nolaydowns

SAE

Good Citizen

Contributor

Fire Starter

Action Close? Is it effective?

I guess this only applies to people who work a shorter sales-cycle, but alas give me your thoughts, Closers!

So an action close is when you say any variation of the following:

"if I could do <client want>, are you willing to go ahead with <my Product/service>?"

**keep in mind, the client's want (or counter-offer) is usually outlandish and not-doable on average, but it's a method I use to keep the engagement going, rarely do I get a simple yes from this approach**

After having a few discussions with a client, and have built value in the product/service, what are your thoughts on the Action Close?

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33 comments

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oldcloser

Arsonist

💀

I don't know when "If I could would you?" got a new name. That's a trial close. It's used to gage interest or potential commitment. Usually, it's inserted after the prospect asks for something. Tactical AF and generally leads nowhere.

P: Could you throw in a new set of floor mats?
S: If I could, would you buy the car today?

P: I don't know
S: Why not?
P: It's really expensive

S: If I could sell it to you for $350/mo and throw in the floor mats would you buy it today?

P: I'm not sure
S: Why not?
P: I don't have any money
S: Oh

nolaydowns

Good Citizen

SAE

😂 it’s more b2b. “If I could streamline your client acquisition and lead-gen for the same price as the guys you’re working with, could we start working on it today?”

oldcloser

Arsonist

💀

Car analogy still applies. Sounds the same to me.

nolaydowns

Good Citizen

SAE

These small businesses have cost as their priority, it’s why I’m asking. Also, this is after I have built value over a series of interactions.

oldcloser

Arsonist

💀

They pay by credit card on the spot? Why not just assume it then. "It's just the right thing for the business. Right? Yeah. Do you have a card handy?" Either way, it should be more organic than this.

People are calling you to do 1 of 2 things. Verify that their inclinations were correct, or eliminate your ass because somehow you proved they were wrong in the open.
Hug them.

nolaydowns

Good Citizen

SAE

I like it

oldcloser

Arsonist

💀

I miss the days of slamming peoples heads into their desks by the phone. But it's changed. Didn't mean to be a prick with the car thing... it's just that people get so emotionally closed to sales speak when they hear it.
If you ask them how you can help them up front and they honestly believe you want to... you're most of the way there in the first 5 minutes.

nolaydowns

Good Citizen

SAE

U weren’t a prick, I like the puns and funs. And yes I agree.

Sunbunny31

Politicker

Sr Sales Executive 🐰

You're asking for the sale, and finding out what they'll accept to get the deal. Even in longer term deals, you're constantly doing some version of this. Honestly, there's never anything wrong with asking for the business. Better also to hear "no" quickly and move on to the next thing rather than spend unfruitful cycles with someone who will never buy.

nolaydowns

Good Citizen

SAE

Agreed.. Although rare, following up on the no-ers can lead to a deal too

Sunbunny31

Politicker

Sr Sales Executive 🐰

There is plenty of grey area in sales. :)

CuriousFox

WR Officer

🦊

Can't close if you don't ask 🤷‍♀️

nolaydowns

Good Citizen

SAE

How often do you ask this way?

Justatitle

Big Shot

Account Executive

it's the age old pushy car salesmen argument. Depends on the read you have of the prospect but if it works a few times it's worth it. not really my style though if I'm honest

nolaydowns

Good Citizen

SAE

I understand.. do you have a go-to closing method?

Justatitle

Big Shot

Account Executive

"Please sign here so I can buy diapers this month"

nolaydowns

Good Citizen

SAE

☠️

Justatitle

Big Shot

Account Executive

But in all seriousness, I try to lay out next steps based on what clients typically do. Now if they ask for something and are deep in process then sure ask ok, if that is it, and I'm able to get that done do we have the ability to move forward with the agreement? I also feel like a lot of times the prospects we work with don't have the final auth to pull the trigger so I don't love asking questions that they can't really answer.

Sunbunny31

Politicker

Sr Sales Executive 🐰

And the next person to be involved asks for more, and then more, and then more.
So before making that final close, you have to make sure it's the final close with the final closer.

nolaydowns

Good Citizen

SAE

Yeah, but this is short cycle where I’m only looking to interact with the decision-maker. I’m working with small-business. @Justatitle

Diablo

Politicker

Sr. AE

It works. Are you using this upfront every time or when you don't see the deal moving to the next steps? 'If I do X' --> Who is deriving this X, you or your client created this expectation?

nolaydowns

Good Citizen

SAE

No I’m using it in a situation where the client keeps asking for more- and for me, it’s a way to keep the buying interest alive and to see what it really takes to do business with them.

Diablo

Politicker

Sr. AE

Its a tough one and difficult to tell if this is always the best approach. We are in a similar soup and changing our sales process. The goal of keeping balance the control both the parties have.

SoccerandSales

Big Shot

Account Executive

Effective for the most part, key is to make sure the “if I could do” part is actually realistic

nolaydowns

Good Citizen

SAE

Agreed.

nolaydowns

Good Citizen

SAE

I agree. Thanks 🙏🏽

Maximas

Tycoon

Senior Sales Executive

It ain't bad I believe,but with savvy prospects it won't differ much tbh than just are you interested!
As think about it they might say yes to it, then come back again and just say No sorry let me think about it again,if they think they were a bit fooled:),particularly with other tricky questions that assume the sale without having a proper consent!

nolaydowns

Good Citizen

SAE

Ah yes the con of the action close!

Pachacuti

Politicker

They call me Daddy, Sales Daddy

It works.

nolaydowns

Good Citizen

SAE

Yeah I use it. Was hoping the other sharks here would disagree and offer alternatives 😭

CPTAmerica

Opinionated

President/CRO

That technique has been around a long time for a reason.

Kosta_Konfucius

Politicker

Sales Rep

I have used this to learn timeline after the list all their wants in a product. Its good to do a trial close throughout the process

nolaydowns

Good Citizen

SAE

Nice, agreed.

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nolaydowns

Action Close? Is it effective?

33 comments

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