The art of closing

Consultation Structure• Outline of a consultation:

• Build a relationship of trust (brt)

• Find out

• Explain/share

• Commit/close

What is closing?

•The final phase of a transaction, especially a meeting which procedures are carried out to further a sale.

Why do we close?

•Making a decision is difficult for almost everyone.

•. . . Even when the decision is a good, smart, logical move, most people still hesitate.

•It is the job of a consultant to help people make good decisions!

Ethics

•When you help someone make a decision that will benefit their life, that is called positive influence.

•When you persuade someone to make a decision that is bad for them, that is called manipulation.

For most people . . .•Consider how most people will be positively benefited by laser hair removal:

• boost self esteem

• saves times

• makes them feel more attractive

• boost confidence

• can help people generally be happier

Before you close

•As a consultant you need to identify the clients concerns and come to the mutual understanding that laser hair removal is a good decision.

Closing techniques

•Assuming the decision

•Preemptive close

•Option Close

Assuming the “yes”

•The idea of this 'close' is that the client never has to say yes. They are in a consultation, they have already told you what issues they are having with unwanted hair, OBVIOUSLY they want laser hair removal treatment.

Examples

•Lets go get you booked in.

•Let me check my schedule to see when have availability for your first treatment.

•during the explanation you can say things like, “when you do your first treatment . . .” Instead of “if you do the treatment” (This is both preemptive and assuming)

Preemptive

•During the consultation find opportunities to drop little statements which assume the client will move forward with the decision to get the treatment.

Option close•The option 'close' offers exactly 2 options from which the client can choose--both of which are “yes” options.

•Example: We could either do the first treatment, the end of this week or the first of next week, What works best for you?

•Bad example: So do you want to go ahead with the treatment plan? --or-- So does that treatment plan sound good to you?

More examples

•Would you like to start with just your upper lip, or should I book you in for upper lip and legs?

•As far as your first treatment are morning or afternoons usually better?

Bad examples•Is there anything else I can answer for you? (while this may be a good question it is not a close. This may be ok to ask right before a better closing question)

•When would be a good day to start? (this leaves too many possibilities for the client. help the client by narrowing the decision down so that at any given time the client only has to make easy multiple choice questions)