Closing for the Appointment — the Confusion Close

The confusion close enables you to deal with prospects who continually probe for a price before you have had a chance to establish the value of the product, which can, of course, be disastrous. As always, you are seeking to have them come and see you.

A sample confusion close might go something like this:

Prospect: Can you tell me how much you charge for karate classes?

Salesperson: Certainly. My name’s Andrew. What’s yours?

Prospect: John.

Salesperson: John, are these classes for you or for someone else?

Prospect: For me.

Salesperson: Have you ever studied martial arts before?

Prospect: No, but I’ve been interested for a long time.

Salesperson: Good. The best thing for you to do is to come to the school. Then I can show you around and introduce you to some of the staff. I’ll also give you our free eight-page information kit. It will answer all of your questions. At the same time, I’d be happy to give you a free trial lesson, so you can get a feel for what karate is all about. Would tonight at 6 be good, or is tomorrow better?