From the course: Persuasive Selling
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This started with a handshake
- What's the best way to close is the question I get more than any other from salespeople, because it's the saleperson's ultimate goal. While there's much to learn during the course of the sale, most salespeople feel it's all for naught if they don't close the deal. If you've been in sales for any length of time, then undoubtedly, you've heard many of the closing techniques. There's the puppy dog close, which encourages you to get the prospect to use your product for a while so you fall in love with it, just like someone who takes a puppy into his or her home. The Ben Franklin close encourages you to list the positives and the negatives on a sheet of paper for the prospect. Assuming the positives outweigh the negatives, that's a good reason to buy. You may have heard of the sharp angle close, the porcupine, level with me, and many others. Forget all of it. Too often, closing techniques come across as just that…
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