- Choice close
- Assumptive close
- Similar situation close
Offering choices is a win-win formula. You give the other person some discretion, which makes him feel good. And you retain control, because both options are acceptable to you. By focusing on a smaller, simpler decision, like where-or when-to meet, you bypass the bigger decision: to meet or not to meet. You're making it easier for them to decide.
Similarly, instead of asking for the big decision-whether or not they want you for the job-you inquire which starting date is better for them. "When would you like me to start, on the first of the month or the tenth? In one week or two?"
If you're not convinced that the choice close works, try it with your friends or your children. "Would you rather have your story time before your bath or after? Would you like to clean your room before lunch or after?" Or ask your friend: "Should I drive or would you rather take your car? Would you rather have real casserole or squid soup?" You'll be amazed by how much more cooperative people are when you offer choices.
Assumptive Close: It's your firm belief that they will want to hire you (or meet you). You've used this when you made your appointment with the hiring authority.
Similar Situation Close: This is also known as the Feel/Felt/Found close because of the language you use in your response. It is one way to overcome the objection that you do not have exactly the right experience. Initially, you're agreeing with the objection the decision maker raised. "Yes, I understand how you feel. My former employer felt that way until he found that I could learn their industry so quickly that I was generating new business within 2 months."
Interviewer: If you begin to feel that your approach has been a little too assertive, you can always back off and say: "I'm so interested in this opportunity that I may have pressed a little too hard. If so, I'm very sorry"
Puppy Dog Close. While Johnny begged his parents to buy the puppy, the pet store owner listened to the parents' misgivings. They were concerned that Johnny was too young to take proper care of the puppy.
"Try it for a week," the proprietor suggested. "Give Johnny a chance to show how well he'll do. And if it doesn't work out, you can return Spot at no charge." Once the puppy was home, of course, no one could imagine returning the adorable, cuddly pet.
"Try it. You'll like it." Employers love temps because they can try out employees without making long-term commitments. Temps dramatically reduce the risk and make it easy for employers to buy. Despite certain obvious disadvantages, temporary employment also provides a chance to try different kinds of work in a variety of settings.
As an entrepreneur, you are your own temp service and you really need to close when you are face-to-face with the decision maker. The puppy dog close makes it easy for you because you're offering to:
- Provide a specific service on a contractual basis.
- Work on a trial basis.
What Do You Do after You Have Asked a Closing Question?
Nothing! Keep quiet! Silence is your biggest friend. Don't under estimate how difficult it is to keep quiet. Practice it with a friend. Ask a closing question. Then time the silence. You'll be amazed by how endless a minute of silence seems. Bite your tongue, if necessary. But don't say a word after you ask a closing question. The ball's in their court, Eventually, he'll do something:
- He will offer you a job,
- He won't make you an offer and will explain his reason(s). That gives you a chance to overcome that objection and close again.
- He'll remain noncommittal-and you can try another close.
In your meeting with a decision maker, you must:
- Get his attention
- Build interest through benefits you could bring
- Create desire
- Get a commitment
- Ask for the offer,
- Make it easy for them by asking for a small decision.
- Sum up professionally.
- Get something started, possibly on a trial (puppy dog) basis.
Closing is the last step in the process of persuasive communications, which includes assessing yourself, setting your goal, planning and preparing, asking the right person, listening actively, presenting a good case, emphasizing benefits, overcoming objections, and closing. Having closed-asked for a decision-does not mean you're finished. You'll be putting these same skills to very good use as you follow up and negotiate your compensation for your job.
