One “closing” technique is to assume the close. Whatever you’re trying to persuade somebody to do, speak of it as a foregone conclusion.
To make it even more compelling, take the foregone conclusion, of them doing what you want, and attach it to something that they want. In order to know what they want, you’ve got to have some rapport.
Check rapport by making sure your body language is matched, and that they’re following you. For example, if you lean back in your chair, they should do so as well. If you shift slightly in your chair, or where you’re standing, then so should they.
Then simply ask them some open ended questions about some general things that they want. Keep them focused on the theme of what you’re talking about, so you can weave them into the conversation.
For example, if you’re selling somebody an alarm system, you can get them talking about security, enjoying their home, things they like to do in their home when they’re feeling safe.
You’ll need to have a bit of listening creativity. The idea is to let the conversation just flow naturally wherever it goes, and keep an ear out for indications of these “desires.”
Once you’ve got a few of them, you can start using “assuming the close” language.
Basically it goes like this:
[future pace doing what I want] = [enjoying all your benefits]
Say their benefits are = enjoying long extended family dinners, not worrying about burglars, and having cheaper insurance.
You’re closing statements start off with words like, “after,” “when,” “as soon as,” which presume something is going to happen.
Some examples:
After you get a security system installed, it will be nice to have those long, dinners.
As soon as the system has been installed completely, you’ll be able to contact your insurance company and start saving money.
When you’ve got your security system all set up and dialed in, you’ll never worry about burglars again, since statistics show that homes with clearly identified security systems are almost never broken into.
The best way to introduce these into the conversation is wait for them to say something related, and then bring these up. That way, you won’t come across as a cheesy salesperson trying to force the conversation.
After you try these out a few times, you’ll see how easy it is to get all those things you want.