"Inherently, each one of us has the substance within to achieve
whatever our goals and dreams define. What is missing from
each of us is the training, education, knowledge and insight to
utilize what we already have."
-- Mark Twain
FACT:
Selling is the only profession wherein your potential
earnings are beyond what 95% of the world's population could
ever earn - but only if you know how to close the sale. Selling
is a wonderful profession -- but because it is oftentimes
difficult to become successful at it, it is also considered one
of the toughest professions in the world.
As a salesperson, you need to be thankful that making the sale
is so difficult, because if it were easy, the field would be
flooded with amateurs -- and the amount of money you could earn
would be greatly reduced. Your job is to find ways to make the
sales process easier so that you can become one of the highest
paid people in your field, if not the world.
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The Major Challenge in Selling
Closing the sale is perhaps the most stressful and challenging
part of the sales process. This is where the rubber meets the
proverbial road.
Hi, I'm Brian Tracy -- and there are secrets I know that can
unlock the real firepower that lies dormant in your very own
selling skills, and these secrets will change the course of your
sales career forever. I'm going to reveal 3 closing secrets
that can easily triple your sales in the next 90 days.
You may have heard about me through my high-powered sales
seminars attended by approximately 400,000 men and women each
year in 23 countries - or perhaps you have come across one of my
16 best-selling books or 300 learning programs.
The 3 killer secrets that I'm about to reveal are excerpts of
techniques I've taught to salespeople all over the world, many
of whom have gone on to become the biggest money-makers in the
sales industry. I guarantee that if you master these lessons
and practice them faithfully, you will at least triple your
sales within the next 90 days.
Killer Closing Secret #1: The Preference Close
The first technique is the Alternative Close, also called the
Preference Close. It is based on the fact that people like to
have choices. They don't like to be given what may sound like
an ultimatum to either buy it or not buy it.
To apply this technique, you simply structure your close by
saying, "Which of these would you prefer, A or B?"
With the alternative close, whichever one the customer selects,
you would have made a sale either way. You should always try to
give the customer two choices. Even if you are selling a single
product, you can give him two choices with regard to payment, or
delivery. For example, "Would you like this delivered to your
office or to your home address?" "Will that be MasterCard or
Visa?" "Would you like the ATM 26 or the ATM 30?" And so on.
Killer Closing Secret #2: The Secondary Close
The second closing technique is the Secondary Close. This is
extremely popular. It is a way of helping a customer making a
big decision by having him make a small decision that infers the
big decision. Instead of asking the customer to go ahead with
the product or service, you ask a question about a peripheral
detail, the acceptance of which means that he has decided to buy
the larger product.
For example, you could ask, "Would you want this shipped in a
wooden crate, or would cardboard be all right?" "Would you like
us to include the drapes and rods in the offer?" "Did you want
the standard rims or would you like the customized racing rims
on your car?"
In each case, if the customer agrees to or chooses the smaller
item, he has indirectly said, "yes" to the entire offering.
People often find it easier to agree to small details than they
do to making a larger commitment. That's why this is sometimes
called the Incremental Close, where you get commitment bit by
bit to the entire offer.
Killer Closing Secret #3: The Authorization Close
The third closing technique is the Authorization Close, which is
often used to conclude multimillion-dollar transactions. At the
end of the sales conversation, the salesperson simply asks if
the prospect has any questions or concerns that haven't been
covered. If the prospect has no further questions or concerns,
the salesperson takes out the contract, opens it up to the
signature page, places a check mark where the customer has to
sign, and pushes it over to him saying, "Well then, if you will
just authorize this, we'll get started on it right away." The
word "authorize" is better than the word "sign." A check mark
is better than an X. Offering to "get started right away" is
better than sitting there hoping for the best.
However you do it, be prepared to ask for the order in whichever
ways seem appropriate at the moment.
