Close the sale! Such a scary action for so many people, but rewarding and profitable if you get to accomplish it. Are you a closer or a person who thinks you deserve coffee because you got a lead? "Coffee is for closers only." Have you heard that one before?
Do you want to know why people are so petrified of sales? It is because they don't believe they can do it. They have the dollar sign on their head when they should be thinking of providing benefit to others. Every time you communicate, you are selling something. Whether an opinion, a recommendation, or even when you are approaching someone you want to date. You have to sell yourself to that person in order to get the love connection. The problem is that most people make the love connection sale, but they forget to keep providing value all the way through, eventually losing the customer (lover) for lack of promise.
The sale is the easy part. Keeping up with what you promised is where the challenge is. In order to be a great salesperson, you need to see yourself as comfortable as when you recommend a movie. Do you know how much money you've made Paramount Pictures by recommending Forrest Gump? Why not recommend something to your prospects that benefits them with great value and a magnificent experience and at the same time make an income from it? Try it! Embrace your failures. The more you fail, the more you learn, the better you get, the closer to a YES.
I'm about to reveal some skills that will most definitely help you close sales. Use them for personal use on how to get what you want from people, on ways how to solve an argument, or to sell something. These tips and tricks made me increase sales results and the more I perfect them, the more they work. I teach them on my "Street Play" seminar. Concentrate on delivering them genuinely. Try not to think about how persuasive they are and how they will bring more dollars to your wallet. Use these skills to offer something with value and don't waste them by selling something that does not benefit your customers.
There are so many, but let's start with the obvious. Your prospects need to be exposed to what you offer at least three times before they can buy. Your first one should be a personal introduction. The second one a follow up or a website, and the third one could be your presentation. Once you are presenting and pitching the concept, you MUST provide value. You do that by doing some research on your prospect and asking questions to reveal where the need is. Be prepared!
Bring a testimony to your presentation. Maybe your most loyal customer. You can talk about yourself all you want. That is called bragging. When someone talks about you and how you helped them, that is proof. So many "professional" sales people seem to forget that. A testimony will outsell any salesman. These are all words that come from the "sales guy" Jeffrey Gitomer.
Once you are done with your presentation. DO NOT ask if they have any questions. If you do that, you have now put yourself on the defense side of the game. You've opened up a room with questions that you might not be able to answer, possibly having your prospect use that as an excuse not to take action. You must always stay on the offense. You control the stage. You ask the questions. You should have a list of questions that make your customers say yes to you and see that saying "no" would be the wrong choice. For example:
-"Ms. Vega, if you were to purchase my product, how do you see yourself using it in your every day life? Great! You see how motivated I am, how I've helped so many other people with your similar needs accomplish their goals with my product and how this can work for you in your life. Do you see yourself working with a motivated person like myself?"
-"YES!"
-"Great, let's get you started!"
Why would anyone say "no" to that? You are the authority in the show. You have the expertise in what you offer. Take command of the board. Ask the right questions. If someone has a question, you have found a person interested because you never opened up for questions. It is a buying signal. Close the sale!
Write a list of questions that makes your prospects say "yes" to you. Make it obvious for them to see the value. Engage them in your presentation. This takes practice and it is fun when you see the positive results.
Red flag! Red flag! Do not give options outside of an immediate sale. For example:
-"Do you want to sign up now, or would you rather wait until your son's graduation?"
-"Are you ready to begin, or would you rather wait until after the weekend?"
I think there should be a gadget on your belt that comes out and slaps you if you do that. The correct words to use are:
-"What is your goal? Great! You need this package. Let's get you started".
-"I'm excited to be working together. Let's get you signed up".
Upbeat and positive all the way through. Don't celebrate until their name is on the dotted line and DO NOT change the subject while your prospect is filling out their information and about to sign. For example: As they are signing. "So, did you hear what happened to that one lady on the news?" Whoops! Now they lost the concentration. Focus on the sales process. Congratulate them on taking action and remind them of how you look forward to a long lasting relationship.
There you have it folks. These are some of the few. Use these repetitively. Rehearse them with your friends and in front of a mirror. As you master these skills you will become a master persuader and a successful sales person.
Access my previous letter here.
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