Seven mistakes to watch out for when closing sales deals - compiled by Inc.com columnist Geoffrey James

1. CLOSING
5 Worst Closing Techniques
by Inc.com’s Geoffrey James
2014 Curated by MindTickle - All rights reserved.

2. Technique #1: Assumptive Close
2014 Curated by MindTickle - All rights reserved. - Photo by David Douša

3. Assumptive Close
Definition: You ask the customer to make
a meaningless decision that assumes that
the full buying decision has been made.
2014 Curated by MindTickle - All rights reserved. - Photo by David Douša

4. Assumptive Close
Example: “Do you want that in the hunter
green or the hunter orange?”
2014 Curated by MindTickle - All rights reserved. - Photo by David Douša

5. Assumptive Close
Expected Outcome: The customer states a
preference and you ask him to sign on the
dotted line.
2014 Curated by MindTickle - All rights reserved. - Photo by David Douša

6. Assumptive Close
Actual Outcome: The customer looks at
you like you’re out of your mind and says:
“I didn’t say I was going to buy anything.”
2014 Curated by MindTickle - All rights reserved. - Photo by David Douša

7. Technique #2: Flyfish Close
2014 Curated by MindTickle - All rights reserved. - Photo by Bakh World

8. Flyfish Close
Definition: You promise something
valuable then take it away if a decision
isn’t made now.
2014 Curated by MindTickle - All rights reserved. - Photo by Bakh World

9. Flyfish Close
Example: “We have a special offer – a 15
percent discount – but only if you decide
to buy now.”
2014 Curated by MindTickle - All rights reserved. - Photo by Bakh World

10. Flyfish Close
Expected Outcome: The customer says,
“Wow! I better buy now! Where do I sign!”
2014 Curated by MindTickle - All rights reserved. - Photo by Bakh World

11. Flyfish Close
Actual Outcome: The customer says:
“You must think I’m a complete idiot who
thinks he can’t get that discount, or a
better one, if I hold out for a while.”
2014 Curated by MindTickle - All rights reserved. - Photo by Bakh World

12. Technique #3: Puppy-Dog Close
2014 Curated by MindTickle - All rights reserved. - Photo by Paolo Lottini

13. Puppy Dog Close
Definition: You let the customer try the
product for free in the hopes the customer
will fall in love with it.
2014 Curated by MindTickle - All rights reserved. - Photo by Paolo Lottini

14. Puppy Dog Close
Example: “We’ll give you the product free
for your evaluation and only charge you if
you don’t return it.”
2014 Curated by MindTickle - All rights reserved. - Photo by Paolo Lottini

15. Puppy Dog Close
Expected Outcome: The customer loves
the product and never thinks to return it.
2014 Curated by MindTickle - All rights reserved. - Photo by Paolo Lottini

16. Puppy Dog Close
Actual Outcome: The customer uses the
product for the trial period, returns it,
then gets your competitor to give them
another trial period, and so forth.
2014 Curated by MindTickle - All rights reserved. - Photo by Paolo Lottini

17. Technique #4: Reverse Close
2014 Curated by MindTickle - All rights reserved. - Photo by Stephanie

18. Reverse Close
Definition: You ask a customer who’s
saying “no” a question intended to elicit a
“no” that actually means “yes.”
2014 Curated by MindTickle - All rights reserved. - Photo by Stephanie

19. Reverse Close
Example: “Is there any reason that you
wouldn’t do business with our company?”
2014 Curated by MindTickle - All rights reserved. - Photo by Stephanie

20. Reverse Close
Expected Outcome: The customer says
“no” and you say “Great! Sign on the
bottom line.”
2014 Curated by MindTickle - All rights reserved. - Photo by Stephanie

21. Reverse Close
Actual Outcome: The customer says
“yes!” and says that he’d never do
business with somebody who’d try such a
patently ridiculous ploy.
2014 Curated by MindTickle - All rights reserved. - Photo by Stephanie

22. Technique #5: Yes Man Close
2014 Curated by MindTickle - All rights reserved. - Photo attribution.

23. Yes Man Close
Definition: You ask a series of questions
that naturally elicit a “yes” answer,
building momentum to get the final yes.
2014 Curated by MindTickle - All rights reserved. - Photo attribution.

24. Yes Man Close
Example:
“Do you expect first rate service?”
“Do you believe that you deserve the best?”
“Do you always try to find the best value?”
“Are you going to take this opportunity to get the best
value and best service?”
2014 Curated by MindTickle - All rights reserved. - Photo attribution.

25. Yes Man Close
Expected Outcome: The customer says
the final “YES” and signs the contract.
2014 Curated by MindTickle - All rights reserved. - Photo attribution.

26. Yes Man Close
Actual Outcome: The customer throws
you out of the office for wasting her time
with ridiculous leading questions.
2014 Curated by MindTickle - All rights reserved. - Photo attribution.

27. Check out the follow-up lesson explaining 7
common mistakes to avoid when closing sales.
2014 Curated by MindTickle - All rights reserved.