1-2-3 Close

1 03 2010

HandshakeWe were discussing sales closing techniques in a Basic Entrepreneur Skills class recently and were looking at the comprehensive list at ChangingMinds.org.

The first technique listed, 1-2-3 Close, caught my attention.

Just by listing three words/phrases that describe your product/service, or the benefits, or the perks customers will receive, you fulfill a psychological need within your customers. The 1-2-3 Close leads customers to be persuaded because the pattern resonates within them.

Example: The top three benefits to becoming a Virtual Assistant are: you choose when you work, how much you work, and who you want to work with.

Example: With the purchase of a Blendex, you will receive a life-time warranty, a free cook book, and your choice from four color options.

Your customers’ needs are fulfilled further by paying attention to cost, quality, and time – the classic business measurements.

Example: Our product is more affordable, more reliable, and faster than other similar products on the market.

If you are like me, every advertisement you look at from now on will have you checking for the 1-2-3 Close. I found it in Netfirms promotion: “Introducing Netfirms VPS S-Series. Seriously scalable, stable and sophisticated (not to mention slick, smooth and surprising).”

So the next time you are creating marketing material,  writing your elevator speech, or preparing a formal sales presentation use the 1-2-3 Close for a compelling message that will move your customers to action.

Bev McCrostie, M.Ed.
Virtual Assistant Certificate
Red Deer College
Bev.mccrostie@rdc.ab.ca
www.virtualassist.ca

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