The hurry close

The hurryclose can feel a little icky and stereotypes the old fast-talking hustler. There’s also an element of truth to that, it’s a bit of a dirty negotiation tactic. When we quicken the pace, like speed chess, it tends to force mistakes.

The hurry close means hurrying the process, speaking fast, answering fast, asking fast. Basically, setting the tempo of the interaction high to make the prospect feel anxious or uncomfortable, which eliminated the need for a pattern interrupt.

I unintentionally am guilty of this and have a note written on my laptop saying ‘slow down’. One sales trainer said that I ‘vomit on the prospect’, which was a fantastic way to make me realise how the prospect felt.

I tend to overdo this when I know a lot more information than the prospect and assume that they know it as well. But like all things sales you need to do it from the Customers optics. Slowing down shows courtesy and allows them to process what you are saying.

Don’t rush to learn the hurry sales technique. Like all training, get the process, skills and habits down pat and speed will come.