Secrets of Closing the Sale by Zig Ziglar

Author:Zig Ziglar
Language: eng
Format: epub
Publisher: Baker Publishing Group
Published: 2003-05-31T16:00:00+00:00

CLOSE: “If you buy the cookware, the savings will pay for it. If you don’t buy it, your daily losses will soon be more than the cost of the cookware. In other words, you can get it and let it pay for itself or you can choose not to get it and still pay for it through losses. Since you’ve got to pay for it whether you get it or not, doesn’t it make sense to go ahead and get it?”

OR: “As you can see, just by saving 50¢ a day, at the end of 800 days the cookware will have paid for itself. If you don’t get it, at the end of 800 days you will have paid the $400 through losses and still not have the cookware. So the choice is simple: Invest $400 and get the cookware, which will return the $400, or don’t invest $400 but still pay $400 through losses and still not have the cookware.” (Pause. Smile.)

The “20/20” Close

“You’re going to love your cookware, and we can deliver it on our 20/20 plan, which is $20 per month for 20 months with two $20 deposits in advance. Or you could take advantage of our 90-day cash discount plan. Which would suit your needs best?”

Note: Ben Feldman, possibly the greatest insurance salesman ever, says it this way: “You make the sale when the prospect understands that it will cost more to do nothing about the problem than to do something about it.”

And Another One

In 1977 we invested nearly $10,000 in a new copying machine. By our calculations that machine saves us at least two hours each day. At just $5 per hour (1977 costs), that’s $10 per day, $50 a week, or $2,500 per year. Not only does this machine do better work, but we have fewer fouled-up copies, so we save money on paper. Because we invested in the machine we saved enough by using it for the machine to pay for itself. Had we not bought the machine we would have paid for it in actual losses and would not be able to show anything for the $10,000.

The point is clear. If you sell goods or services which save money, you should work on your presentation until it is crystal clear to your prospects that they pay for your product whether they get it or not. Since they pay for it whether they get it or not, they might as well go ahead and get it. One more time: Don’t just tell them—show the figures at the same time. Prospects make the decision to buy based on what they understand and believe.

One more time: When the prospect clearly understands that it costs more not to invest in a money-saving device than it does to invest in the device, he will invest—if you ask him to and help him figure out a simple way to make the financial arrangements.

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