The Hypothetical Sales Close
Summary
- I use a technique called the hypothetical close. It involves asking if a person would commit if their biggest issue wasn't an obstacle. This helps move the sale forward by addressing concerns indirectly.
- You can say, "What's the biggest issue you've got?" and then ask, "If that weren't an issue, would you do it?" This approach helps in getting agreement before revealing possible solutions.
- For example, if someone says, "I need more flexible dates," respond with, "If the dates were flexible, you'd be in, right?" Once they agree, provide the solution.
- Let them know you can accommodate their needs, like flexible dates. Confirm their commitment again by asking how they want to proceed, such as which card they would like to use.
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How To Take Action
I would suggest implementing the hypothetical close technique to boost your sales or influence decisions more effectively. Start by identifying the biggest issue your prospect or client is facing. This could be a common stumbling block that's preventing them from moving forward with your offer or service.
A good way to address this is by asking, "What's the biggest issue you've got?" Listen carefully to their response, and then respond with, "If that weren’t an issue, would you do it?" This helps in securing a commitment based on the resolution you might provide.
For instance, if someone is concerned about scheduling, you could say, "If the dates were flexible, you'd be in, right?" Once they say yes, it’s easier to present your solution and proceed with the commitment. You're essentially agreeing on a condition that, once resolved, leads directly to closing the deal.
Make sure to confirm their readiness by saying, "Great, we can accommodate that. How would you like to proceed today?" This approach not only addresses their concerns but also helps you guide them smoothly and confidently through the decision-making process.
Using this method is low-cost and doesn’t require much time, making it incredibly valuable for personal growth and business success. With practice, this technique becomes a natural part of your communication skills, helping you close gaps and make faster progress with your goals.
