The Put the Shoe on Their Foot Close

- Tom Hopkins

This close can be used when you meet someone who either does not like you or does not like salespeople in general.

Phraseology: “First, Mr. Johnson, let me apologize for the poor service you obviously received. Tell me, if you were President of ABC company and a sales representative treated a customer the way you've been treated and you found out, what would you do?"

Be patient and let them tell you what they'd do. Then, if appropriate, say:

"That's just about what happened in this situation. By the way, it's now my job to show you how professional our company is. And, do you know, when I meet someone like you that's unhappy with a person in our company, it represents a challenge to me. I'd like to give you such special service. Could I just keep in touch with you over the next 20 years?”