Yes, this is a fun thing to say – but the meaning behind it is pretty important. This statement means two things to me:
1. It is the idea that you are closing small commitments from your opportunity along your sales process.
Opted in to your newsletter
They completed a survey
Agreed to a tour
It is the idea that at each step you are qualifying the opportunity even more, and moving towards closing the deal. These small victories along the way are setting you up for success to go for the big one!
2. It also embodies the mentality you should have when it comes to selling. BE AGGRESSIVE. You have to be moving towards the close and you have got to ask for it. You cannot be passive. “If you want to book our venue” “Get back to me when you can” EWWWWWW
There are different types of closing techniques. I use them at different times, depending on what that opportunity needs to hear to move forward. I have included the definitions below along with an example of each.
We have all heard this before – assume the sale right?
This technique involves using a phrase or language that assumes the close is a done deal. For example, you could close with, “When should I expect your signed agreement?” This is pretty aggressive. I use this when I know this deal is mine, so why mess around. Sometimes you might even get a laugh out of it.
Similar to the assumptive close, rather than asking directly, you ask them which option they prefer. For example, you could close with, “Did you want me to hold Saturday
the 21st or the 28th for you?” This is great when working with clients that are date flexible.
If you have done a solid job of establishing yourself as a trusted expert, a suggestion close is a good approach. You could close with, “Based on what you have told me about what you are looking for in a venue, we are a great fit. We match your guest count, budget and location. Can I send you over that agreement to hold your date?” You are restating that you are a match for them, you fit their needs.
You know this word, we have used it before! 🙂
Remember this when your strong objection techniques will come into good use.
Urgency closes should be used strategically, so you should know through your questions if they will work. I know my venue is $500 over their budget, so I can use that. I know they really wanted a photo booth, I can use that!
I can hold your date for 1 week, after that I will need your signed agreement and deposit.
If I receive your signed contract by Monday, I can give you that additional hour in our bridal suite that you were looking for – for free.
All of these offers need to have an expiration date attached