BEFORE year end) WITHOUT working 1 extra minute!
How to pick up the pace BEFORE everyone starts with the “Call me back after he holidays” stall.
How to completely leverage the Fall/Holiday season to YOUR advantage.
5 ways you can use creativity to get a busy decision maker’s attention.
3 ways to expedite your deals.
What to do if you’ve been “ghosted”.
4 things you MUST do with your existing clients ASAP.
2 ways to TRIPLE your referrals. Referrals have this magical way of closing faster, no?
How to create a communication plan that will open new doors and help you close MORE deals.

When?

THIS THURSDAY, October 1st from 11:30 am to 1:00 pm EST.

Can’t make it? Sign up anyway and I’ll send you the webinar replay and hook you up with an accountability partner.

Here’s what you’ll get;

(1) 90 Minute Training Webinar

Webinar Replay If You Can’t Join Us Live Or You’d Like To Review Again

Personalized Feedback From Paul Castain Once You Hand In Your Assignment

Accountability Partner, So You Can Help Each Other Take ACTION After The Webinar

Email Access To Paul Castain To Answer Any Webinar Related Questions After The Training Session

How Much?

$99

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