Posted on August 24, 2024

One of the most effective closing techniques in sales is Talking Past the Sale. This method involves painting a vivid picture of the customer already owning and enjoying the product or service. 

By focusing on the positive outcomes and benefits, you can subtly nudge the prospect towards a purchase without directly asking for a commitment.

How Does Talking Past the Sale Work?

• Assume the Sale: Pretend the sale has already been finalized.
• Paint a Picture: Describe in detail the customer's positive experience with the product or service.
• Highlight Benefits: Emphasize the advantages and features that will enhance their life.

Examples of Talking Past the Sale:

Service: "You'll love the convenience of our new online platform. With just a few clicks, you can manage your account and access your information 24/7."

Product: Imagine having this state-of-the-art gaming console in your living room. With its high-definition graphics and immersive sound, you'll feel like you're right in the middle of the action. Plus, its online multiplayer features will let you connect with friends and gamers from around the world.

Real Estate: "Picture yourself entertaining guests on this spacious patio. The gentle breeze and beautiful landscaping create a perfect outdoor oasis."

Key Benefits of Talking Past the Sale:

• Creates a Mental Picture: Helps prospects visualize themselves owning and using the product.
• Evokes Positive Emotions: Associates the product with happiness, satisfaction, and convenience.
• Builds Desire: Makes the product or service more appealing and desirable.

By effectively using Talking Past the Sale, you can increase your closing rates and create satisfied customers who are eager to recommend your product or service to others.