A Successful Closing Formula

This formula was the most successful for me in the past & I believe it can be for you. There are 5 steps in this formula & it is very important to follow the formula. Eliminating one of the five steps will leave the prospect an opportunity to raise additional concerns (objections).
1) Question the concern (objection)
"Just to clarify my thinking...why do you say that?" Make sure you understand thoroughly & determine if it is a objection or a condition (a valid reason for not buying that really does exist).
2) Eliminate all other Objections
"How does the "service" appeal to you other than that?" Make the first objection the last. A positive answer leaves you only one objection away. "Other than that, would there be any other reason for you not starting today?" You don't want to answer the objection only to have another come up. Get ALL objections out before you start to answer any of them!!!
3) Secure the commitment
"If I could...would you?" "If I show you a way to... (handling objection #1) & if I could show you a way to... (handling any other objection) will you allow me/us to assist you today?"
YOU MUST GET A COMMITMENT AT THIS POINT BEFORE GOING ANY FURTHER!!! Don't be afraid to ask question(s) again.
4) Answer all objections or questions FULLY to the best of your knowledge!!!
5) Seal the DEAL!!!
"Does that answer that?" "Does that clarify it now?" BURY the objection!!!
"It's plain to see that this service will make you a profit & isn't that what you're in business for?" "Can you see that?"
SEAL THE DEAL!!! Gather all opening information necessary.
It is important to use all 5 steps & in the correct order. If the prospect reneges on the commitment obtained in step 3 (or introduces a new objection) simply go back to step 1 & rework each step drawing out more affirmative answers. Many times, a prospect will raise another objection. When this happens, go back to step 1 & start process again.
Handle each objection FULLY before proceeding. Must be sure the prospect understands & is in agreement before you continue.
After you have handled all objections FULLY, don't forget to...ASK FOR THE ORDER!!!