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The Directive Close By Brian Tracy


A popular method of closing is the Directive Close. This is sometimes called the Assumption Close, or the Post-Closing Technique.

It is one of the most powerful closing techniques used by top sales professionals in every industry. It is used to change the focus of the customer’s thinking away from the decision, “yes or no”, to the ownership and enjoyment of the product.

Keep the Initiative …
Its major virtue is that it allows you to keep the initiative, to maintain control of the selling process and to wrap it up at your own pace and speed. It is also very simple.

Ask for Lingering Objections …
At the end of the sales conversation, you ask a trial closing question like, “How does this sound to you so far?” If the prospect agrees that is sounds pretty good, you say, “Well then, Mr. Prospect, the next step is…”

Describe the Plan of Action …
You then go on to describe the plan of action, or what happens from this point forward. You get out your sales contract or order form and begin filling it in. You say something like, “The next step is that I get your authorization and a check and get it back to my company. We will be out in three days to begin the initial planning and we should have the entire process installed and working by the third week of next month.”

Keep On Going …
In this close, the customer can either say, “yes” and help you conclude the sale or he can ask any questions that he might still have. If for any reason the customer still objects, you answer the objection completely and then ask for the order again.

The Customer is Ready …
A customer at the end of the sales process is very much like a pot of water boiling on the stove. It is as hot as it is going to get. If you take it off the stove, it will begin to cool. If you leave it off the stove for a few days, it will be stone cold, as though it were never heated up at all.

If you do not ask for the order at the end of the sales process, whether it is one call or several calls, you run the risk of the customer cooling down, changing his mind and even forgetting why it was that he was so eager to make the purchase in the first place.

Action Exercises:

Here is something you can do immediately to put this close into action.

Plan your words carefully in advance so you can ask for the order smoothly and without hesitation. Practice in front of a mirror if you want to. Be the best!
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Brian Tracy is a leading authority on personal and business success. His fast-moving talks and seminars are loaded with powerful, proven ideas and strategies that you can apply immediately to get better results in every area. Visit the Brian Tracy web site.

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  • Jim Klein

    If you have followed the steps in the sales process and you have a good prospect, you should assume the sale. Move through the process of filling out the paperwork until the prospect stops you or raises an objection. His advice on knowing what to say and practicing before hand is the same advice I give all my clients.

    Jim Klein
    http://www.fromtheheartsalestraining.com

  • Josh Hinds

    Thanks for sharing your thoughts Jim.

    All the best, Josh