How To Close More Sales Today

“I desperately need to close more sales before the end of the year and I’ve only got a few weeks left. What can I do? – Bill from Kansas City, KS

As year-end closes in I get this question more and more often. What’s the simple answer?

Do what Paul did.

A few weeks ago, I was on the phone with Paul, the owner of snow cat skiing outfit in British Columbia. I was talking with him about my annual ski trip out to the big mountains and deep snow in British Columbia and I wanted to book one day with Paul’s cat skiing outfit, to have him take my son and I out into the backcountry for some deep powder skiing.

If you’re crazy about skiing, cat skiing is nirvana, though it costs a lot – around $400-500 a day per person.  I’d only planned to book one day with Paul but then he did it. He offered to take my son and I out for a second day at 60% off and make sure we skied with other experts both days.

The offer was, to me, irresistible, and I ended up booking two days of skiing with Paul. He was happy, he’d filled two more seats in his snow cat and I was happy feeling like I got a great deal.

How can you close more sales this year, even in the few weeks you have left?

Do what Paul did.

Provide your clients with an irresistible offer – one that any prospect who has an interest in your product or service can’t refuse.

The Key To An Irresistible Offer

In order for your offer to truly tempt your prospect, it just needs to do one thing. It needs to give your prospect the perception that they are getting an incredible deal where the offer price is well below the perceived value

In my case, I was expecting to pay $450 a day for cat skiing, so when I was offered an additional day for less than $200 per person it sounded like I was getting a steal.

Creating Your Irresistible Offer

Let’s say you sold cars. What could you do to create an irresistible offer for the cars on your lot that list, on average for $35,000?

1. Right off the bat you can offer a discount on the list price of 23% or $8,000.
2. Next you could offer free service for the first 50,000 miles, which is what my Audi dealer did – providing a savings of $2,500.
3. You could waive the dealer prep fee of $600 (which in reality is only an hour or two of work).
4. You could throw in a 3-day family vacation with a retail value of $800 which you can purchase for pennies on the dollar from companies like GetUpAndGo (yes they were a client of mine too.)

And I’ve probably left out a few discounts but even so the bottom line is you could offer to give pay anyone who comes in to buy a new car $11,650 in savings, services and rewards.

Of course if you want them to take advantage of your offer, you need to add in the element of urgency, limited availability or limited time or both. At this time of year, I make it by December 25^th.

Of course no offer, no matter how good it is, is going to make someone who doesn’t want a car or whatever you sell make a purchase. But if you’ve got a handful of prospects interested in buying your products or services, an irresistible offer can get them to buy this month instead of waiting until some undetermined point in time next year and potentially losing the sale altogether.

So what’s your irresistible offer, the one you plan to use to close more sales before the year ends?

Leave a comment and let me know.

Remember getting your prospects to spend money is all about interest and perception. Spending $200 a day to go skiing is a lot, but compared to spending $450 a day it’s a great deal if you’re nuts about skiing in the first place.

Have you ever succumbed to an irresistible offer yourself?

Leave a comment below and share what made the offer irresistible to you.

Now if I can just find an irresistible offer for some new powder skis for the trip I’ll be all set.

-Charlie

P.S. Interest plus a compelling reason to buy equals more sales. And as I’m sure you’ve figured out, you can use irresistible offers to close more sales all year long.

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