This question came in for RM Buddy Swisshelm, “What are your favorite closing techniques?”
Our expert Buddy Swisshelm said:
I always start with a lease, period. If an owner turns it down, I go to cash with overage. At this point, if the answer is still a “no” I stop and ask, “Where are we? On a scale of one to ten, one being you are never going to buy, ten being you are going to buy right now, where do we stand right now?” If the owner gives me a six or seven, I follow up with, “What can I do to make this a ten?” If the owner’s answer was lower, I do more value building before dropping one last time. It’s very important to know where you stand with your customers. Also, make sure you ask for the order on each step! Good luck and happy closing!
