From The Masters of Success Video Training Series
featuring J Douglas Edwards
In the world of sales, closing sales is an www.thesalesdr.com.au form that
requires a blend of strategy, psychology, and timing. One effective approach to
closing deals is using combinations of techniques to create a compelling case
for the customer.
This method, known as “Closing with Combinations,” involves leveraging
multiple closing strategies to address different aspects of the customer’s needs
and concerns.
Understanding the Customer
The first step in closing with combinations is understanding the customer. This
involves identifying their pain points, motivations, and decision-making
criteria. By gaining a deep understanding of the customer, you can tailor your
closing strategies to resonate with them on a personal level.
Combining Techniques
There are several closing techniques that can be combined to create a
powerful closing strategy:

1. The Assumptive Close: This technique involves assuming that the
   customer has already decided to purchase and moving forward with the
   next steps. Or example, you might say, “Let’s get the paperwork started so you can
2. enjoy the benefits of our product.”
3. The Urgency Close: Creating a sense of urgency can motivate the
   customer to act quickly.
   You might say, “This offer is only available for a limited time, so it’s
   important to make a decision soon.”
4. The Summary Close: Summarizing the key benefits and features of the
   product can reinforce the value proposition.
   You might say, “To recap, our product offers A, B, and C, which will help
   you achieve X, Y, and Z.”
5. The Question Close: Asking questions can help guide the customer
   towards a decision.
   You might say, “Do you see how our product can solve your problem?”
   Addressing Objections
   Combining closing techniques also involves addressing objections effectively.
   When a customer raises a concern, you can use a combination of techniques to
   alleviate their worries.
   For example, if a customer is concerned about the price, you might use the
   Summary Close to highlight the value and the Urgency Close to emphasize the
   limited time offer.
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   Creating a Win-Win Situation
   The goal of closing with combinations is to create a win-win situation for both
   the customer and the salesperson. By addressing the customer’s needs and
   concerns through a combination of techniques, you can build trust and
   rapport, making it more likely that the customer will make a purchase.Conclusion
6. Closing with combinations is a versatile and effective approach to sales. By
7. understanding the customer, combining different closing techniques, and
8. addressing objections, you can create a compelling case that motivates the
9. customer to decide. Remember, the key to successful closing is to be adaptable
10. and responsive to the customer’s needs.
11. Remember … Trust is better than any sales technique …
12. Mike Puglia
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14. electrifying Sales Closing Encyclopaedia. … This is a must for your Sale’s
15. Professional Library … Over 100 sales closing techniques including real estate
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