Closing A Sale: The Absolute BEST Tele-Sales Close …Ever

Written by Jim Domanski

Are you looking for a close that is easy to use, highly effective AND gets more clients to say ‘yes’ more often?

Sound impossible?

Maybe not. Assuming that you have done a decent job in getting to know your client, understanding his needs and providing a solution that fits, the “give it a shot” close can increase your success rate. It can do this because the this close tackles one of the most frequent but unarticulated objections that prospects have: the risk factor. If you reduce the perceived risk you increase your chances of selling more.

The “Give it a Shot” Close

Here’s how it works. When it is time to ask for the sale say this,

“So Greg, would you like to give it shot?”

That’s all there is to it. It seems simple enough but frankly, there’s almost a "magical" quality about it. This close is rich in psychology. The reason it works so exceedingly well is the phrase “give it a shot.” Give it a shot implies that the buying decision the client has just made has a ‘temporary’ quality to it. At subconscious level, the words ‘give it a shot’ suggests to the buyer that her purchase can be rescinded, returned, reversed, changed, or given back. This implication provides peace of mind and gives the buyer that little extra confidence to go ahead with the decision to purchase. In other words, the casual nature of the words helps mitigate the risk.

In the world of tele-sales, the give it a shot close is powerful especially with first time buyers. First time buyers are often skeptical. They might know your company but they may not know your products well and they may not know you at all. Furthermore, because they cannot see you over the phone, there is an added disadvantage. The give it a shot close helps reduce the impact of these factors.

Now, here’s the interesting thing. A person can’t really ‘give it a shot’ when purchasing. Either he purchases or he doesn’t. In other words, the client ends up purchasing even if she thinks it’s temporary. And assuming that your product is relatively decent and lives up to your claims, the client will end up keeping it. They’re happy. You’re happy.

Another Tip

Here’s a tip to making the give it a shot close even more effective. Practice. Practice how you deliver it. Give it a shot has a colloquial nature to it. It sounds off the cuff and that implies the sales is ‘no big deal.’ Bearing this in mind, your tone should be light and easy going. You want to give a “no-big-deal-about-it” quality to your voice. If you make the give it a shot close sound simple and unpressured, it further reduces the sense of risk.

But What if…

Okay, but what if the client doesn’t like the results of your product? What if she wants to return it? What if she wants her money back?

There are two options here. Option #1, comply. Give them their money back. Stand behind your product or service. Option #2: do what you currently do with your product returns. The give it a shot close does not mean or imply that the product is free and it does not imply that they will get their money back unconditionally. It means what it says, ‘give it a shot and see what you think.’ The vast majority of clients will understand that.

Summary

Using ‘give it a shot’ is the way people speak to one another in every day life. It’s relaxed, friendly and natural. Consequently, the close is no longer the stiff, awkward and formal moment in the presentation. This makes it easier on the prospect but perhaps more significantly, it makes it easier on you because it flows naturally.

So why not give it a shot yourself?

Jim Domanski -
	Jim Domanski is president of Teleconcepts Consulting and works with B to B companies and individuals who struggle to use the telephone more effectively to sell and market their products. The author of 4 books on tele-sales, Jim has been seen on various radis and television programs such as CBC’s Venture Magazine. Dubbed by the Financial Post as “Canada’s reigning tele-management guru…” For over 17 years he has worked with companies big and small throughout the US, Canada and parts of Europe. Read More >>
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