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Balance-sheet Close

 

Disciplines > Sales > Closing techniques > Balance-sheet Close

Technique | How it works | See also

 

Technique

List both the benefits of the purchase (the pros) and also the costs (the cons). Of course, the pros (the reasons to buy) will win.

You can even write it down like a balance sheet. Make sure the 'pros' column is longer and more impressive, of course.

Cons include things they wanted but are not getting.

Start with the cons and keep them short. But do make it sound credible, as if you are giving them fair consideration.

Then cover the pros. Perhaps sound pleasantly surprised as you describe them.

Sound reasonable, as if you are on their side.

Sound almost as if you are talking to yourself.

Examples

Well, although it costs this much and is a bit big, it will sound really good and fit well into your house decor.

Let's weigh things up. You're not getting ..., but you are well within your budget and will have ..., ... and .... Hmm. That's good!

 

How it works

The Balance-sheet Close works by building Trust through appearing to taking a balanced and fair approach. It guides the other person's thinking and hopefully saves them the trouble of weighing up the pros and the cons.

This is also known as the Abraham Lincoln Close (Lincoln was a lawyer and often used this technique in his cases) or the Ben Franklin Close.

See also

Trust principle

Books on Sales Closing

**** Tom Hopkins, Sales Closing for Dummies, For Dummies, 1998  **** Zig Ziglar, Zig Ziglar's Secrets of Closing the Sale, Berkley Publishing, 1985  *** Stephan Schiffman, Closing Techniques: (That Really Work!), Adams Media, 1999  **** Stephan Schiffman, Getting to 'Closed': A Proven Program to Accelerate the Sales Cycle and Increase Commissions, Dearborn Trade Publishing, 2002  *** Joe Girard, Robert L. Shook, Robert Casemore, How to Close Every Sale, Warner books, 2002 ** Gary Karass, Negotiate to close: How to make more successful deals, Fireside, 1987

 

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