The Total Honesty Close

People actually DREAD having to deal with salespeople.  So why not be an advisor or counselor to them.  Spend a great deal of time finding out what they want to do and accomplish. Then show them how your product or service can fill their needs.  

Then do something that “no one” expects you to do, and tell them all the negatives about minor things that may mean your product isn’t the right one for them.

If you want to gain instant credibility with someone who is a potential client. Do this and watch all the sales pressure just melt away.  You are no longer a pushy, obnoxious, or greedy salesperson.  

You have become a confidant and trusted advisor to the prospect.  

Let me give you an example:

Suppose you came into my car dealership and wanted to buy a sports car. I ask you all the necessary questions to find out what you really want and the benefit you want to receive.

I have just qualified you for how much money you want to spend and how you will spend it. Then I show you a car and as we are driving around I mention a few reasons why you might NOT want to own this car.

What do you think might happen?

Look at it this way. If you are selling a great product or service, the negatives of what you are offering will probably be very small. Don’t keep them a secret, just tell your customers upfront about any negatives.

I’ve experienced this quite often. The negatives you tell them won’t make any difference in their buying decision.

Keep it simple, just be totally honest with your prospect and tell them everything they need to know to make the buying decision. If you do tell them a few reasons why they may not want to buy your product, you will probably get the sale and more importantly, you will get tons of referrals because your customer will TRUST you.

Another reason for being honest is that after you’ve asked the questions to find out how they want to benefit from the purchase, and after using the Total Honesty Close, besides creating a customer, you have led them into purchasing the product or service that they truly desire and will create a long term customer who will be coming back more often and purchasing more from you.