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 3 Killer Secrets for Closing the Sale
By
Brian
Tracy
"Inherently, 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 because
it is oftentimes difficult to become successful at it, 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 me through 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 excerpts of techniques
I've taught to salespeople all over the world, many of whom have gone on
to become the biggest money-makers in the sales industry. I guarantee that
if you master these lessons and practice them faithfully, you will at least
triple your sales within the next 90 days.
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 the customer selects, you would
have made 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 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 a customer make a big decision by having him make
a small decision that infers 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 the customer 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 get 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. At the end of the sales
conversation, the salesperson simply asks if the prospect has any questions
or concerns that haven't been covered. If the prospect has no further questions
or concerns, the salesperson takes out the contract, opens it up to the signature
page, places a check mark where the customer has to sign, and pushes 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." 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 ways seem
appropriate at the moment.
About the Author:
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 RealVideo 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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