Have you ever attended a seminar or read a book on the 150 ways to close a sale? While most of the techniques are fine, what you don't normally learn is exactly, and in what situations, you should use each technique - or when to STOP closing!
I am sure you have experienced situations where you have explained everything in detail; you know in your heart that it's exactly the right loan for them; that they will thank you forever; yet for some reason they just don't want to sign their names and commit to doing business with you.
According to Danielle Kennedy, in her book called "Seven-Figure Selling", the telltale sign that your "sale" is not going the way you want it to go - is the objections are all different! For example, your prospect says they can't afford it. They have to talk to their spouse (or family). They have to have time to think about the numbers. They have to leave to pick up the kids. In other words, if they give you multiple objections - you are not going to get anywhere with them. So quit selling and closing.
Trying to "defend" every objection can be fruitless - because what you have here is NOT a closing problem - but a TRUTH problem.
What would you say? Click here now to submit your answer.
According to Kennedy, use this "Stop Closing Dialogue" to get to the truth. Here's what to say:
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