Brian Tracy : 24 Techniques for Closing the Sales

Don't you just get hopping mad every time you give a kick-ass sales presentation -- and yet your prospect simply won't buy a thing from you? Do you feel paralyzed by the fear of rejection every time you have to ask that "cruel" prospect for the sale? Does your ego get clobbered out of shape whenever your prospect tells you, "No?"

Well, then it's time to unleash your delicious revenge on those merciless prospects that have been making your life a living hell. It's time to deploy the most vicious, diabolical tactics you can find -- turn the tables on them, and make them tremble like the squirming wimps that they are ...

Whew ... okay, now that we've gotten your pent-up angst out of the way, let's talk about the core of your torment -- that thing that strikes the most fear into the hearts of salespeople everywhere -- that is, closing the sale.

No, we're not going to talk about those stale, worn-out closes that every salesman and his dog have used for ages. Those hackneyed closes insult the intelligence of your prospect. What I'm about to show you is radically different -- so brace yourself for an explosive nitro boost to your sales earnings.

Let me ask you a question:

If I could show you a way that you 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 -- are you willing to spend an entertaining 63 minutes to learn it?

If you answered No, then you're either perfectly satisfied with the amount of money you're making -- or you're just not interested in achieving a 6-figure income through sales. Or perhaps you don't believe it could happen to you. If that's the case, then please stop reading this article right now. This is not for you.

If you answered Yes, then go ahead and read the rest of this article. Do not simply skim over it, or skip around from section to section -- but read it word for word. You're really going to enjoy this eye-opening information. You won't want to miss a thing.

WANTED: Salespeople Who Want to Be Among the Top 4% Highest-Paid Sales Professionals

I've got good news and bad news for you ...

First, the bad news:

FACT: In a typical sales encounter, 80% of prospects will say, "No" to your sales offer. During tough economic times, this can be as high as 90% or even 95%. (I'll bet you already know this from experience, don't you?)

Now the good news:

Have you ever come across those rare salespeople who sell phenomenally well even during the worst economic times -- even while doing business in highly competitive markets -- and even when the price of their product is well above their competitors' prices?

Those super salespeople sell like crazy -- rain or shine -- and there's no such thing as a "slow day" -- or a slow week or month for them. And what's more -- they make it look easy. You know why? Because it is easy -- if you know how.

Now listen closely -- selling will become easy for you, too, after I show you a few tiny adjustments in the way you sell. You'll be able to easily close a high percentage of your prospects without the struggle, frustration and rejection that you used to experience.

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Discover 3 Script Tips That Top Salesman Won't Share

Getting into a sales role can be tough. Whether you have a college degree, formal sales training, or are just brand new on the job you might think that the veterans would provide some guidance. After all they have served their time in the trenches, struggled with numerous prospects; surely they will welcome you and share their best methods, right?

Sadly most salesmen believe someone should "pay their dues". They want you to struggle just like they did and they don't even care if you last a year or a few days. They might have dozens of awards in their office, but I can share with you, you don't want to be them. Those who aren't willing to share don't have the confidence that you need to be a REAL top sales professional. I am not talking about the guy or gal who makes a few hundred grand a year; I am referring to the sales professionals who make a 7-figure net income.

Getting to the top of your industry doesn't mean chasing awards or grinding out thousands of cold calls until you "figure it out". To have smashing sales, I invite you to discover the 3 tips below. It should save you time on your way to the top as these same tips have helped me have a seven figure net income for over 20 years in a row.
Stop Selling - No one likes to be sold to. It's a myth that you can sell "ice to Eskimos" (what they don't tell you is that they sell them in the Summer time). Instead of selling people on your offering look to find a match for your offering and the prospects needs. Transform those tired sales scripts into interest piquing questions and watch your sales grow.
Get Out Of the Business - Too many sales professionals get stuck "in" the business of selling. They waste time on reports, faxing and numerous activities that aren't money making. Focus your time on your highest dollar activities (usually calls, marketing, and meeting with prospects). Everything else you should delegate. Even when you are brand new, try to find someone you can share your faxing/paperwork activities with and you will have a full time assistant in no-time.
Don't Decide for Prospects - Don't try to force a prospect into what you have to offer. Offer your prospects options and let them decide what is best. This applies to selling insurance, real estate, copiers and pretty much anything. Give them options where you win on both and they will feel like they made the decision!
The less you "sell", the more you concentrate on your $1,000/hr work, and the clearer options you provide for your prospects the more sales you will generate. Simply putting these 3 items into action on a daily basis will have your office filled with awards in no time (even though you won't care about them).

