Valueclose and Exclude/ISO-close
Last week, two examples of different types of closures that you can use on a day-to-day basis are outlined in the Closing Master Class last week. Valueclose and Exclude or ISO-close
Objective: Make the customer sell the product or service you are offering themselves. The picture gets clearer to you and you get the feedback you liked about using it again and what was left confusing to get over it again.
Customer: “I need to think / discuss / review costs …”
You: “Understand / okay / understand you.”
You go ahead and ask, “Did you like the idea?
a) Customer: “Yes, I did.”
You: “What did you like best? / What did you like most?”
b) Customer: “Yes, I did, but …”
You: “Understood, I ask once if you liked this idea anyway. What did you like best about it?”
If there is nothing missing or disturbing the customer, resolve these issues and make another closing.
Excluding or ISO-close
This is ideally suited to making sure that the customer’s argument is a real and real root cause or not.
Customer says counter-argument: “I have to negotiate / price is too expensive / budget needs to be reviewed …”
You: “I understand correctly that if … (there is no existing partner / the right time arrives / there is no hurry, etc.), you would agree on this and move on, would you?”
If the client answers, “No, no …” or “Yes, but …”, there are more arguments. Work with them and find the root cause.
If the client says “Yes”, then you need to think about how to solve the problem quickly. That’s probably the root cause.