Breaking Any Habit Requires Temporary Discomfort
One of the toughest habits to break is not to use permission based closing techniques such as:
“Would you like to…?”
“Do you want to…?”
“Is it okay if I…?”
They come from growing up in a household where we are taught manners and if you want something you are supposed to ask for permission. That is a behavior that will be difficult and uncomfortable to break. Be more assumptive. Expect your customer to buy.
When you approach your closing for commitment with this permission-based request, you have given up total control and put it in the hands of the customer. If they are indecisive, get ready for a postponement response.
Next time instead of saying “would you like to go with this one?” change it to “let’s go with this one.” The temporary discomfort is worth it.