"3 Secrets for Closing the Sale"
By Brian Tracy
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
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.
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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