A short training clip from Brian Tracy (YouTube) explaining the "approach close": a sales technique used at the start of a presentation to request the prospect's commitment to give a decision at the end. The speaker provides a suggested opening script (promise not to sell now, present reasons others bought, ask the prospect to judge applicability) and the closing prompt at the end (remind the prospect of their promise and request a decision).
Close number two. This is called the approach close. You use this right at the beginning of the sales presentation. And the purpose of the approach close is to get the person to make a commitment to giving a decision at the end of the presentation rather than the person saying afterwards, I have to think it over. And the approach close is something that you use when you have a product or service which is used and needed by almost everybody. And what you say is this. You say, Mr. Prospect, recognizing that at the beginning of the sales presentation, sales resistance is the highest. The person's resistance is up. Remember, we live in a commercial society. People are trying to sell us something every single day, 50 times a day, 2,000 advertisements a day is what we see in our society. Radio, newspaper, television, billboard, buses and so on. Everybody's trying to sell us something. So we have natural, from the age of 5 years old, sales resistance. And you have to overcome it. And it's a beautiful way to overcome it. At the beginning, you Simply say this, Mr. Prospect, I'm not going to try to sell you anything now. I'm not going to try to sell you anything right now. Just relax. Person says, oh, that's good. All I'm going to do is I'm going to show you some of the reasons why people have bought this product and continue to buy it over the years, or one of the reasons why thousands or some of the reasons why thousands of people have purchased this product. And all I ask you to do is look at the reasons why others have bought it and judge for yourself and tell me one way or the other whether or not this applies to you and to your situation. Is that fair? I'll just show you why others have bought it and you just tell me whether or not it applies to you and your situation. Person will say, okay. See, what you're doing is you've offered them a deal. The deal is, I won't try to sell you if you listen with an open mind to my presentation. And the person says, okay, I'll listen with an open mind. And then you go into your normal presentation and you go through the presentation. At the end of the presentation, the. The prospect cannot say, well, I have to think it over. You say, Mr. Prospect, you promised you'd give me an answer one way or another. It's a very simple close. You promised you'd give me an answer one way or another. And from what you've said, it seems that this product is just ideal for your situation. And you can go right through to the close.
