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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 "give it a shot" close" tackles one of the most frequent but least articulated objections: the risk factor. If you reduce the 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. It's rich in psychology and works exceedingly well because of the phrase "give it a shot."
Give it a shot implies that the buying decision the client is about to make 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 At subconscious level, the words 'give it a shot' suggests to the buyer that her purchase can be rescinded, returned, reversed, changed, or given back. And what this implication really does is it provides peace of mind to the buyer and gives that little extra confidence to go ahead with the decision to purchase.
In the world of tele-sales, the give it a shot close is powerful especially with first time buyers who are often skeptical. They may not know you or your company or your products so they are 'skittish'. 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 can they? Either she purchases or she 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 sale is 'no big deal.' Bearing this in mind, your tone should be casual 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 it 'becomes' simple and hence, 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.
So why not give it a shot yourself?
Jim Domanski is president of Teleconcepts Consulting and works with companies and individuals who struggle to use the telephone more effectively. Author of four highly regarded books on tele-selling, Jim has provided training and consulting to audiences, universities, and clients through the US, Canada and Europe. Visit his website at http://www.teleconceptsconsulting.com and download your FREE Special Report, "The 9 Voice Mail Blunders and What You Can Do About Them."
