The “Here’s the Plan, Stan” Closing Technique

Closing with Clarity and Confidence

Alright, you decisive deal-makers, let’s talk about closing with clarity and confidence.

Now, before you start picturing me as a military general, barking orders and demanding immediate action (though, hey, a little authority never hurts in sales), let me clarify – this isn’t about being pushy or aggressive.

It’s about providing your prospects with a clear roadmap, a sense of certainty, and a comfortable path to saying “yes.”

It’s about guiding them, not forcing them.

The Fear of the Unknown (It’s Not Just for Horror Movies)

In any sales situation, there’s an element of uncertainty.

Your prospects might be hesitant, unsure of what to expect, or worried about making the wrong decision.

This fear of the unknown can create resistance, stall the closing process, and ultimately kill the deal.

Think about it: buying is a vulnerable act.

People are putting their trust (and often their money) in you and your offering.

Uncertainty amplifies that vulnerability.

The “Here’s the Plan, Stan” Technique: Your Roadmap to “Yes”

To overcome this fear, you need to provide clarity and certainty.

You need to lay out a clear path forward, outlining the next steps and reassuring them that they’re in good hands.

This is where the “Here’s the Plan, Stan” technique comes in.

Here’s a simple three-step framework you can use to provide that much-needed clarity:

What I’ve Got: Clearly explain your product or service and how it directly addresses their specific needs and pain points. Focus on the value YOU deliver.

What It Will Do: Highlight the benefits they’ll experience, the positive outcomes they can expect, and the transformation they’ll undergo. Focus on the value THEY receive.

What I Want You to Do: Clearly state the next steps, what you need from them to move forward, and what they can expect after they take action.

Example:

“Okay, [Prospect Name], here’s the plan.

• What I’ve Got: I’ve shown you how our product can solve your [problem] by [list of benefits], including [specific benefit 1], [specific benefit 2], and [specific benefit 3].

• What It Will Do: By implementing this solution, you’ll experience [positive outcome 1], [positive outcome 2], and [positive outcome 3]. You’ll save time, reduce costs, and increase efficiency.

• What I Want You to Do: Now, here’s what I want you to do: take a look at this contract. If you’re happy with everything, sign on the dotted line. Once you do that, we’ll get the ball rolling and start implementing the solution. You’ll receive a welcome email with instructions on how to access your account and get started. We’ll also schedule a follow-up call to answer any questions you might have to ensure a smooth onboarding.

Does that sound good?”

The Psychology of Certainty: Why This Works So Well

The “Here’s the Plan, Stan” technique isn’t just a simple script; it’s deeply rooted in fundamental psychological principles that drive human behavior and decision-making. Let’s break down the key factors:

Uncertainty Aversion: At our core, humans are wired to avoid uncertainty.

It triggers a cascade of negative emotions, including anxiety, stress, and fear.

Our brains are prediction machines, and when we lack information about what’s coming next, it puts us on high alert.

By providing a clear plan, you directly address this aversion. You’re giving the prospect the information their brain craves, which reduces anxiety and creates a sense of safety.

The Power of Predictability and Control: Closely related to uncertainty aversion is our desire for predictability and control.

When we know what to expect, we feel a greater sense of agency and security.

The “Here’s the Plan” approach provides that predictability.

You’re essentially saying, “Here’s what will happen, and here’s your role in it.”

This empowers the prospect and makes them feel like they’re in control of the decision-making process, even though you’re guiding them.

Building Trust and Reducing Cognitive Load: A clear and confident approach signals competence and trustworthiness.

When you present a well-defined plan, it communicates that you’re organized, prepared, and have their best interests at heart.

This builds trust, which is essential for any successful sale.

Furthermore, by breaking down the next steps into simple, digestible pieces, you reduce the cognitive load on the prospect.

You’re making it easier for them to process the information, understand what’s required of them, and make a decision without feeling overwhelmed.

The Zeigarnik Effect and Commitment: The way you structure the “Here’s the Plan” technique also subtly leverages the Zeigarnik Effect.

This psychological phenomenon suggests that people remember incomplete tasks better than completed ones.

By outlining the steps and prompting the prospect to take action, you create a sense of “incompleteness” until they commit.

This can create a gentle pressure to follow through and complete the process.

Moreover, by getting them to agree to the plan, you’re also eliciting a small form of commitment, which makes them more likely to see the process through.

In essence, the “Here’s the Plan, Stan” technique works because it speaks to some of our most fundamental psychological needs: the need for certainty, control, and clarity.

By addressing these needs, you create a more comfortable and confident buying experience, making it much easier for prospects to say “yes.”

The Power of a Clear Path: Guide, Don’t Force

People feel more comfortable making decisions when they know what to expect.

By providing a clear roadmap, you eliminate the fear of the unknown and make it easier for them to say “yes.”

You’re essentially saying, “Here’s how we get you to where you want to be,” and that’s incredibly reassuring.

Don’t Just Shove the Contract (Unless They’re Into That): Respectful Assertiveness

While it’s important to be assertive in closing, don’t just shove the contract in their face and demand a signature.

That’s pushy, not persuasive.

Take the time to explain the next steps, answer their questions, and address any concerns they might have.

Be confident, but also be empathetic and respectful.

The “Here’s the Plan, Stan” Technique: Your Closing Secret Weapon

By using this simple three-step framework, you can create a sense of clarity, build trust, and guide your prospects towards a confident decision.

It’s like giving them a GPS for their buying journey, ensuring they reach their destination (aka, the signed contract) smoothly and efficiently.

It’s about leading with confidence and clarity, and that’s a winning combination.

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