Lets Just Make It Friday

Every seller has been afflicted by the buyer who neither says yes nor offers an objection.

He is the fence-sitter, the person who seems almost biologically unable to arrive at a decision, no matter how much prompting you do.

So, how can you get a sale if he wont at least give you an affirmative grunt?

Its tough, unless you come to the situation armed with a very special type of close.

A close is a stylized way of producing agreement to your proposal. In recent articles, I mentioned two favorites: (1) The assumptive check-back or tie-down close; and (2) The choice close.

By way of review, the first one says: So, lets move forward and I know youll be pleased, Okay?

Designed to get a quick Okay in return, this is a real winner, I can tell you from extensive experience.

The choice close offers, you guessed it, the option of one thing or another: That Porsche is great in the red; or would you prefer the blue?

Youre stacking the deck here, offering a choice between yes and yes.

But there are those souls who wont take the bait whether you try to tie them down or offer a choice.

This is where the Power-Assumptive close enters the picture. If they wont decide, then as the seller, you must do it for them.

Lets say youre setting an appointment and you offer a choice close such as this one: The calendar indicates a good time to stop by and say hello will be Tuesday at 2, or will Wednesday work out better for you?

They say, Un, no those wont work, without offering a third option.

You need to step up and say: Lets just make it Friday.

And by all means DONT check back with an Okay?

Theyve proven themselves to be fence-sitters so they wont budge from that one, we know this.

Just continue to confirm their address, And I show you at 123 Peachtree in Atlanta, is that right?

Heres how it sounds, all put together: Lets just make it Friday, and I show you at 123 Peachtree, in Atlanta, is that right?

I know, it seems like you tied them down on the address, but the real persuasion came when you took charge and made the decision for them.

If they dont like it, believe me, theyll tell you, but then, at least you have them talking, giving you yet another opportunity to close!

Best-selling author of 12 books and more than 1,000 articles, Dr. Gary S. Goodman is considered "The Gold Standard" in negotiation, sales development, customer service, and telephone effectiveness. Top-rated as a speaker, seminar leader, and consultant, his clients extend across the globe and the organizational spectrum, from the Fortune 1000 to small businesses. He can be reached at: gary@customersatisfaction.com.

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