Close Deals - Master the 'Other Than Price' Closing Question
In this instructional sales training segment, Jim Johnson explains a powerful closing technique that centers on the question, “Other than price and affordability, is there any reason we couldn’t put you on our production schedule while I’m here today?” He breaks down the psychology behind the phrasing, emphasizing how it shifts the prospect’s focus from cost to the finished product and the emotional benefits of ownership. Johnson describes the process of asking the transition question after presenting the product’s features, then repeating it if needed while addressing any remaining objections. He stresses that most prospects will answer “no,” allowing the salesperson to move forward confidently. The method is presented as a way to elevate a salesperson from average performance to selling with excitement, by visualizing the completed project and the client’s satisfaction before discussing price.
