MEMO
To:
From:
Subject:
Date:
Mark Breedveld
Jake Driscoll
Furmanite Service Company Case
December 1, 2024
1.
Label Each Selling Technique
Summary of Benefits Close: “Let me summarize what we have talked about… Is that right?”
Assumptive Close: “Gary, I suggest we get a crew in here… What time do you want the crew here
Monday?”
Probability Close: “Just suppose you could convince yourself it’s a good decision. Would you then
want to go ahead?”
Testimonial: “I did the same service for Petro-Canada last year, and we have not been back for
warranty.”
Compliment Close: “I know you always make experienced, professional decisions…”
Re-Summary Close: “Gary, Let me tell you what we have agreed on so far… Right?”
2.
What were the strengths and weaknesses of this multiple-close sequence?
Strengths
Chris used multiple closing and selling techniques, tailoring them to Gary’s concerns and creating
credibility with the Petro-Canada example. He addressed Gary’s objections effectively and
maintained a strong relationship by scheduling a follow-up. He used multiple closes to help
uncover and understand Gary's specific concerns.
Weaknesses
Overusing closing techniques risks overwhelming Gary and can come across as pushy. The
Assumptive Close was premature, which may have given Gary the impression that Chris wasn’t
fully listening to his objections.
3.
Should Chris have closed again? Why?
No, after three rejections, it was wise to stop. Pushing further could have risked damaging the
relationship and losing the opportunity for a future sale. Setting a follow-up for when Gary has
the funds was a smart move that preserved the potential for closing later.
4.
Assume Chris felt he could make one more close. What could he do?
If Chris were to make one more attempt, a Negotiation Close would be the best approach. Gary
sees the value but has a financial timing concern. Chris could propose:
"Gary, I understand the timing is a concern this month. What if we set up a payment plan that
starts next month after your funds become available? That way, we can begin repairs now and
ensure your plant’s leaks are taken care of. Does that sound like a solution that works for you?"
This addresses Gary’s financial concern while avoiding another meeting. It also provides a win-win
solution, closing the sale and adapting to Gary’s financial concerns.