Love the Process for Stronger Closings, from Automotive Training Concepts.
Brian Tracy, long known for straight-forward advice and savvy business techniques, has a classic video worth watching called 24 Techniques for Closing the Sale. (Watch it here.) Though the outfits are 80’s the concepts ring true, for people do not fundamentally change.
To successfully close the sale, follow psychology! He demonstrates how people work, and his tips are worth attention because they work. Essentially, people have trouble making decisions. Your job is to help them along in that process. Have these and see dramatically stronger closings:
Nothing gets done without enthusiasm. Truly, a positive buying experience comes when you believe in your product so much that you’d use it yourself…even sell it to your own mother…and are able to transfer your enthusiasm to another person. It’s that simple: you inspire them to believe as you do. The type of enthusiasm Tracy refers to is “constrained,” not gushing—that kind is weird. Constrained enthusiasm percolates from a source of inner excitement that can’t be faked. People trust and let true enthusiasm inside where it may have influence.