STOP using Sales
Techniques that worked ten years ago!
Here is #15 of our 20-article series about Becoming An All-Star Salesperson. Today, we’ll talk about closing. If you can’t close, everything else is for naught. Your preparation, your approach, your probe and your presentation counts for nothing unless you are able to close the sale.
In this article, we’ll discuss the basic assumptive close, which consist of one non-verbal element and two verbal ones.
One: act as if you expect a yes. This is your non-verbal!
Two: present one or two benefits that your prospect liked. This is verbal.
Three: ask an alternate question either one of which, when answered means yes! This is another verbal!
I’m going to set the stage by summarizing the presentation that we talked about last time. “Remember, this all started because being your own financial adviser takes a lot of time, research and expertise. Hiring a professional money management consultant solves the problem and gets you better results by using our professional processes that I just described.”
Now, here is the basic assumptive close: You like the idea of having a professional manage your investments. You also really liked all the time that you’ll be saving. Do you want us to manage all your assets or do you prefer to begin with half of them?
The basic assumptive close relies on a confident tone of voice. That’s the non-verbal component. You have to convey your positive expectancy and remind the prospect of what he liked about your presentation. Those are the important benefits to him.
What you’ve just done: you’ve learned to close the sale by assuming a Yes and confidently asking for it. Your positive, expectant tone of voice is what makes this happen. Use this principle professionally or personally and be more persuasive with everyone you know.
If you’ve enjoyed this article about closing sales and would like to watch my entire 20-video series on closing sales and becoming an extraordinary sales person, please go to http://www.stanleyfidel.com/free for the entire free series. Goodbye and good selling.
Stanley Fidel is the founder of Fidel Communications Co. Inc, specializing in marketing, prospecting and sales training since 1979. Stan is also the author of Start-Up Telemarketing published by John Wiley and Sons, and All-Star Selling, published by Little Books of Wisdom. He has assisted over 500 companies to set up the programs they needed to increase their sales. Get 20 free videos on closing sales and becoming an All-Star Sales person at http://www.stanleyfidel.com/free.
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