Have you ever hesitated when you’re facing a decision? A big decision can be scary—and usually, that fear is from the unknown. Am I making the right choice? Will my decision lead to the outcome I want?
We’ve all felt that pressure!
If you’re closing a sale, your client is facing a decision. And their fear of the unknown could kill your deal. The Crystal Ball Close helps your client overcome that fear. When you use the Crystal Ball sales closing technique, prospects will feel like signing your agreement is a natural next step and not a stressful decision.
With the Crystal Ball Close, you’ll do two things:
- Paint a picture of the future, and
- Assume the deal is done
Paint a picture of the future
The Crystal Ball Close helps your prospect see into the future—a future where you’re their partner. Inclusive, assumptive language is part of that, but it’s also important to give them detailed information about what they can expect.
For example, this may include a description of what it will be like to work with you:
I’ll be taking care of everything for you, so once we have you all set up, you won’t notice a change in your service. The transfer will be seamless.
By giving your prospect a clear picture of the future, you’ll eliminate the uncertainty that makes big decisions scary. That big decision won’t seem like such a big deal—and your client will know they’re in good hands.
Assume the deal is done
The Crystal Ball Close assumes your client will say yes, and the deal is already done. The idea that they would possibly say “no” is taken off the table.
If you’re a salesperson, you may be using language that is exclusive instead of assumptive. You might not even realize it! Take a look at these two statements:
We provide our clients with 24-hour phone support for any of our services.
We’ll provide you with 24-hour phone support for all of your services.
See the difference? Both sentences have the same information, but the second one assumes your company already has your prospect’s business. By changing a few pronouns, you’ll encourage your prospect to imagine what it will be like if they sign up.
- When we launch your website.
- When we implement your software.
- When your products arrive.
- In your coaching program.
By assuming the deal is done, you’ll give your prospects ownership even before they’ve signed. And when they’ve imagined that future, signing feels less like a big decision and more like a step in a process they’re already a part of.
Give your clients a crystal ball!
When your prospects seem hesitant, try the Crystal Ball Close! It’s a technique that works wonders at every point of the sales process. Assume you’ve already got your prospect’s business, and change your language to reflect that. Show them their future!
If you’d like to learn more sales techniques, time management tips, and ways to stay motivated, sign up for my updates! I love working with sales professionals to help them move past plateaus and reach new heights.
Until next time—go sell some stuff!