How To Close

The close is the natural conclusion to a well delivered sales presentation.

The most powerful close is to ask.

We are all natural master closers. When we absolutely have to have something we access our natural abilities.

One of my staff needed to pick up her baby recently. Her ride didn’t show up. She flagged down a neighbor that she didn’t know and got a ride.

Creating urgency

First tip: If you can find a reason to be urgent you will become a better closer. Joe Girard in his book how to sell anything to anybody started in sales with no experience. Car dealership wouldn’t hire him. He closed them on giving him a job and he wouldn’t take any ups. He then closed a car on his first day. He said he needed grocery money to feed his family. He then closed he manager on an advance against commissions.

Second tip: Find a reason for the prospect to be urgent in buying today. In other words give your prospect a reason to buy today.

How do you close when you don’t have that urgency inside of you.

That is where sales techniques come in.

People will buy today if you give them a reason to buy today.

In chess to checkmate your opponent you need to move your pieces strategically to end the game. The other play could only have there king and the game could never end if you don’t move strategically.

Human beings respond in predictable ways.

Use a script.
Use a script.
Use a script.

Reasons why salespeople don’t used scripts

Don’t want to sound canned or rehearsed
Believe a script is beneath them
Don’t like the script they have been given/doesn’t fit their personality
Don’t have a script

I use scripts because they work. They are good for me and good for the customer or client. Scripts are the easiest, most effective way to move someone to action.

Scripts have two components:

Language
Structure

The language includes the words, the tonality, the speech rate, body language, and pausing

The structure is the order of the script. It is the sequence

The close script is simply writing down how you are going to describe the offer to your prospect.

The sweet spot of a sales presentation is the top 25% of the presentation.

Girl Scout Cookies example – ask and be silent

When the prospect gives an objection elegantly dance with the prospect.

Closing Techniques

Alternate of choice -
I am looking at my calendar. I am available on the second or the ninth. What would work best for you?

We can do a $300 per month, $250, or $200. What would work best for you?

We can do a 15 year or 30 year loan. What would work best for you?

Take away
Scarcity
We only have 1 left. Would you like to get it?
Sell new homes in phases

Direct Command