Ten minutes. What are ten minutes of your time worth? I know I’ve wasted that much time with nothing to show for it; maybe you have too. But this is NOT one of those times.
I have isolated 35 points guaranteed to remind you of what you already know, (but may have forgotten) that will improve your sales closings ratio in ten minutes or less. And all that is required is that you read carefully, understand thoroughly, then apply what you’ve learned. Sound good? Okay, then let’s get started.
1. Telling the truth is your strongest asset in closing sales; especially when combined with a sincere belief in what you’re selling, a friendly, interested attitude, the ability to communicate and value, and the courage to ask for the sale.
2. The one thing top-rate closers have in common is an exceptional ability to control and direct the prospect’s attention to keep it focused on getting what they want.
3. Three vital factors in understanding customers’ needs A) Benefit: what they want. B) Price: what they’re willing to pay. C) Value: what they’re hoping to get.
4.The best way to turn imagination into action is by ignoring the self-imposed limits on your abilities.
5. The sale cannot be considered done until all three types of closings are thoroughly completed: a) The sales close. b) The legal close. c) The administrative close.
6. The invisible elements of closing, (attitude, interest, and caring of the salesperson) are far more important than the visible (the product features, advantages, benefits).
7. Friendliness, confidence and sincere interest from the salesperson are the most important factors in calming the twin dragons of worry and fear in the customer.
8. Be curious, be interested, ask questions, and listen.
9. Keep more attention on your client than you do on your commission, and you’ll both get what you want.
10. 90% of success in closing sales comes from your personality; only 10% is due to technical knowledge of the product or service.
11, Interest is defined as
12, Most people find it easier to search for another real or imagined solution than to confront the real problem. Your job in closing is to help them face it and get what they want.
13. Internal change always precedes external change.
14. People are always interested in their problems more than they are in yours. Shut up and listen, and they’ll tell you where they need help.
15. Are you selling them what they want? Or are they selling you on all the reasons why they can’t have it? It’s always one or the other.
16. Contacting and engaging the customer starts with being curious, interestedly asking questions, and attentively listening to the answers. If you’re doing all the talking, you’ll only end up finding out what you already know.
17. A steady diet of canned sales chatter can lead to truth decay in the customer.
18. Adding value to the lives of others can bring purpose to one’s life . . . and life to one’s purposes.
19. The derivation of the word “sell” is an old English word, “sellen,” which means “to get or to deliver,” which, of course, requires action on your part.
20a. Selling is an action verb. It is something done to cause an action and create an effect.
20b. A Sale is a passive noun – It is the result of the action; it is what has been caused or created by the action.
20cc. Closing is not selling. Selling is not closing. It is a separate action of helping the customer get past the barriers that prevent them from getting what they want.
21. Having a plan is fine. But planning is not doing. First decide (plan or visualize) the result you wish to achieve, then go into action to bring it about (cause it to happen).
22. Understanding people is vital to closing sales and can replace insecurity and doubt with confidence, certainty, and results. Understand people, and you will understand closing.
23. The principles of closing are based on immutable, natural laws. They do not change because you lack the self-discipline to learn and use them.
24. The methods of applying an essential principle without altering the natural law itself, are without limit.
25. Careful study, focused practice, and correct repetition of the fundamental tools of closing sales are essential to success. You can also bet that if you’re NOT doing it, your competition IS.
26. A positive expectancy that permeates your thoughts, attitudes and emotions create a vacuum to attract magical opportunities in your direction.
27. People will find you interesting when you think they are.
28. If happiness and success are having a hard time finding you – it’s time to stop hiding and just show up!
29. Doubts and dreams alike are fed by constant nurturing and attention. Feed the one you want most.
30. A welcoming attitude will prepare you for the possibility of success more than any other method or technique.
33. Explanations, excuses, and justifications are the mind’s way of “helping” you avoid what you should be facing.
31. Show them that you care, and they’ll care about what you’re showing them.
32. What do you think about most? Is it what you want, or don’t want? Whichever one it is, that is what will tend to show up.
33. When the customers’ attention shifts from having what they want, to reasons and explanations about why they can’t have it, your job is to help them rekindle the feeling of what it would be like to finally get what they always hoped for.
34. Did you know that the most important factor in closing sales is attention? Why? Because attention tends to follow attention. If your attention is focused on giving the customer what they want, this fact alone tends to arouse their curiosity and interest.
35. What type of salesperson are you? Take a careful look, and I think you’ll see that there are three types: Order-takers, Presenters, and Closers.
The first is not selling anything. The second one is engaged in the process of selling. The third is focused only on closing the sale.
Here is the breakdown of each one.
a. ORDER-TAKERS: They do not sell and they do not close. They are there to take orders, fulfill requests for products or services, and receive payment.
b. PRESENTERS: They specialize in selling. By product knowledge presenting products and services or ideas and answering questions, they engage, enlighten and create an increase in awareness and demand for what is offered for sale.
c. CLOSERS: They are experts who specialize in closing the sale. They do not sell. Their job is to keep the client focused on what they want and helping them get it.
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