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Some sales closing techniques...

Discussion in 'Copywriting & Sales Persuasion' started by Colin Fox, Sep 9, 2013.

  1. Colin Fox

    Colin Fox Newbie

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    Hi folks, as the title says, this post is about closing the sale. The reason is that there are loads of people who think this is a mystical thing and are mesmerised by it and sometimes even scared to close.


    Why listen to me though? I?ve taught and trained sales people for over ten years and had people with no confidence or experience make it to the top ten in the country. And, if I?m writing crap, I?m sure a few of the people on here will comment so too!


    The fact is that there isn?t anything magical about closing. It?s is a simple process. You just have to get the right person, at the right time in the sales process and then at the right time in their lives that they are ready to buy right there. In other words be qualified.


    The best salespeople are the ones that qualify people. A good definition of closing is:


    ?The stage of the personal selling process in which the customer agrees to purchase.?


    A basic way to qualify people is: ?If you like what you see, you?ll be in a position to buy this today??

    So, here are three techniques you can use with qualified people. (Just qualifying them will increase your conversions by as much as 30 or 40 percent.)


    There?s a process which we probably all know -


    Build rapport
    Do the presentation
    Close,
    Handle any objections and
    Close again.


    But people are scared to close. I know I was. My hand was shaking all over the place!


    But, I learned to be comfortable with being uncomfortable and break through that limiting comfort zone.


    Here?s my closing tips:



    • Be direct - Assume the sale.


    In a shoe shop you can say ?okay that looks great, I?ll just get you over at the till.?


    In a business presentation environment:


    ?What is it you like the most about XYZ?? ?Okay, well it looks like you?re ready to buy XYZ/get started?




    This works with online chatting and on the phone and in person as well.




    With the retail version, you either want to walk to the till or proceed with the sale in whatever way you do it.


    If you are in business to business environment and there are contracts to be done you just want to be silent. This allows them to put pressure on themselves not from you as you?re not saying anything whilst getting the paper work out.




    If they say yes, just shake hands, congratulate them and take them through the buying process or whatever it is you do to get the money in your hands.


    2. When you get an objection:


    We?ve all heard feel, felt, found - I know how you feel, I felt the same way but what I found was ...


    This is a little bit fluffy though so you want to be more direct without being mean.


    The Being Frank Close:


    Just ask them. Okay lets just be frank - whats the real reason?


    Or... I?m going to be frank with you. Are you in a position to make a decision today yes or no? I don?t really need you to buy anything, if you don?t want to. We can just call it quits and still be friends


    Then use a takeaway - ?It?s probably not for you anyway, it?s okay - take it or leave it. I have more people to speak to today that are ready now so i?ll leave you there but when we spoke, you sounded like you really wanted it so what is it really thats stopping you??


    You?re not being mean, your just being frank




    The take away is psychological, they then want it. Like dogs and a bone. As soon as one picks it up, the other one wants it.


    Number 2. The dummy approach:


    If they ask you a question, you can say ?I don?t know. If I find the answer for you, is that going to put you in a position to start today?? This puts them at ease that they are not talking with a complete hot shot who they might be intimidated by.


    3. Or the one I learned from my mentor:


    Take the ?I need to speak to my spouse? objection. I used to use a version of this without the last sentence. The last sentence really is an excellent touch!


    This objection could be true and thats great much respect for people who keep each other in the loop. But more than likely it?s a sub conscious answer just like when you tell a homeless guy you don?t have any change.


    But: you can say...


    ?Can I ask you a question before we continue just so we?re on the same page?
    Is it okay if I?m honest with you??


    Yes -


    ?I realise you might have to speak with your spouse but I also realise that you might not be interested in what we?re doing today so here?s what I?m going to ask you just so we can be up front and direct. Do you want to join right now, your ready to join now and you would join if you had your spouses approval as you have the money and you want to do this or you?re actually telling me that you have to speak with your spouse because you?re not interested and you just don?t want to hurt my feelings??


    Then silence again.


    Powerful isn?t it? Then close again.




    If they do have to speak to their spouse that?s fine follow up later if you want to it?s your call, but if they say that they?re actually just not interested...


    ?That?s fine, no worries thats okay its good just to be honest? and have a laugh about it.


    ?Well I?ve got to run but if you find that you do want to do this then get in touch okay.
    See you later have a good one.?


    Hope you got value from that and I?d love to hear any variations and ideas from you in the comments below.


    Cheers,


    Colin.
     
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  2. jbiznes

    jbiznes Newbie

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    Nice shot Colin! Thanks for sharing those tips. Hoping to keep reading your posts on this or similar subjects. Meanwhile the points you've outlined are effective guides for someone like me who is seeking to leverage his income on online sales.
     
  3. Conor

    Conor Jr. VIP Jr. VIP

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  4. angelical

    angelical Junior Member

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    Thank you for sharing will help a lot to close deals
     
  5. scorpion king

    scorpion king Senior Member

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    Colin, what you shared here may be informative. But its not good to copy paste from other forums. Make sure you won't repeat this again in future.
    BTW welcome to BHW. Have a informative stay you ever had.
     
  6. stefo

    stefo Newbie

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    As far as I can see he just copied his own post from wf.
     
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  7. clpik

    clpik Regular Member Premium Member

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    Useful stuff. Though I've noticed that the more mistified abouth the topic someone is, the easier it is to convince them to buy something.
     
  8. euros123dotcom

    euros123dotcom Junior Member

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    Always Be Closing:



    "I drove a 80.000 US$ BMW - THAT's my name" Lol
     
    Last edited by a moderator: May 18, 2016
  9. nanavlad

    nanavlad Jr. VIP Jr. VIP Premium Member

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  10. SEOWhat

    SEOWhat Regular Member

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    if you keep the rights from WF thread, then good work and thanks for sharing, otherwise dont steal someone else work.
     
  11. uglyquant1001

    uglyquant1001 Newbie

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    Regardless of the source, the information won't get you anywhere.
    Reason? There is no pain, just objections. In the real world, objections mean that the customer is trying to SELL YOU on a reason they can't or won't buy. You already lost. As a quality salesperson, your job is to guide the prospect to sell themselves. This is done one way only -- elicit the true reasons behind your speaking to them. This is extremely difficult to do by phone, and works better in print or in person. Get them to imagine their problem, and extrapolate how much worse it could get if it remains unadressed. For more on this method - The Sandler Selling System. Out of 150 courses I've taken or have been forced to take by clients, that single CD changed my ****** life.

    Coffee is for closers only!
     
  12. JessePinkman

    JessePinkman Junior Member

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    Do you have any key phrases for 'assuming the sale'? My go-to-word is 'we'. As in, "Where do 'we' go from here"?

    Do you have any other suggestions? It's a fine line between being confident and pushy.