Need a new way to close your client? Try the “Summary” close. Sometimes all it takes is a simple review of the features, functions and benefits to get to “Yes”
Technique
Summarize the list of benefits that the other person will receive, telling them the full extent of what they are getting for their money.
Make it sound impressive, using full phrases and attractive words.
Go into detail, separating out as many sub-items and features as you can.
But also fit the description into a reasonable space of time. You goal is to impress them with what they are getting, not to bore them with excessive detail.
Examples
“So as well as the basic product, you are getting free delivery, a five-day exchange assurance plus our comprehensive guarantee.”
“This comes in an easy-carry box and includes a remote control, with batteries included, of course!”
How it works
The Summary Close works by repeating what has already been agreed. Putting it all together makes it seem like an even bigger package. This is particularly true when