The Ask For It Close & Order Form Close
This week I would like to talk about two types of closing techniques that both require a great deal of confidence. They require not only confidence in yourself, but also confidence in the relationship that you have cultivated between you and your customer.
The first of those is the Ask-For-It-Close. The Ask-For-It-Close is fairly simple and straightforward. It involves asking for the sale or the order. The questions can be worded in different ways but the method itself is not complicated. Below are a couple of examples of questions that could be used:
- Shall we write up the order?
- It’s terrific isn’t it; let’s go ahead with your new ___________?
As we talked about before, the ask-for-it-close takes some confidence on your part but you have earned the right to ask for the sale.
The order-form close is also a close that requires some confidence on your part. The technique is simply pulling out an order-form and writing up the order. The customer may stop you and ask you, “What are you doing?” Your response is “I’m writing up the order, I assumed you wanted to get _______.” As we have discussed over and over, the more you can involve your customer the better, this is another way to accomplish that objective. The easiest way to begin is to start with the first line of the order form and go from there.
Almost all forms start with the name and address of your prospect. The easiest way to get your customer involved is asking them for their name. You may say something such as, “Can I get the exact spelling of your name?” Many times, they will just begin to help you fill out the form without even thinking about it. Every now and then, you may get some type of objection, but you will never know if you don’t try. Once you start to get the simple information; such as, name, address, and phone number the sale is done. All that is left to work out are the minor details.
Both the ask-for-it and the order-form close can be extremely effective if they are executed with confidence. The customer has come this far in the buying process and may only need a little push to actually make the purchase. These two closes provide that push but also allow the customer to make the final decision.
FINAO - Brad Huisken - President, IAS Training
