Creative closing…

Closing deals before calendar year-end stimulates a salesperson’s creativity.  I’ve written about it before (see ABC).

The Me or My Successor Close was born out of necessity.  So was the It’s My Day Close that my colleague combined with the high risk-high reward Camp Out Close. 

Although they go by varying names, permit me to share other popular closing techniques. 

• The Trial Close can be effective but only when used skillfully.  Use it too soon or too often and it does more harm than good. 
• The Expiring Discount Close is popular this time of year.  It can easily backfire however when negotiating with an experienced B2B buyer.  Once you put that discount on the table it’s nearly impossible to take it away no matter when they finally buy.
• This time of year also reminds us how Amazon perfected the Convenience Close. Last minute shoppers depend on it; especially next day delivery.
• When employed early enough, the Calendar Close is effective with clients that have a January 1^st “start date” need.
• For clients that balk at a big transaction, the Alternative Close can break the deal down into smaller “pieces” or “phases”.  Of course, the contract needs to be structured so the client ultimately buys all of the smaller pieces.
• The Assumptive Close was perfected by legendary sales trainer Tom Hopkins and his Approve the Paperwork Close.
• Speaking of old school, there’s the Ben Franklin Close; a T-graph listing the pros of buying on the left side and the cons on the right.
• I witnessed Dan Callahan of Integral Systems (the best closer I ever saw) skillfully employ the Client Advisory Committee Close.  Of course, a prospect could only be on said committee if they buy and became a client.
• Back in 1992, ADP National Accounts used the Like for Like Close with Carnival Corporation.  Carnival outsourced payroll to ADP and in turn, ADP held a President’s Club trip on the inaugural voyage of the Carnival Fantasy cruise ship.
• I still use the Puppy Dog Close during my book signings.  If a prospect stops and briefly peruses my book they wind up buying it more times than not. 

Then there are those nefarious closing techniques that give the sales profession a tainted image: 

• One of my sales reps years ago was being trapped into a No Clothes Close by her prospect.  She didn’t fully understand what he was up to.  That is until I did a sales manager ride-along for a meeting he requested after business hours.  He was certainly surprised to see me!  Thankfully, she didn’t close the deal.
• The Side Letter Close was popular in the 1990s; giving the client an off-contract “out”.  The accounting community ultimately closed that creative sales loophole.  Although I never used a side letter I did benefit once from something similar. 

While a National Account Rep for ADP in Denver the Jiffy Lube account committed to a $300K deal only to call me a week later and cancel.  Not my proudest moment.  My Vice President of Sales along with his Vice President and General Manager employed a little known “UBV” accounting provision to make the cancellation just disappear! 

I didn’t get paid commissions on the deal but the quota credit qualified me for ADP’s President’s Club trip on none other than that Carnival Fantasy cruise!  Oh, and that deal qualified my two VPs for Club, too. 

UBV – Unexplained Business Variance.  Now that’s what I call closing creativity! 

GAP 

When life gets tough we could get a helmet… or… we could leverage the peace and share the power of a positive perspective.