My Favorite ‘Closing’ Question
By Michael Coelho
“ABC – Always Be Closing” is the great catchphrase that Alec Baldwin made even more famous in the movie ‘Glen Gary, Glen Ross’. If you have not seen this movie, I highly recommend it. The movie is funny in a dark satirical way. Parental guidance is suggested – a lot of profanity, especially during the Alec Baldwin scene.
Fortunately today, the ‘Always Be Closing’ philosophy is outdated and most likely can only be found on run down used-car lots (probably somewhere down south). Today, the prevailing philosophy to create long-lasting loyalty with your customers is ‘Always Be Creating Value’.
But once you have created value, (as perceived by the customer), it is sometimes still necessary to guide them into making a buying decision, and to find out the reason(s) why they may be reluctant to move forward.
The following ‘Closing’ Question has served me well in many situations. It allows your customer/prospect the opportunity to ‘score your performance’ and provide you with specific feedback about you and your company:
“On a scale of 1 to 5, how confident are you that (I am the best candidate for this position / my product is the best choice for your business / choosing my company is the best choice to increase your…)”.
After they provide you with feedback, make sure to follow up and ask for a specific number – ‘”So is that a 5?” (Best score).
How about you, what are your favorite ‘Closing’ Techniques? Please share in the comments section below. I look forward to hearing from you.
– Michael Coelho