7. The Puppy Dog Close
Based on the concept that people who walk into pet stores and hold puppies are more likely to buy them (due to their unbearable cuteness), you make your sale by letting your prospect try it out. Test drive a car, use a free trial, keep a product for a month, and so on.
Puppy dog closing phrases:
“I know you’re still in the decision-making process, so while you’re considering whether to buy, I’ve extended your free trial for another two weeks.”
“I see you’ve started using the free trial account. Let’s get more of your team onboarded with the trial so you can see how it works in a collaborative format.”
Why this works: If they start using the product, theoretical benefits become reality, building trust in your product and making them realize they can’t live without it.
When it works best: When you have a product that allows israel telegram data for a trial period, and has features that aren't always easy to quantify over the phone or by email.
When not to use it: When your product can't be “test driven.”
8. The Option Close
With this closing strategy, you offer your prospect a choice between two or more options, hoping they will choose one rather than saying no. Offering two pricing plans that suit their needs, tiered service levels with different features, or implementation earlier vs later, for example.
“Based on what we’ve talked about, I think the Business plan will work best for your team. That said, if you’re looking for a more affordable option, we also offer a Basic plan that will still suit your needs. Which one would you like to move forward with?”
“I have a slot open to help you with implementation this Friday morning, and another next Tuesday afternoon. Which is better for you?”
“Our base package includes help from our customer support team, but you can also add on a training package for your team. Which works best for you?”
Why this works: With two viable options in front of them, a person is more likely to choose one, or even choose the cheaper option of two choices because it feels like they are saving money.
When it works best: When you have tiered service levels, and know your prospect would benefit from both.