Getting them off the fence

Sometimes customers just don't want to make a decision. They see the logic of your presentation but are afraid they may be making a mistake. Here are several techniques you can use to "get them off the fence."

• Make reinforcing statements-boil the value you offer into one short clear statement. For example: "Your ad will reach over X thousand homes for only $X, just pennies per home.
• Use the assumptive close-The assumptive close takes the decision making out of their hands.
• Choice close-"Do you want to start the program this week or next week." This simplifies the decision making process
• Use tie downs-As you go through your presentation make statements like "I think this is a great value, wouldn't you agree." This predisposes the prospect to say yes.
• Social proof-This is a fancy word for testimonials. Showing that others have used your product allays the buyer's fears

Keep Smiling, Keep Selling!

Thanks Jim Busch