Glad to help.
However, I should always start with this conversation but I felt your question needed to be answered first.
The other thing I want to make very clear, you also need agreement in every transaction. Agreement is a two way street, the deal has to be good for the customer and for you. If it’s good for you but not the customer or if it’s good for the customer but not for you, there’s no deal. Agreement doesn’t mean saying someone is correct necessarily. Agreement just allows you to push past many objections especially if you have no confidence with closing people or just don’t know how. If I see you wearing a blue shirt and you say it’s purple, I’m not going to argue with you. Being combative and trying to be right, will destroy many deals. Instead I may say something like “Of course! I knew that, I was just testing you!” Or “Makes sense to me!” Or “Hey I’m with you!” Or “I understand sir.” Or “You’re the boss.” Or “Absolutely!” Or “Excellent!” Or “Super!”
What this does is allow new creative ways to open dialogue and make it so you can to back to the purpose of why you are here. It also shifts perspective so you are on their side. You never want to be against your customer, you are always with them. No power struggles ever are wanted by either party.
Sometimes I’m a wise guy and I might quip some humor like “Hey I knew that before I got here.” Or my favorite “Hey don’t make me like you!” If you make humor it’s used to remind people we are human and also life is meant to be enjoyed. Never joke about the customer.
Always agree! It’s not a case of right or wrong answers. Try this challenge, try agreeing with everyone you meet for the next 24 hours. You can’t disagree for the whole challenge. Bet you can’t do it. I failed in the first 15 minutes my first time because my girlfriend asked me to do something reasonably easy. I said “Why are you making me…?” And I cut myself off instead saying “Sure no problem! I’ll do it right now.” Even though I lost the challenge I realized immediately if that was a customer, I would have just blown my deal. To this day, I still cannot complete that challenge.
First agree and all closes start with agreement. Learn this and you will have the rest down the road. But here is a simple trial close (not a heavy hitting end close) you can use right now. Make sure you find their dominant buying motive first before you use it, and you wouldn’t just lose once, you would close multiple times. Make sure they are in the conversation with you and trying not to leave it. Also use this with a tone of voice that shows concern but use a negative statement.
“Hey I’m with you! (insert motive here but I will make one up for the example) So that’s means you didn’t want to impress your visitors in a few weeks or am I mistaken?”
Here’s an actual close I use when figures are presented. It’s a money objection and it acts on the dominant buying motive. They will say, it’s too much money or something to that effect.
“I understand this is over you budget. But this isn’t the first time you have been over budget and it definitely won’t be the last. (Insert dominant buying motive in here but again I will use one for the example.) I know you guys wanted to impress your visitors in a few weeks. You deserve to! Let’s get this out of the way so it doesn’t take up any more of your time, so you can start focusing your time on more important things, like what you are going to do for plans when your visitors come and see your nice clean windows.”
That’s a killer close I customized right there. But you can see how agreement pushed me past the objection. Master agreement and you will master life.