The Perfect Sales Close (Well, almost perfect)

Truth be told. Nothings perfect. But there's a sales close that comes pretty close.

The "Perfect" Close method developed by James Muir is nearly always successful (in the 95% range), is zero pressure for you and your client, and involves just two questions It’s true. 

It doesn’t require that you change your personality or become someone you’re not, and it’s flexible enough to use on every kind of sale at every given stage.

It eliminates all of the stress and tension that some professionals feel when it comes to asking for commitments, and because it’s facilitative, it completely eliminates the negative connotation many people associate with sales.

It makes clients feel more educated, in control, and causes them to see you as a facilitator and consultant.

Here's how it works with the Perfect Close questions:

Initial Question to the customer/client/colleague: “Does it make sense for us to X so that Y?“

"John, does it make sense for us to schedule a meeting with your team so we can get their input on what would be most beneficial for them?”

Follow-Up Question: “[OK,] What is a good next step [then]?”

We are asking if the timing is right to do something. In fact, asking with those terms is a perfectly acceptable variation of the technique. "You know Bob, is the timing right for us to talk about scheduling a site visit for you and your team?"

They will expect these concessions regardless of when they close, whether it is in your desired time frame or not. Said another way, once you offer a concession, your client is expecting that concession regardless of all other factors.

Telegraphing a concession means giving that concession.
When a client answers “no “to question one, they are simply saying that the timing is not yet right for that step.

Example:
Salesperson: “Well Jeff, now that you’ve seen a full demonstration it’s pretty common to want to see it humming in a live environment at a client site. Does it make sense for us to talk about scheduling a site visit for you?

Potential client/customer: “No, I don’t think we need that yet.”

Salesperson: “Gotcha. Well, what do you think would make a good next step then?”
Softening statements like “gotcha” acknowledge that you heard them, that you understand them, and it sets up question two, “What is a good next step then?”

Variations of The Perfect Close

The Suggestion:

“Other clients or customers at this stage typically take X as the next step in their evaluation.” 

“At this stage others typically do X. Does it make sense to X? ”

The Fall Back:

Question One: “Does it makes sense to do X?“

Question Two: (if question one fails): “Clients at this stage typically do X. Does it make sense to do X?“

Question Three (if question two fails): “What’s a good next step then?”

The Add-On: once you achieve success with your ideal advance you continue on to suggest one of the additional alternate advances you have prepared.

Question One: “Does it makes sense to do X? 

“Question Two (after question one succeeds): 

“Clients/customers at this stage very often also do X. Does it make sense to do X?”

“Are there any other logical steps we should be taking right now?”

The Reverse Order

Question One: “What would you say is a good next step? “Question Two (if the client is stumped): “Does it make sense for us to X?”

A client-suggested advance does not necessarily mean it will be the best advance for them or for you. On the flip side, because the suggestion is theirs, the client will feel like they are more in control with this variation than any of the other variations

You and your prospect will get a lot of value from mapping all of the common steps at once.

End-of-quarter discounts are essentially trading margin for timing. Instead, offer the more abstract ‘Something Special.’

“Does it make sense for me to see if we can do Something Special for you if we can get everything wrapped up by the end of the quarter?”

Something Special is really just a standard "Perfect" Close question that reveals the client’s timing without telegraphing a concession.

Naturally, you adapt the time frame to suit your situation. Otherwise, I recommend you use it verbatim.

If the buyer says that it “IS possible to wrap things up “within your time frame, then you have a couple of options:

1. Ask what they would find most valuable. Not guaranteeing anything until you first talk with others inside your organization. 

2. Tell them you will go see what you can do and that you will report back. Then go discuss your options with your organization or supervisor.

Something Special accomplishes three important things: 1. It doesn’t telegraph any kind of concession or the size of that concession. 2. It reveals if the client/customer is able to do something within your suggested time frame. 3. It positions you as an advocate for the client. You are doing all this on their behalf.

The benefit of perfect close is that it accelerates the entire process and maintains the momentum of the sale. You will cover more steps in less time, and spend less time between steps.

Start practicing the "Perfect" Close on your next series of calla and watch your sales grow.

Super Dad Gum Duper Selling!

Peter C. Mclees, Sales Leadership Coach and Trainer
Smart Development
Email: petercmclees@gmail.com
Mobile: 323-854-1713

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