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October 24, 2014 at 02:07 PM
Closing lines: They can be a little cheesy, sometimes unnecessary and most times overly dramatic. But they’ve also worked — on some occasions — to help close sales and gain clients. Of course, in reality, you’re not “closing” a sale, but opening a relationship once that prospect signs up for a policy.
And while there is no “best” way to close a sale, and no one closing line is a fit for each prospect, some of the following helped agents turn the other individual in the room from prospect to client.
Take a look at some of the best closing lines out there and please, let us know what sales techniques you feel work best.
1. “Just one more thing”
This is a line made famous by the 1970s classic TV detective, Columbo. He often used this line when he was done questioning suspects. Straight-faced, he would head for the door, seemingly ending the interrogation. But he would pause just before exiting the room, turn, glare at the suspect and say, “Just one more thing.”
Whatever followed that phrase would pack an incredible punch and leave the suspect deep in thought. The tables were turned, the suspect is weakened and Columbo, at this point, usually gained the upper hand.
Be Columbo.
When prospects are being sold to, they naturally have their guard up. When they feel the sales process is coming to a close and they are no longer being “sold to,” they let their guard down. This is when the agent or advisor should say the most powerful thing in his or her arsenal of lines. “Just one more thing…your family depends on you.”
2. “Level with me”
To some, this phrase may seem a bit too aggressive. To others, maybe it’s not aggressive enough. Let’s face it, you are selling protection and financial security to your prospect and their family.
This phrase, like the aforementioned line, should be used towards the end of your meeting. For example, as you approach the end of the selling process and the customer says he wants to think about it, ask him to get to the point: “Level with me. Have I failed to show you the value that you will receive from your investment?” Then be quiet.
Inevitably, the prospect will see that you are selling him something of value. You are selling him protection. You are selling him something his family needs.
