How I Raised Myself from Failure to Success in Selling Ch 31

Seven Rules for Closing a Sale

• Rule 1: Save Closing Points for the Close

  • The average successful sale involves four steps: attention, interest, desire, and close.
  • Delaying closing points until the close allows the prospect to consider the plan without resistance.
  • This enables more powerful punchlines and allows excitement to naturally build (suppressed excitement is a key here).

• Rule 2: Summarize

  • A good summary is a strong climax. A great test is to summarize while holding a burning match (keeping it brief and potent).
  • Ideally the prospect summarizes the advantages of the product. This puts them directly into the decision-making process.
  • Repeat the summary in bullet points to encourage engagement and buy-in.

• Rule 3: The Magic Phrase "How Do You Like It?"

  • Asking "How do you like it?" after the presentation works!
  • If the prospect says "I think I like it," it’s an indicator to move to the close and ask necessary questions.
  • Begin with less critical questions and gradually move towards more important ones.
  • Encourage "yes" responses throughout the presentation (e.g., "Don't you think that's a good idea?")

• Rule 4: Handle Objections as Opportunities

  • Objections are actually often buy signals
  • Common objections such as "I can't afford it," "see me in January" are just ways prospects are expressing interest and willingness to buy.
  • Sales success comes from handling a prospect's concerns quickly and professionally.

• Rule 5: The "Why? ... In Addition to That?" Technique

  • Use the phrases "why" and "in addition to that" to uncover deeper reasons for objections from a prospect.
  • This approach helps salespeople understand the real barriers to purchase.
  • This technique was used successfully by a salesman who used a hypothetical example and worked through the prospect's rationalizations to the point of final sale.

• Rule 6: Get the Prospect's Signature

  • Have necessary paperwork ready with the prospect's name filled in.
  • Physically hand the prospect a pen and have them manually sign the documents. This adds that "finality" touch.

• Rule 7: Get Paid Upfront

  • Collecting payment at the time of the sale is an important factor in securing a deal.
  • This feeling of ownership through payment often makes the prospect feel more secure about their decision.

• The Right Time To Close -The best time to close a sale varies, some sales happen in the first minute, some take more time.

  • The approach is to constantly test and gauge the prospect, looking for cues that they are open to purchasing.
  • Be proactive, but also be responsive to the prospect, and understand when the moment has passed.

Pocket Reminders

• "THIS IS GOING TO BE THE BEST INTERVIEW I EVER HAD."
  • This is useful to remind yourself to focus on the sale.
  • It is used to help reflect and learn after the interaction in what can be improved.

Explore the essential techniques for effectively closing a sale. This quiz covers strategies such as the importance of timing in closing points, the power of summarization, and how to engage prospects with the right questions. Master these rules to enhance your sales performance and increase your success rate.