By Cliff Kiel, Purchasing Power’s VP of Sales. Connect: 

I’m sure we all agree closing a sale isn’t a science, it’s an art. As sales professionals, we all know it’s not luck either! Agreed, there is no best way to close a sale. Every prospect and situation is different. But there are some techniques you can utilize in the appropriate situation.

An October 24, 2014 article by Emily Holbrook in outlined the five best closing lines that she garnered from brokers in the field. Take a look. One of these might work for you next time!

1. “Just one more thing.” Yea, it’s Columbo’s line. It worked for the famous detective and it can work with prospects also. When they are being sold to, they 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 you should say the most powerful thing in your arsenal of lines. In our case, it might be “Just one more thing…your employees are expecting you to help with their financial wellness.”

2.“Level with me.” The key is to use this line toward the end of your meeting, such as when the prospect says he/she wants to think about it. Ask him/her to get to the point. “Level with me: have I failed to show you the value that you will receive if you go with this program?” And then be quiet. Inevitably, the prospect will see that you are selling him something of value.

3. “You can put a price on anything, except a good night’s sleep.” This falls in the category of cheesy but true. Agents, brokers, advisors – all are selling products that allow for their clients to have peace of mind. That aids in a good night’s sleep. And that becomes what you are selling.

4. “Could this be a benefit to your employees?” This is pretty self-explanatory. A prospect’s answer to this should always be “yes.” And with that answer, they’ve pretty much sold themselves.

5. “How much would you be willing to spend to make sure your family is taken care of?” This line applies more to an individual sale, but certainly can be indicated for group sales as well. The point of the line is to refute the assumption that an insurance or investment product doesn’t make sense. In our case, as a voluntary benefit that requires no expense and practically no time on their part, it’s a no-brainer for an employer to provide a way for their employees to improve their financial wellness and their lifestyle.


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