Jeffrey Gitomer is an author whose books have helped over a million sales people improve their careers as well as their lives. Here Jeffrey Speaks on the importance of humor and rapport and how it relates to the Sales Process.
A funny thing happened to me on the way to closing a sale.
Someone sent me a list of "sales closes" the other day. It seems they all have names. "The trail close," "The order blank close,' "The Ben Franklin close," "The sharp angle close," and so on into the night (close, or is that clothes). Anyway, it struck me that cute-name closes rarely work. In fact they usually have the reverse effect.
Salespeople still living in the 19th century think that high pressure sales tactics will work. They don't. Sounding like a salesperson, puts the prospect on the defensive.
When all else fails in sales, I have created an entirely new set of outrageous cute-name closes. These will not work on the prospect, but they are guaranteed to make you laugh at the process:
• The "I'll buy you lunch" close You say, "Hey, you buy my product, throw in an extra 20 bucks, and I'll buy you lunch."
• The "impatient" close You say, "Hey, I haven't got all day, are you buying or not?" (this is a variation of the New York close"Hey, I haven't got all day, are you buying or not, you idiot.")
• The "physical action" close The prospect decides he doesn't want to buy, you beat him to a pulp until he says "uncle," which is actually a Latin derivative word meaning "OK, I'll order"
• The "how could you be so stupid not to buy from me" close Since you're already thinking this while walking out the door of a lost sale, you may as well try it a few times in front of the prospect.
• The "fear of loss" close You tell the prospect his hair will fall out if he doesn't buy. This is a very real close. Someone tried it on me once. I didn't buy, and, well, the rest is history (so is my hair).
• The "insurance" close Buy from me and nobody gets hurt. This close has worked in gangster movies for decades. I'm surprised no right thinking Fortune 500 company has adapted it to their sales practices, since they're already using it in customer service.
• The "number on the bathroom wall" close Start writing the prospect's phone number on the walls of prominent area bathrooms with the slogan "for an indecisive time -- call"
• The "car salesman" close You act like you know everything and the customer is dumb. Then you insult the customer by using high pressure tactics because you're afraid that if they "walk" without buying, then some other car salesman will pressure them higher than you. This is called Lose-Lose selling because both the sales techniques and the people who employ them are losers.
• The "filibuster" close You talk nonstop for three days, until the guy gets so frustrated that he agrees to double his original order if you'll just shut up and leave. (This close works better in the south where they invented the filibuster. In the north you're likely to be beaten or shot after the first day.)
• The "begging" close You get on your knees, begin crying about your bad luck, and how much you need the money because your rent is past due -- you know, the truth.
• The "camp out" close You bring food and a sleeping bag to the prospects office. This is very effective for follow-up, since you're already there. If the person is very indecisive, you might want to take some socks and underwear.
• The "Pleeeaase, I'll be your best friend" close It worked in grade school.
• The "lying" closeYou tell the customer anything you want. You tell him anything he wants to hear, so you can make your sale -- hey, wait a minute, you're already doing that.
and finally
The "just be honest" close Nah, that would never work.
Closing is only frustrating if you haven't identified customer needs, shown the right attitude, made a memorable presentation, and were perceived as genuine help. These closes are far fetched, indeed. But not as farfetched as trying to use the time-worn closes of yester-year on today's prospect.
And of course, funny is not just limited to closing the sale. Here's one for building rapport -- "You know, Mr. Johnson, I know I hardly know you, and we should build some rapport before the sale begins, so can I come over for dinner tonight?
Next week we'll get serious. Kind of.
FREE GitBit15.5 ways you can get to be more humorous. If you're not funny enough, or want to learn more about gaining the power of humor in selling, just go to www.gitomer.com - click FREE STUFF then click GitBit - register and enter the secret words, "Humor.
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The Power of YES!by BuyGitomer9,504 views
I love your video! Great help, I've learned so much from your video.
patsytramel 3 months ago
Thanks for the information you provided...like your video..please do more..thanks
rebeccacarpenter95 4 months ago
Success for Managers means: I want to be in healthy relationships. I want a real connection with people I spend so much time with.
slapcompany 7 months ago
It' about having "it", not humor. If you have "it" you can use any weapon u wish.
rascallee1 1 year ago
I look at customers as acquaintances they are not your friends because tomorrow if they are offered lower price they will go the competitor that is just the way it is. You get as much can today from a customer because tomorrow they may go someehere else.
flc2009 1 year ago
Jeffrey:
Saw you in Phoenix at the LabCompete conference. Loved your presentation. You make 8 am meetings exciting.
Peggy McKee
"the medical sales recruiter"
MedSalesRecruiter 2 years ago
you should work with me I hate my customers ive been in retail management for about 15 years now I want to shoot half of them.
Hooksinu1 2 years ago 2
define friend.....i dont think it's being authentic,,,they're clients not your friend..JUS BE REAL EITHER THEY WILL ENTRUST U OR NOT,,DONT BE FAKE!!! FRIEND NO,,,CLIENT (REPEAT) YES!!!!
mtblood1 2 years ago
Amen. Every laugh, every head nod is an assurance of the sale. HUGE laughs = huge money! I like your style.
MakeoverSessions 2 years ago
Yuk yuk,
MakeoverSessions 2 years ago