Inoffensive close

If your prospect is a dominant type.  

In sales there are pattern interrupts, which are designed to be almost shocking statements to challenge thinking.  Not mentioning the many ‘hard close’ ways to create conflict to force change or a sale. If you want to succeed in sales you need to be tough like that.

However in dominance hierarchies the highest tiers are often full of really difficult and nasty people. The larger the organisation you are dealing with the more likely the senior leadership are very high in the dark triad of sociopath, psychopath, and narcissists. The same decision makers you need to sell to. So playing a hard game with these hard personality types will only result in two bulls violently clashing.  

In many cases the salespersons job is to provide the information or customer service required, then get out of the way of the sale.  

Nothing frustrates me more than trying to buy and the salesperson wants to demonstrate their awesome sales skills. I remember a sales manager telling me ‘if the customer is ready to buy, stop selling and let them buy’.

Try

‘Most people in your situation usually go with this, does that sound reasonable to you’?

‘Why don’t we start with this option, and if it works, we can expand later’?

‘The worst case is you try it and it doesn’t work, but at least you’ll know. Is that fair’?

Notice the language it doesn’t trigger dominance or ego. You’re not challenging them, forcing them or manipulating them. You are being inoffensively helpful. By slightly putting yourself below the prospect you are showing you are not weak, but you’re also not a threat.