Last week, I was holed up at the amazing Resort at Squaw Creek in Lake Tahoe for our annual strategy session. After checking in and making my way to my room, my bags were promptly delivered by the bellman. I was planning on tipping him a few bucks for the two bags he brought up, but the smallest bill I had on me was a $10. So, I asked him if he could break it for me. His response was:
“Sure, no problem. Is five okay?”
My response:
“Uhhhh, okay.”
So, he gave me the $5 and off he went. What else was I supposed to do? Tell him “No, give me two more measly bucks back because I’m such a tight wad — I was only planning on giving you $3. No!, I was stuck and he was able to increase his tip by 67% with a simple, firm, three-word close: “Is five okay”
Was I upset at having tipped more than planned? No way! The $5 was totally worth just experiencing his close technique. I should have paid another $5 to find out what other phrases and questions he uses to increase his tip amounts & close rates.
The experience made me think more than a few times about the words and questions I use when closing or negotiating a deal. I’d love to find the phrase, question, or words to increase my deal amounts by 67%!
If you’ve got a favorite close question or phrase, I’d love to hear it!
Posted In: Small Business