Get the shortcut to dominating your industry and selling more in my free 5 day (yes you can skip ahead) sales conversion course. I will share with you interest piquing questions to get you doubling your sales in less than 1 week -

Todd Bates is a national Marketing and Business coach. Through his programs, such as Todd Bates Systems, he shares innovative systems to help businesses owners and sales professionals dramatically grow their sales.

His systems cover a broad base from sales conversion to marketing on a budget. The strategies that he shares have enabled him to net over 1 million dollars a year since the age of 24.

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Are You A Top Salesperson? - 7 Barriers to Becoming A Top Salesman - Part 1

One of the biggest reasons that people never become a top salesman or top closer is that they try too hard at the wrong things. Believe it or not, being a great closer is not about how many sales books you've memorized or how many sales trainings or seminars you've attended. It's about selling yourself. People buy you just as much as they buy the product you're selling.

Barrier 1 - Sounding Like You're Reading A Script

The worst offenders of these are telemarketers. Many telemarketers have poor reading skills and sound as if they are reading a script. And because of that, many people don't buy. Because those "readers" sound so mechanical, many companies have started to use recorded messages on the other end of the line. It saves money and the voice over the phone sounds much better and more professional. If you read a script, make sure it sounds as if you're having a conversation, otherwise you'll never sell anybody.

Barrier 2 - Not Developing Rapport

It's human nature to want to buy from someone you like or have a good feeling about. Too many salespeople don't understand the psychology of people and go straight for the sale without warming up a potential buyer. If you don't take the time to develop some sort of connection with your prospect, you will never get the sale - because they won't like you enough to buy from you. Know this, people buy you first, and the product second. Tony Robbins sums it up brilliantly, "People like people like themselves." The easiest way to connect is to ask questions. It gets people talking.

Barrier 3 - Using Sales Tactics Versus Sales Technique

Sales trainers who still use sales books from 30+ years ago still teach sales tricks and tactics instead of sales technique. In the 21st century, the "Old School" phrases like, "I can appreciate that Mrs. Jones" or "feel, felt, found" hardly work anymore because everybody's heard them a million times. A prospect's antenna immediately goes up (and so do their defenses), alerting them that a sales pitch is coming. If you're using outdated sales tactics and phrases, find a way to update them for today. Sales isn't about pat responses or rebuttals to objections people raise. It's about being a skillful listener and using proper sales technique.

Barrier 4 - Going for the Close Too Soon

Some salespeople go for the money or as we like to call it "going for the jugular" too soon. People will generally give you an indication when it's the right time to go for the close. Do it too soon and you risk alienating them and losing the sale. Patience is the key. Let them lead you. Pay attention to their demeanor and attitude. When they relax and let down their guard, that is the time to move for the close.

Be sure to read Part 2 of "7 Barriers to Becoming A Top Salesman" where I reveal the final 3 barriers and how to solve them.

Brought to you by C. Monroe Alexander, sales and lead generation coach.

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How I Became Top Salesman

Author: Andrew Barker

Selling has changed. What worked 20-30 years ago no longer works.

The problem is that most sales trainers are clinging onto outdated methods and ideologies. Unknowingly much of the advice they give you can actually works against you and cause untold damage to your sales efforts.

Most sales trainers want to teach you the things that work for them in their business. The problem is that what they teach was right for them, their product, in their market and when they were selling it. If you then try to use their off the shelf pre-prescribed selling system you will normally left disappointed. In most cases it would be like trying to run a marathon in shoes that do not fit you properly. This will not only be very uncomfortable and hard work but you will end up with blisters and sores. As a result you will find it very difficult to run at any where near peak performance.

By using an off the shelf pre-prescribed system you will be working a lot harder than you need to. You will be getting a much lower return on effort and results than you otherwise should. This will leave you frustrated and de-motivated. The chances of you then becoming a super star salesperson will be very slim. You will be out selling on the slow track when you really need to be selling on the fast track.

What everyone involved in sales training should be teaching you today are ways to design and effectively manage your own selling system. Only when you know how to design and build a selling system that is right for you will you be able to operate at peak performance. Maverick selling is the first ever programme developed to help you design a custom selling system that is right for you. You will learn the short-cut method to getting on the fast track.

