Have you ever dealt with a controlling prospect that feels the need to have everything on their exact terms? If so, you know how difficult it can be to get them to accept your terms and close the deal.
The Inoffensive close is designed to combat just that, allowing you a better chance of making the sale.
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What Is The Inoffensive Close
The Inoffensive close is a sales technique that puts the control squarely in the buyer’s lap. It allows the buyer to believe the control is in their hands, enabling you to continue pushing the sale forward.
With this technique, you simply present your terms in a way that doesn’t offend the prospect. For example, instead of saying, “I need you to sign this contract now,” you might say, “Can we go ahead and get this contract signed so we can get started on the project?”
This technique is all about framing your terms in a positive light. Instead of coming across as demanding, you want to sound helpful and cooperative. You’ll be more likely to get the prospect to agree to your terms and close the deal.
Why Use The Inoffensive Close
It’s always frustrating when you’re in the middle of a conversation with a prospect, and they just cut you off. Or, they try to finish your sentence for you, but they’re wrong. Better yet, you tell them the process it takes to finalize the deal, but they rather do it another way that doesn’t work.
With the inoffensive close, there are ways to avoid all of that.
The inoffensive close is designed to keep the conversation going while maintaining control. By using this technique, you’ll be able to:
- Get the prospect to agree to your terms.
- Keep the conversation moving forward.
- Avoid getting cut off or interrupted
- Get the prospect to see things from your perspective.
How To Use The Inoffensive Close
Now that we’ve gone over what the inoffensive close is, let’s look at how you can put it into practice.
When using this technique, there are a few things you’ll want to keep in mind:
- Be positive – As we mentioned before, you want to come across as helpful and cooperative. This means using positive language throughout the conversation.
- Be transparent – You need to be clear about what you’re asking the prospect to do. There should be no confusion about your terms or what you’re trying to get the prospect to agree to.
- Be assertive – Even though you’re trying to avoid sounding demanding, you still need to be assertive. This means being firm in what you’re asking for and not backing down.
Here’s an example of how you might use the inoffensive close in a conversation with a prospect. You do this by giving them an ultimatum that really isn’t one.
Prospect: “I’m not sure I’m ready to sign the contract just yet.”
You: “Of course, I completely understand. Can we quickly go over the terms again, so you feel more comfortable?”
Prospect: “Sure, that would be helpful.”
As you can see, by using the inoffensive close, you’re able to keep the conversation moving forward without sounding demanding. You’re also able to get the prospect to agree to your terms so you can close the deal.
The inoffensive close is a great way to keep control of the conversation while also getting the prospect to agree to your terms. By being clear and assertive, you’ll be able to close more deals and grow.
When To Avoid Using The Inoffensive Close
Even though the inoffensive close is a great sales technique, there are certain times when you should avoid using it.
Here are a few times when you might want to steer clear of the inoffensive close:
- When the prospect is already angry or upset – If the prospect is already angry or upset, using the inoffensive close will only make things worse. In this case, it’s best to avoid using this technique and try to calm the prospect down first.
- When you’re not sure what the prospect wants – If you’re not sure what the prospect wants, using the inoffensive close will only make things worse. In this case, it’s best to ask the prospect directly what they’re looking for.
- When you’ve already used it too many times – If you’ve already used the inoffensive close a few times, it’s best to avoid using it again. At that point, it’ll be best to use another sales technique depending on the situation. For example, if you need to shift gears and be more assertive, you may need to use a hard close.
As you can see, there are a few times when you should avoid using the inoffensive close. However, if used correctly, this technique can be a great way to get the prospect to agree to your terms and close the deal.
Benefits Of Using Inoffensive Close
Several benefits come with using the inoffensive close.
Some of the benefits include:
- You’re able to keep the conversation going – By using the inoffensive close, you can keep the conversation going without sounding demanding. This allows you to get more information from the prospect and build rapport. This is also a great way to easily get more sales referrals.
- You’re able to get the prospect to agree to your terms – By being clear and assertive, you can get the prospect to agree to your terms. This allows you to close more deals and grow your business.
- You’re able to avoid sounding demanding – By using the inoffensive close, you can avoid sounding demanding. This allows you to build trust with the prospect and create a more positive relationship.
Eight Examples Of The Inoffensive Close With Scripts
What’s great about this close is that it takes the pressure off you and puts it on the prospect. It forces them to really think about what they want and how your product can help them.
Here’s an example of how you might use the inoffensive close:
- “I completely understand if you’re not ready to sign the contract just yet. Can we quickly go over the terms again, so you feel more comfortable?”
- “I know you’re busy, but can we schedule a time for a quick call to go over the details?”
- “Is there anything holding you back from signing the contract? I want to make sure all your questions have been answered.”
- “I know this might be a lot to take in, but can we schedule a time for a call next week to go over everything?”
- “If you like what you see, then we can move forward with the sale. If not, no hard feelings.”
- “I want to make sure you’re comfortable with everything before we move forward. Is there anything you’re unsure about?”
- “I don’t want to pressure you into anything, so let me know if you need more time to think about it.”
- “The last thing I want to do is force you into something you’re not ready for. With that being said, is there any reason why you wouldn’t want to move forward with this?”
Conclusion
When dealing with a prospect who has a demanding/difficult personality, the inoffensive close is a great way to get the prospect to agree to your terms without butting heads. This technique can be used in several different situations, and it has a lot of benefits.
If you’re looking for a way to close more deals, consider using the inoffensive close. It just might be the key to success.
