"3
Secrets for Closing the Sale."
By Brian Tracy
"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 oftentimes, because
it is difficult to become successful in sales, 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.
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 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 key excerpts
from courses I've taught to salespeople all over the world. Many
of the sales professionals who have learned these secrets have
gone on to become the biggest money-makers in the sales
industry. If you master these lessons, and practice them faithfully,
I guarantee that you will be far ahead of the pack.
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 your prospect customer
selects, you would make 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 instance.
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 your customer make a big decision
by having him make a small decision that assumes
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 your prospect 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 obtain 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.
Here's how it works:
At the end of the sales conversation, you simply ask if the prospect
has any questions or concerns that haven't been covered. If the
prospect has no further questions or concerns, you take out the
contract, open it up to the signature page, place a check mark
where the prospect has to sign, and push 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" because it
is less threatening. 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 way seems appropriate at the moment.
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Brian
Tracy is a million-dollar master of peak sales performance
and personal success strategies. As the world-renowned creator
of 300 video and audio learning programs, and the best-selling
author of 16 books, his ideas and approaches are used by most
of the big money makers and the superstars of selling.
In his Real Video course, "24 Techniques for
Closing the Sale," Brian shows you powerful
tactics that can double or triple your sales closing rate
-- and teach you how to sell 50% to 100% of all
prospects that you come in contact with -- all in just 63 minutes.
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