Occasionally at our workshops, someone will bring up the subject of “power closing phrases”. The discussions that follow are very lively, quite humorous at times, loads of fun, and they include everyone sharing their own power phrases, their ideas about closing on the final objection, and experiences when using them.

What I thought I’d do is share with you what I consider to be some of the “better” ones. By “better” I simply mean those techniques that should be able to be used by most, if not all, of us. Obviously, some of the techniques that were brought up at these workshops can only be effectively delivered by the person who shared them. I’ve tried to avoid those. So, here we go:

“All I can do is tell (you) the truth, I can’t force someone (you) to recognize it. So, shall we proceed?” (To toughen it up just use “you” language.)
 

“Please don’t mistake my enthusiasm for your business as pressure. I am hoping, though, that you’ll take action on this right now. Will you?”
 

“My job now is to simply make it easy for you to take action on a decision, frankly, you’ve already made. Shall we?”
 

“You know you like it, so why don’t you just go ahead and do it?”
 

“Please!” (Evidently, this one is more effective if we can tear up too!)
 

“The absolute worst thing that could happen is that my manager will be forced to sell your new car to someone else and you’ll simply be forced to drive home in the car you pulled up in. Right?”
 

“Let’s put this shopping chore behind you so you can start to enjoy your new car. Are you ready to?”
 

“By insisting on a “best price” quote without a commitment to buy today, what customers unwittingly do is force their salesperson to either guess about the numbers, or even worse, lie about them. I’m simply not willing to do either. However, with your commitment to own your new car today, should the numbers be agreeable to you of course, but with your commitment at the very least you’ll be able to get all the information you’ll need to make an intelligent decision, one way or the other, you can always tell us no. Okay?”
 

“Help me to help you.”
 

“In order for ANY negotiation to be successful both parties have got to win, right? How do you win? Yes, by getting potential profit in the form of a discount. How does my manager win? Right, by making a profit in the form of your business. In order to get what we want, we MUST to be in a position to give her what she wants. Otherwise, we’re not negotiating from a position of strength. That makes sense to you, yes?”
 

“That’s the way you’ve always done it before? It’s possible then… that you’ve ALWAYS paid a little bit more than you’ve had to.”
 

“Do you know how I get paid? Commission, that’s right. You know what the best part of commission sales is? The more excited I get you, the more money you pay, the more money I make! Isn’t that neat?! Do you know how much I get paid if you DON”T buy the car? That’s right, nothing. And you’re not going to buy it unless the price is right, are you? So, it works to both our advantage to (make the numbers right) negotiate from a position of strength.”
 

“This IS going to happen folks. I know it may not seem like it right now, but I’ve been here enough times to know how close we really are to an agreement. You WILL be driving home today in your new truck.” 
 

“If we can’t work out the numbers that are agreeable to you, I wouldn’t expect you to do business with us. That’s fair, isn’t it?”

"All things being equal, wouldn't you like to buy THIS car, but it NOW, and buy it from ME?"
 

“I know you wanted your payment to stay the same, and I know $540 is a lot of money, but if $540 is too much for the car you’ve been dreaming about, how do you justify continuing to pay $450 for a car you don’t even want anymore?”
 

If you have others you’d like to share with me, by all means, please do send them along. In the meantime, however, we’ll probably be doing ourselves a great favor by adding these power phrases to our toolboxes. You never know, right? Eventually, having one of them at our disposal could mean the difference between making the sale or not!

© 2016 by Michael D. Hargrove and Bottom Line Underwriters, Inc. All rights reserved.

Michael D. Hargrove is the founder and president of Bottom Line Underwriters Inc. and and My Success Company, which are success coaching firms serving the automotive industry for over two decades. You can find more of his work here: http://bluinc.com/free-stuff/articles/selling-skills/. He can be reached at Facebook, Twitter, YouTube, Amazon, or e-mailed at mhargrove@bluinc.com.