Using
the Sharp Angle Close
Sharp
angle closes
allow you to finalize the sales
process by answering a customer’s question
with a question. When used properly, it will enable the
customer to provide you with an answer that essentially leads
to the close.
Here is an example of how the sharp
angle close is used:
Customer: “Can you commit to us that
the shipment will arrive by the August factory shutdown?”
Sales Rep: “Do you want us to set
up the shipment?”
Do you see how
that works? If
the customer responds to that question in the affirmative (and,
in this case, you can meet the requirement) you can close
the sale. Here is how it would continue...
Customer: “Yes, I believe we would.”
Sales Rep: “Then we will be able to have it to you
by July 28th. In order to do so, let’s start drawing
up the paperwork.”
Now, if the
customer had responded with a negative
answer, this leaves the sales rep in a situation on being able
to find out where the
customer really stands. If you can meet
their requirement but they’re not ready
to buy, ask questions to find out what else is holding them
up.
Here are some additional examples:
Customer: “Can the laptops be shipped
with the CD-R/W drives installed?”
Sales Rep: “If we can include the CD-R/W
drives, do you want to place the order?”
OR
Customer: “Can you provide me a
customer reference in the financial industry from someone who
has used your consulting practice?”
Sales Rep: “If I can provide you a
financial reference,
will you be ready to sign a Statement of Work for the engagement?”
OR
Customer: “Does it come in titanium?”
Sales Rep: “If I can get it in titanium,
do you want to arrange for
delivery?”
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