Sales Closing Series: Jump-shift aka Switching Topic
Change the subject. One of the goals with this series is for you to not only become a better closer, but a faster one as well. This type of close is a good one for speeding up the process. NOTE: In order to use Jump-Shift, you must know something about your prospect – likes, dislikes, “hot buttons,” etc. (Think: Bright Shiny Object!)
Because this one might involve you having to interrupt, be very mindful of using it and have the topic you want to move to already in your mind.
Don’t miss the downloadable PowerPoint .PDF attached to this lesson at the bottom of the page to help guide you along. Time to close those deals!
This series includes all of these closes:
- Alternative of Choice – The first close everyone should learn. Also known as “the appointment setting close.”
- Tie Down – Set your client up for a “yes” answer.
- Porcupine – Turn a negative around using this technique, get to the bottom of any objection your client may have, and get past it to the close.
- Questions are the Answer – aka “in your opinion…” – A twist on uncovering the reason behind an objection. If you’re asking the questions, you’re in control.
- Trial Balloon – Go from closings being a weakness in your business game to a strength with this tried-and-true method.
- Sharp Angle aka Trade-off – The Sharp Angle close isn’t always the best for real estate, but keep it in your back pocket – you never know.
- Direct Order – Tell the buyer or seller what you want them to do. Psst – here’s where confidence is your biggest asset.
- Hat in Hand – aka “Level with me” – Shelve your ego for a bit and humble yourself. It can go a long way toward that close.
- Jump Shift/Change Topic – This one requires some finesse, but with practice it can be highly effective.
- Assumptive – Just keep right on going on the assumption that they are going to do whatever it is you are trying to accomplish.
- Defer and forget – aka “Let me make a note of that.” – Basically, “Let’s not talk about that just now.”
- Just ask already! – Get over your shyness. Ask for the order, ask for their business, ask for their trust!
- Ben Franklin – This one CAN work, but it’s best on analytic thinkers. Help them weigh out the pros and cons
- Last Resort – Only after you have nothing to lose….”What the ___ do you want from me?”
- The most important close of all: “No, but I can get it.”
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