Double Closing

A sale that appears to be lost but is successfully recovered.

In the world of sales, the term “double closing” can have two potential interpretations:

1. Redundant Closing Technique (Less Common):

The less common interpretation of double closing refers to the practice of using two closing techniques consecutively during a sales interaction. This might be done if the salesperson feels the prospect hasn’t fully committed after the first attempt.

• Potential Drawbacks: This approach can come across as pushy or repetitive, potentially damaging the rapport with the prospect. It’s generally advised to use multiple closing techniques throughout the conversation, but not necessarily back-to-back at the end.

2. Confirmation Closing Technique (More Common):

The more common interpretation of double closing refers to a specific confirmation closing technique. Here’s how it works:

1. Initial Close: The salesperson presents an initial closing question to gauge the prospect’s buying intention. This could be phrased as:
   • “So, are you ready to move forward with [product/service] today?”
   • “Does this sound like a good solution for your needs?”
2. Confirmation: Based on the prospect’s response, the salesperson seeks confirmation on specific details. If the prospect is receptive, questions might include:
   • “Would you like to schedule a delivery date?”
   • “Which payment method would you prefer?”

Benefits of the Confirmation Closing:

• Overcoming Objections: The confirmation stage allows the salesperson to address any lingering hesitations or concerns the prospect might have before fully committing.
• Building Confidence: By confirming details, the salesperson builds confidence in the purchase decision and clarifies the next steps.
• Securing Commitment: The confirmation stage helps solidify the prospect’s interest and move them towards a final “yes.”

Effective Use of the Confirmation Closing:

• Natural Flow: The confirmation shouldn’t feel forced or abrupt. It should flow naturally from the initial close and the prospect’s response.
• Focus on Details: The confirmation questions should focus on specific details of the purchase, not re-presenting the core value proposition.
• Active Listening: Pay close attention to the prospect’s responses during confirmation and address any concerns that arise.