In an earlier career I was doing some modeling.
I got a job that required a special styling of my hair. I had a full head of hair back then, 🙂
I was sitting in the stylist’s chair and I overheard a conversation from the people next to me.
The stylist quoted a price. There was an awkward silence as the customer tried to form his response. The silence was deafening.
The stylist re-entered the conversation at just the right moment with a comment I’ll never forget, he said “you’re worth it,” with a big smile on his face. It was very matter-of-fact. Nothing pushy.
The customer immediately relaxed and approved of the expenditure.
The stylist’s timing was perfect. His voice was assuring. He was totally relaxed. It was clear that he had closed sales like this before. This was not his first rodeo.
People don’t want to be sold, they want to buy. They buy because they believe you are the best solution for the problem they want to solve in their lives.
Way too often we spend time telling prospects how great we are, and not listening to them. When we really listen not only to the words, but to the feelings behind the words, we connect with people. when we connect, they trust us. When they trust us, they buy from us.
In many situations I have used the “you’re worth it” close. It’s very powerful if delivered with the right timing in a caring conversation about the prospect and their desires.
Be prepared for your prospect to get a little uncomfortable. Many people are not used to thinking in terms of what they are worth.
Truth be told there are many other closes pushed by sales-y people, but none of them have had such an impact on me as this one.
Try it out. I’m sure you will like the results.
