Tuesday Tuneup- #26

Happy Tuesday everyone!

Through my 20 plus years working with sales professionals, there's something that a lot of us struggle with… besides paperwork :) …. and it’s asking for the sale.

I get it. We’ve identified the problem, shown the customer a great solution and it’s completely logical to assume that they should be BEGGING us to sign them up! After all…. they called US out here to help solve THEIR problems right?

But here’s a hard fact that most people don’t want to admit….Change is hard, even if it’s for our benefit and sometimes we need help making that change or taking that action.

There are many professions that revolve completely around this principal, but personal trainers are probably the most obvious. A lot of people want to lose weight…. and it's no secret how to lose weight…. but yet we hire personal trainers because we realize we can’t do it alone.

As a sales person, this is a key aspect of your job. Helping customers get from point A to point B so they can solve THEIR problems. In fact, when you don’t ask for the business, it makes it very awkward for your customer…. Oftentimes you’re just staring at each other waiting for somebody, to do something….

In this newsletter post, we’ll explore 10 powerful ways that home improvement salespeople can ask for the sale, with practical examples you can use in your own process. Everybody has their own flavor… so focus on a couple that work for your style and PRACTICE.

1. The Assumptive Close

The assumptive close works by acting as if the sale is already a done deal. This approach is effective when the conversation has been positive, and the prospect seems ready to move forward.

Example:
“Great, it sounds like we’re all set. Should we schedule the installation for next Wednesday or Thursday?”

This technique subtly nudges the prospect toward making a decision by offering them a choice about the next steps rather than asking if they want to buy.

2. The Direct Close

The direct close is straightforward and leaves no room for ambiguity. This approach is best used when you sense the customer is ready but may need a simple nudge.

Example:
“Based on everything we’ve discussed, are you ready to move forward with the project today?”

The direct close works well because it’s clear and to the point, making it easy for the prospect to simply say, “Yes.”

3. The Summary Close

In the summary close, you briefly recap the benefits and key points that matter most to the prospect before asking for the sale. This approach reinforces the value you’re offering.

Example:
“With the energy savings you’ll see, the increased comfort, and the financing option that fits your budget, this upgrade is a smart choice. Should we get started with the paperwork?”

By summarizing the benefits, you remind the customer why they were interested in the first place, making it easier for them to agree.

4. The Urgency Close

Creating a sense of urgency can push a hesitant buyer to take action. Whether it’s a limited-time discount or the potential for rising costs, urgency helps overcome indecision.

Example:
“We have a promotion running this month that will save you $1,000, but it’s only available until the end of next week. Shall we lock that in for you today?”

The urgency close leverages time-sensitive offers to encourage the prospect to act sooner rather than later.

5. The Option Close

The option close offers the customer a choice between two positive outcomes, subtly guiding them toward a decision without asking an open-ended question like “Would you like to move forward?”

Example:
“Would you prefer the standard package or the premium one with the extended warranty?”

The option close helps steer the conversation toward a decision by framing it as a choice between two favorable solutions.

6. The Trial Close

The trial close is a great way to gauge where the prospect is mentally before asking for the final commitment. It’s useful for uncovering any hidden objections or reservations.

Example:
“How do you feel about what we’ve discussed so far?”

This open-ended question invites the prospect to share any concerns, allowing you to address them before asking for the sale.

7. The Conditional Close

The conditional close is useful when you sense that the customer is hesitant due to a particular concern. By offering a condition that addresses their worry, you make it easier for them to say yes.

Example:
“If we can include the extra insulation at no additional cost, would you feel comfortable moving forward today?”

The conditional close offers a solution that directly tackles the prospect’s potential objection, making it easier for them to agree.

8. The Value-Based Close

The value-based close emphasizes the long-term benefits of the purchase, particularly the financial or lifestyle gains the customer will enjoy.

Example:
“By investing in this energy-efficient system, you’ll not only save hundreds on your utility bills every year but also increase your home’s value. Are you ready to make that investment today?”

The value-based close highlights the return on investment, reinforcing the idea that the purchase is a smart financial decision.

9. The “What’s Stopping You?” Close

This close is direct but framed in a way that invites the customer to express any lingering doubts or objections. It’s effective when the conversation has gone well but the customer hasn’t yet committed.

Example:
“We’ve covered everything—what’s holding you back from moving forward today?”

This close brings any unspoken concerns to the surface so you can address them and move the conversation toward a decision.

10. The Next Steps Close

The next steps close focuses on what comes after the decision, making the sale feel more like a natural progression rather than a pressured decision.

Example:
“Once we finalize this, the first step will be a site inspection next week. Does that timing work for you?”

By shifting the focus to the post-sale process, you make the decision to buy feel seamless and low-stress.

Conclusion: Choose the Right Approach for Each Situation

Not every close works in every situation, so it’s important to read your customer’s cues and choose the approach that fits their personality and decision-making style. The best salespeople are adaptable and know how to pivot based on the dynamics of each conversation.

Mastering these techniques gives you the flexibility to handle any scenario and confidently guide your prospects toward saying “yes.” The key is to practice these closes, pay attention to your customers’ responses, and continuously refine your approach. Over time, you’ll find that asking for the sale becomes second nature, and closing deals feels effortless.

Would love to hear what your favorite closing statement is and until next time… HAPPY SELLING!