This closing process begins with a Conditional Commitment Question that asks what the
prospect will do if his or her Conditions of Satisfaction are met.
If you have not yet decided whether you want a new closing process,
or if you don’t have a clear picture of what it should look like,
then you may not be ready to answer this question right now (and it’s ok to leave it blank).
If this closing process meets your conditions of satisfaction, what will you do?
The description of this closing process is organized by Feature.
Each Feature is presented with a list of its Benefits and Detriments,
followed by a simple Closing Question.
Feature #1: This process requires a very thorough description of your product or service.
You become extremely clear about what it is that you are selling.
You will get more sales faster, because this will help your prospects decide whether to buy from you or not.
You may prefer to stay with your current understanding.
The description may not match what your prospect wants.
More difficult to create a “spin” that will make your prospect want what you are selling.
Close #1: Is this something you want?
Feature #2: Using this closing process is a way that you can “test drive” one part of High Probability Selling.
You will get a very good idea of whether High Probability Selling will work for you (or not),
without having to learn all of the HPS sales process.
It takes some effort to learn and use.
You may have to abandon some of your beliefs about selling.
why it works are not at all obvious.
If you need to understand it before you can try it,
then you might not be ready for a test drive. It doesn’t work for everyone, and it might not work for you.
Close #2: Is that acceptable?
Feature #3: You will ask the prospect for a Conditional Commitment at the beginning,
before you proceed with the details.
People who are prepared to make conditional commitments are people who are prepared to buy.
You will get very good at predicting which prospects are likely to buy, and which are not.
You can decide how much time you want to spend with prospects that are not likely to buy at this time.
You may have to give up on a prospect (disqualify them) before you want to.
This is not a perfect predictor of whether a prospect will buy from you,
just an estimate of the probability.
Some prospects will refuse to make a conditional commitment.
A small number will renege on their commitment.
Close #3: Does that work for you?
Feature #4: Defines and presents your product or service in terms of Features (immediate and concrete aspects),
Benefits (expected positive results), and Detriments (possible negative outcomes or anticipated objections).
Provides clarity and structure, for you and for your prospects.
If you normally sell on promised outcomes,
it may be difficult to tell the difference between Features and Benefits.
If you cannot come up with detriments, this process will not work for you.
Close #4: Does that work for you?
Feature #5: Provides total disclosure to your prospects.
This transparency will enhance the prospect’s trust in you.
If your employer requires you to use their story about what you are selling,
then this may not work for you.
You may feel that people will not buy from you when they know the whole truth.
Once you choose this approach, you really have to “walk the talk”
at every step.
Close #5: Is that acceptable?
Feature #6: An objective attitude about the facts of what you are selling.
You will get more sales from people who prefer to know the facts,
presented in a balanced, objective way.
If you sell to impulse buyers, or to people who would rather not know the details,
this probably won’t help you.
If you prefer to use your enthusiastic and positive attitude to get prospects to buy from you,
this may not work for you.
Close #6: Is this ok with you?
Feature #7: Reveals more Detriments than Benefits about your product or service.
Improves credibility and trust.
Makes it more likely that the prospect will buy from you,
instead of someone else.
You may believe that you will make fewer sales when you reveal more detriments.
It is harder to be persuasive when you reveal the negatives.
In some cases, a detriment can actually be a deal-killer.
Close #7: Does that work for you?
Feature #8: Asks the prospect to close on each individual Feature (with its benefits and detriments),
to make sure it meets the prospect's Conditions of Satisfaction.
You will close more sales when the prospect closes on each feature. The more features, the better.
You will find the deal-breakers much earlier in the process.
A very eager buyer may not want to take the time to go through every feature.
You might not be prepared to hear a prospect say “No” to one of the features.
Some prospects balk at making commitments, even small ones.
Close #8: Does that work for you?
Feature #9: Deals with potential objections by presenting
known Detriments before the prospect mentions them.
You will get very few objections from the prospect.
Increases sales by reducing the prospect’s fear about unknown negatives.
Reduces stress and conflict.
You may not know all of the detriments, especially at first.
Occasionally a prospect has a surprise objection.
You may believe that it is better to try to overcome objections than to acknowledge them.
You may think that you will “lose the sale”.
Close #9: Does that work for you?
Feature #10: Uses a collaborative strategy instead of a persuasive one.
Fosters “win-win” business transactions and relationships.
You may prefer a more persuasive approach.
You may think of selling as a game where you are competing against your prospects.
It doesn’t work well with prospects who cannot decide what they want.
This process is not designed to help you uncover your prospect’s hidden needs.
Close #10: Does that work for you?
Feature #11: Asks the prospect to create the close and consummate the sale.
Prospects are much less likely to cancel an order they helped create.
You may feel like you are not “in control” of the sale.
You may feel you are just an “order taker”.
Some prospects may do something unexpected.
Close #11: Does that work for you?
Feature #12: Works with the most popular selling systems.
You don’t have to learn a whole new selling system in order to try this.
Will not work with the more persuasive or manipulative selling systems.
Close #12: Does that work for you?
Feature #13: An easy to learn, structured process.
There is nothing to memorize when using a form that is filled out like this one.
When a structured process becomes a habit, you can become more skillful each time you use it.
A few people will be able to figure out how to do this just by studying our examples and by reading our book.
It may look too easy to take seriously.
You may prefer to wing-it, be creative and improvise.
It will probably be difficult for you to change the way you think about Features, Benefits, and Detriments.
Most people will need some form of training or coaching in order to do this successfully.
Close #13: Is this something you want?
Please use the same name and email address for all communications regarding this workshop.