The Powerhouse Close is a really effective closing style, when used in the right environment, the Powerhouse Close will encourage the prospect into an prompt decision. But this should only be done when the salesperson is really feeling upbeat, and believes he or she is able to execute the close seamlessly.
The Powerhouse Close is best used when the Salesperson needs a solid clamp to close a procrastinating buyer, or the sale could be dying a natural death and control may need to be re-established, or re-build impact during the presentation.
At other times this close works when the salesperson may need to regain control over the direction the presentation is taking. That way when the salesperson may be losing control and may need something really solid to either get the presentation back on track, or to have the prospect commit to a decision there and then – irrespective of whether the question results in a Yes or a No answer.
Then if the answer is a No, the salesperson should welcome it – at least the selling process is not over yet. Remember, statistically one should expect at least seven No’s before a sale is made – and a good salesperson should always work at converting No’s into Yes. And how many other times have you been reminded that No’s should have a habit of becoming a Yes in the hands of a professional.
The Powerhouse Close statement is, “Will you take it?” and is used as a natural follow-through after a Question/Question Close.
If the question is, “Can I have it in black?” answer with, “If I can get it for you in black, will you take it?” Then simply take Total Control of the Sale by physical and verbal actions.
But a point of caution, this close needs to be rehearsed over and over until it sounds both genuinely enthusiastic and extremely natural in its style of execution.
Other examples of the Powerhouse Close are:
Buyer: “Can I have it by the 15th?”
Seller: “If I can get it to you by the 15th will you take it?”
Buyer: “Does it come with springs?”
Seller: “If I can get it to you with springs, will you take it?”
Buyer: “Can I have it with additional Warranty?”
Seller: “How much additional warranty were you thinking of?”
Buyer: “An additional three months.”
Seller: “If I can get you an additional three months, will you take it?
At this point, once you have an answer, follow through with it. “Let me make a note of that,” and start writing. Put your head down and keep it down unless you hear a protest. Start writing even if your prospect doesn’t answer you, for he will feel the need to digest it first. But by writing, before you acquire an answer, you have assumed total control and even assumed you have sold. If you hear a No, simply lift your head. Look him in the eye, smile and ask, “Why not?” Wait for a reply and either answer it promptly, then keep writing, or ignore it and keep writing. Either way you keep control of your assumed control.
If you are in retail selling, simply move to the cash register with the item in your hand, ring up the total and put your other hand out for the money. If the item is too big, like a TV or washing machine, use your open brochure (the one you should have had ready ten minutes ago), and hold that in one hand and put the other hand out for the money. If your prospect does not respond, ask if they would prefer to pay by cash, credit card or cheque. Either way the response will be quick and definite and you win better than nine times out of ten.
It should also be understood that this close IS NOT for the timid or mild mannered seller, and does require control and discipline – neither of which can be acquired without lengthy and thoughtful rehearsal. If on the other hand, you were looking for the easy way out, this close will be effective more often than not without you following up with, “Let me make a note of that”. But if the sale was shaky beforehand, chances are it would now be lost.
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This Article is by Peter Collins – In a sales career spanning more than 53 years, Peter Collins has focused on helping and bringing out the best in others – whether it involves training or mentoring salespeople, managers, business consulting to SME’s. Since the 1970’s Peter has built a reputation as a Nationally and Internationally Published author, and has 68 business books to his credit, but he is mainly known for one book based on the Audio Tape series of the same name, Over 50 Ways of Closing the Sale. Peter had his first book published in 1969 and now has over 133 books in all, including Business, Marketing, Sales, Free Publicity, Body Language, Music and over 30 Christian books to date. Peters books have sold over 2.5 Million copies of his books over 49 years. In his personal life, Peter has been sought after as an encourager and motivator that has given of his time and talents freely despite his busy schedule. Subsequently, he has assisted churches, pastors, community and charity groups, as well as individuals through his teaching, training, development and on-going mentoring.
© Copyright Peter Collins, Profit Maker Sales, Sydney, Australia, 1994, 2002, 2007, 2011, 2015, 2017, all rights reserved. Peter can be contacted through his website – profitmakersales.com
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