Closing Mastery

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Your specific “cycle” dates:

_____________________________

Your SM Accountability Partner:

___________________________

The two specific Closing items I will work on:

1. ___________________________________

2. ___________________________________

ClosingMastery: Starts With . . .

The first ten words out of your mouth
“Positive” first impression
Personal & Professional Distinctions
Listening & Immediate Thank You Card
Immediate, impeccable & precision based follow up
Making them WANT to do business with you
“I hear and I forget . . . I SEE and I understand!
Speaking as a professional persuader with persuasion
People buy or don’t buy based on feelings (truth)
Three areas that affect a client:
– Attitude
– Emotions
– Mental Possession of Your Product

Gain a TACTICAL Closing Advantage . . .

If you do not know their personality style, guess how you will present to them?
If you do not know their preferred communication style, guess how you will communicate with them?

Gain another TACTICAL Closing Advantage . . .

Chase vs. Be Chased – Implement in the Entire Sales Process.
Take-Away’s – Implement in the Entire Sales Process.
Do you REALLY know what a take away is? Are your skills such that you can do a take away?

Reasons Why You Didn’t Get The Money

They don’t like you
You didn’t explain it correctly
You triggered a negative past “sales” experience
Sometimes price*
– Start an Excell spreadsheet and track the one’s you didn’t get. You might find out something about your sales skills!

Chuck’s SalesMastery Believability Scale

“I hear and I forget. I SEE and I understand!”

Feel – Felt – Found – Used Best With Warm Market

ClosingMastery: Seven Choices

Test Closes

Find out what the prospect thinks/feels about the product or service!u to take care of your needs -or- challenge?
Can be used at the front, middle or ending portion of any presentation or communication.
Does a plan like this help you:
– WIN . . .
– SOLVE . . .
– EARN . . .
– ACHIEVE . . .
– UPGRADE . . .
– HEDGE . . .
– with your NEED?
– with your CHALLENGE?

Choice Close – use only with Directors and Thinkers!

Use with personalities that need choices or options in an effort to persuade to closure:
– “Would the $_______ you committed to earlier be comfortable, or would starting with a little more or less be better?” Remember, Directors & Thinkers Need CONTROL!

Feel It – Say It! – use only with Socializers or Relaters!

Use with personalities that need are feelings based such as a Socializer or a Relater:
– “In my experience, I have found that, sometimes, when people say [echo], they really mean No, but they aren’t sure how to tell me that without hurting my feelings. I don’t suppose that’s the case with you?” This is a great way to knock a client off the fence. They will either admit that they did not want to hurt your feelings; if not, then you will find out the REAL reason why they have not done business with you!

Consent With Action

Beginning to fill out the application assumes consent and it is a physical action:
“Perfect, I’ll need some basic information to get you started. I want to make sure I have the spelling of your last name correct . . . (even if their last name is S-M-I-T-H) you still ask the “please spell your last name for me so I get it right” question!

Cushions

Smoke Out

Get to the heart of the stall:
– Direct: “Would you mind sharing with me why (echo) . . ?” Used with a time objection
– Indirect: “Would you share with me why you think/feel (echo) . . ?” Used with a money objection
– Bracket: “Would you mind sharing why (echo) would prevent you from getting started now. . ?”
– Isolate: “In addition to (echo) is there any other reason that would prevent you from starting now?”

Related Information