Understanding the importance of Systems

System development is the science part to selling. As all successful sales people know selling is a combination of science and art.
Most people work as individuals. They do not know how to use or build leverage into their selling. As a result most people have to work very hard to get average results. When they work for a day and they get paid for a day. If they stop working hard they don't get paid.

Top sales professionals on the other hand know how to build a selling system that will automate your selling. This puts leverage into your selling and allows you to achieve more with less effort. It is a bit like building a machine to print money and hence the title of this book. Your system will work for you whether you choose to work or not. This puts a tremendous amount of power into your selling. As a result your priority should be to first work hard to build a system. Then test, manage and monitor your system. Then you can sit back and enjoy the profits that your system automatically brings to you. This put your selling onto the fast track.

You will then be able to complete a months selling in under a week. You will get paid each week but for a months work. For you, you get paid for a 48 month year. Everyone else will be limited to just 12 months a year. That gives you four times the power therefore four times the earning. Imagine what you could do with four times the amount of commission? It will be like owning your own machine to print money.

Using the right system helps you to control how, why and when you should be doing things. It helps you monitor where you should be investing your time and energy for peak performance. It helps give you immediate feedback to the things that need your attention. If you fail to use a system in your selling approach you will find it very difficult to manage your time and resources effectively. You will find yourself flapping around in the wind and stand very little chance of producing predictable and consistent results. You will experience peaks and troughs; Feast and famine. You will also become average with average results and average commissions. If you are like me you want to be in the top 5%. You therefore need to be operating on the fast track. This is the easy way when you know how.

- Why develop a custom system?

Developing a system that is right for you means finding the hidden secret to smashing sales targets consistently and predictably. Finding the right system for you that will deliver incredible results with little effort and energy expended on your part. It all begins with a process of self discovery. You need to first uncover your hidden talents and abilities as well as your strengths and weaknesses.

First know yourself, your product, your company and your market. Only then can you identify what methods and procedures are going to help you achieve your goals and objectives. This may sound obvious and indeed it is. However, nearly all sales training programs neglect this fact and try to force their formulas for success upon you. They don't differentiate between you, your product, your market or your industry. It is like trying to fit a square peg in a round hole.

Next you need to recognise that the magic is in the small things that you do different. It is in the little differences that matter, where you gain competitive advantage. In athletics a race is won or lost in a tenths of a second. In competitive selling sales are won or lost by these smallest of differences.

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I Still Love You

How many ways are there to express your appreciation and show your customers you love 'em? That's up to you. Just as Paul Simon suggested that there are "50 ways to leave your lover," there are countless ways to show your sincerity to the relationship. Let's consider a few: a simple phone call, a note on their invoice or delivery box, a delivery of balloons, cookies, chocolates, a fruit basket, a lottery ticket, a corporate treat (logo'ed pens, hats, shirts, note pads, golf balls, etc.) a gift certificate for two at an upscale restaurant, a copy of this book, (yes, that was a pitch, I couldn't resist!) or any other publication or magazine, tickets to a sporting or community event, the list goes on. Highlight any that may have triggered some ideas to pursue with your customers. "We love you and appreciate your business" should show in your every deed, because business usually stays where it's appreciated.

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Ten Follow-Up Letters

Don't underestimate the power of the humble thank-you note. Thank-you notes clearly indicate to the recipients that you've made an effort to think about them and thank them for their support. Consider the last time you received a handwritten invitation or note of thanks. Feels good, doesn't it? You can use thank-you notes for a variety of occasions. They confirm your commitment and help solidify your business relationship, making it more difficult for your competitors to replace you. Use handwritten notes for just about any situation or occasion. I offer you these ten suggestions for follow-up notes. Feel free to modify or tailor these notes to your specific situation. I offer these as guidelines only.

