Hello, I’m Stan Fidel-the marketing and selling coach. Welcome to article 16 of our 20-article series on Becoming An All-Star Sales Person.

In this article, we continue our discussion of closing. The Minor Point Close is a variation on the basic assumptive close. Like the basic close, you start out acting as if you expect a yes and you present one or two benefits that your prospect liked.

Here is where it becomes a little bit different. You ask a minor point question that your prospect would need to answer if he had already said yes to the major question of buying your product or service.

In this example of the Minor Point Close, let us continue using our previous context of the financial adviser. “You like the idea of having a professional manage your investments. You also really like all the time you will be saving. Do you want to do the asset transfer yourself or do you prefer that we handle the paperwork for you?” If your prospect answers the minor point question regarding who will handle the paperwork, he has bought your proposal. By choosing one of the minor alternatives he has agreed to the major question.

Let’s summarize the minor point close. It relies on a confident tone of voice. You must convey positive expectancy. Ask your prospect a minor question that would need to be answered once he made the major decision to buy. You are however, asking him the minor question first instead. If he answers, he has bought!

What you’ve just done: you’ve learned to close a sale by assuming a yes and confidently asking a minor question for it. Your positive expectant tone of voice is what makes this happen. Use this principle professionally and personally and get better results in all of your persuasion efforts. If you like what you’ve just read and want to see my 20-video series, on closing sales and becoming an extraordinary sales person, please go to http://www.stanleyfidel.com/free for the entire free series. Good-bye and good selling.