Every agent has their own style in closing sales, and no individual technique is best. But there are three types of closing tactics that can be used very effectively if executed properly.
In 1972, I was interviewed by Aetna Life & Casualty's magazine The Advisor to talk about my closing techniques. After 50-plus years of successful selling, I can easily say that what I said — and what worked — then has consistently worked since: "The first person who has to be sold on a client's need is me. I have to convince myself that my proposal is absolutely right for the individual. Once that's done, he's got an awfully big job convincing me that it's not."
That was, and is, my philosophy on closing. I've always approached qualified prospects with confidence, prepared to sell and was not put off by excuses or stalling tactics. Even at the beginning of my career, I tried to determine what the prospect's "hot button" was so that I could use a technique that would close the sale.
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