  1. After a purchase. Thank you for giving me the opportunity of providing you with the benefits of our product. I am confident that you will be happy with your investment and I will endeavor to offer excellent follow-up service. I do appreciate your support.
  2. A first meeting. Thank you for taking the time to meet with me. I enjoyed our visit and the opportunity to learn more about your business. I look forward to our next meeting.
  3. Telephone contact. Thank you for taking the time to chat with me on the telephone.You'll soon receive all the information we discussed. I look forward to following up with you next week to discuss the details of our proposal and the possibility of a win-win agreement.
  4. After a presentation/demonstration. Thank you for the opportunity to showcase our products and services to you (and to your committee). My presentation highlighted the key benefits of our product and outlined the mutual benefits of an association of our firms. I look forward to our follow-up meeting next Wednesday at 2:30 PM. See you then.
  5. A turndown or they buy from someone else. Thank you for taking the time to analyze my proposal. I regret being unable, at this time, to demonstrate our capabilities. However, we are constantly responding to our customers' expectations and to new trends, developments, and changes in our industry. Thus, I will keep in touch with the hope that in the near future we will be able to do business. This classy tactic clearly shows your professionalism and encourages the customer to seriously consider you for next time. A great tactic to become #2.
  6. A gatekeeper. Thank you for providing me with the opportunity to meet with Mr. Smith. Our meeting was productive and there may be an opportunity for our companies to do business. I will let you know how things work out.
  7. A referral. Thank you for the valuable referral. I look forward to meeting with Ms. Jones. You can rest assured that I will exercise the same level of professionalism that I have with you. I will let you know how things work out.
  8. A turndown but they offer to give a referral. Thank you for your generous offer to provide me with a referral. I am saddened to hear your immediate plans do not include us but I will keep you posted on new services that may benefit you.
  9. An anniversary. Thank you. It's with pleasure that I send this note on the one-year anniversary of your patronage. Your support is appreciated—clients like you contribute to our success. I have enclosed an update on our latest advancements and I'll give you a call next week to discuss them further.
  10. A cold call. Thank you for making the time to chat with me when I visited your office recently. I learned a great deal about your business needs and expectations. I look forward to following up with your people next week. I'll stay in touch.

Follow these six suggestions to maximize the impact of your note:
  1. Handwritten. Personalize it with your own handwriting. If your penmanship is sloppy, write slower.
  2. Don't use company letterhead. Buy some nice stationary that doesn't scream "business letter." It must be a personal gesture.
  3. Handwrite the envelope too. Personalize the whole package.
  4. Buy stamps. Use a stamp. Don't put it through a mailing machine. A typed envelope with a corporate stamp on it takes away from the personal touch. It also looks lazy.
  5. Include your business card. It clearly indicates who this note is from. A handwritten note simply signed by you may cause confusion or uncertainty as to the sender. Your customer may not know you all that well—yet.
  6. Don't expect a response. Although it may seem your efforts have gone unnoticed, your customers do appreciate it. In these busy times, customers simply don't have time to pick up the phone and thank you. I once sent a note and heard nothing back but the next time I made a call my note was displayed on her credenza.

Tim Commandment #9
Business will stay where it's appreciated.

Ask: How have I demonstrated my appreciation?

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Follow-Up: You Never Call or Write Anymore

Have you ever heard that line? I have. Your parents and friends sometimes say it to you, but your customers have a different way of saying it. Customers complain with their feet; they walk. If a customer ever says it or suggests it, you had better pay attention. It could be the death knell for your relationship.

Effective follow-up after confirmation and successful negotiation means going that little bit extra for your customer. The little things often move a relationship forward. The result is a win-win-win-win. The win for you is anchoring a solid client, a source of referrals, and second-selling opportunities within an existing account. When we treat our customers with respect and appreciation we feel good about ourselves. At the same time, our customers feel good about working with us. A long-term business relationship is forged.

It's a fact that customers will forget you within 27 days. Your parents might even forget you every couple of months. You have worked hard through Steps #1 to #9 and now it's time to use all your resources and tools to protect your newly acquired asset. You must build a fortress of loyalty to keep the watchful eye of your competitors out. I have often said that getting the first sale is easy. It's getting the repeat orders that truly validates your performance as a sales entrepreneur.

Keeping your customer happy and satisfied requires conscious effort. It is part of the ongoing process of assessment, feedback, and reassessment that makes you continually responsive to your customer. It's difficult to coordinate the pursuit of new customers while servicing and growing existing accounts. I think this anonymous quote says it well: "A relationship will deteriorate over time. A natural tendency of any relationship (business or marriage) is toward erosion of sensitivity and attentiveness. It requires a solid effort against the forces of decline." A powerful statement indeed.

Follow this reading to continue:
Ten Follow-Up Letters
I Still Love You

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