Hi, I’m Stan Fidel, the sales and marketing coach. Welcome to article 16 of our 20-article series on becoming an all-star salesperson.

In this article, we continue our discussion of the shutdown. The minor point closure is a variation of the basic assumption closure. Like the basic closing, start by acting like you’re expecting a yes and present a benefit or two that your prospect liked.

This is where it gets a little different. You ask a minor point question that your prospect would need to answer if they had already said yes to the main question of buying your product or service.

In this example of the minor point close, let’s continue using our previous financial advisor context. “You like the idea of ​​having a professional manage your investments. You also really like all the time you’ll be saving. Do you want to do the asset transfer yourself, or do you want us to take care of the paperwork for you?” If your prospect answers the minor point question about who will handle the paperwork, he has bought your proposition. By choosing one of the minor alternatives, he has agreed to the main question.

Let’s summarize the closure of the minor point. It is based on a confident tone of voice. You must transmit positive expectation. Ask your prospect a minor question that would need to be answered once they have made the major buying decision. However, you are asking the minor question first. If it responds, you have purchased!

What you just did: You’ve learned how to close a sale by assuming a yes and asking a minor question with confidence. Your positive, expectant tone of voice is what makes this happen. Use this principle on a professional and personal level and get better results in all your persuasion efforts. If you like what you just read and would like to see my 20-video series on closing sales and becoming a sales extraordinaire, visit http://www.stanleyfidel.com/free to watch the entire series for free. Goodbye and good sale.