The focus referred to at selling training the most is commonly closing. You no doubt know, that all-important thing you utter at the finish of your selling presentation that makes people buy. After making a study of selling procedure for years, I had committed to memory, & could use, enough technique to close for six hours and really never repeat myself. I'm not bragging. Anybody who can understand a book on closing might do the same. But I was obsessed with closing. Here is the insider secret I learned.
Here is a question you must answer before you scan the rest of this article.
Think of something that you decided to buy lately that was something you actually wanted. A car, a boat, a new plasma TV, whatever. Make sure it was costly, & of great value. Got it? Now consider this question. How many closes did it take for you to purchase? a hundred? twenty five? I'm guessing that the answer is one or none at all.
Didn't the salesperson use the Ben Franklin close? The Impending event close?
The Take-Away close? What actually grabbed you? I'll estimate that it didn't take any of these. So what exactly is a closing technique & why do we employ them? My definition of closing is to get a pledge to purchase without the desire to buy.
I used to spend an average of three hours selling my main product: 45 minutes on the demonstration & the balance of the time closing the sale. I wore the consumer into purchasing. At the end they were worn out & so was I.
After a decade of hard closing ( & closing is demanding, otherwise everybody would be good at it) I discovered the insider secret. Here it is.
If you manufacture enough craving for the merchandise, closing becomes totally instinctive. If the buyer sees $1,200 in value & they like what you are presenting them, $599 is an unthinking "yes".
We all comprehend how to do that. Exhibit conveniences ( by doing any feature demonstrations at all, you establish yourself in the upper 50%) , show superiority of materials, effortlessness of use, toughness, and specificity of use.
( they have a dog- this gets dog hair).
Qualifying as to the specialized benefits that they want. comparing your preferred product or service to what they are familiar with. You understand the idea.
Sooner or later, when giving a sales demonstration, I didn't use more closes, but fewer. The last quite a few years I utilized one close & perhaps answered one objection. Then I knew the prospects either bought or never would. Here was my super secret close: " Is that O.K.?". If they said "yes", the following thing I said was "Ohhh, alright."
Ask yourself; What close would work on you, if you did not desire the product? No one. What closing technique is desirable to get you to buy something you really desire? None.
If you build enough desire for your product or service, & present enough value in your offering, The prospects will say " I want it " faster than you can even remember how to utilize the " double back flip reverse close.
When the prospects want to purchase what you are selling, sales is nearly effortless.
Author Resource:
Sales and marketing expert Claude Whitacre wrote the book The Unfair Advantage Small Business advertising Manual. You can download a free complete copy at http://www.local-small-business-advertising-marketing-book.com You can also buy a copy at http://www.claudewhitacre.com
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