The simplest and easiest to use sales tactics is the five-finger close. Whenever you are having trouble closing that pending sale you can use this method to isolate and overcome almost every objection a prospect can come up with. Some might classify this simple structure as “high pressure” but it’s not. It is a tool that you can use to help your sales staff close the tough sales.
Example:
I can understand you want to go home and think about this. After all, this is an important decision. Let me ask you this (This question is key to using the “five-finger close method).
1. Is our facility fairly convenient to you?
2. Does our facility have everything you would need to get into shape?
3. Is this something you want to do?
4.Is this something you need to do?
5. Is it affordable?
“So let’s look at this for a minute —We are convenient for you; have everything you need to get into shape; you need and want to do this, and it’s affordable! If you can say yes to these five things you’re ready to get started.”
Chris Batchelor
Health Club Marketing Contributor
