HOW TO CLOSE THE SALE TODAY!

HOW TO CLOSE THE SALE TODAY!

• 1.
  HOW TO CLOSETHE SALE TODAY! There is no feeling worse in the sales industry then visiting a customer who has money in hand and does not buy your product because YOU Failed to lead them in the right direction. – Michael Mendrin I will NEVER forget that day 7 months ago when I spent 3 hours demonstrating the benefits of our new home care system using hundreds of samples “We have the money, and would pay cash for it right now, but we just don’t see the value of owning your product” This is for you the beginner as well as an experienced sales person
• 2.
  We all dreadthe customers response when they reply, we can’t afford it. This is dedicated to overcome: WE cannot afford it. As you continue to read through this whole slide, your mind will begin to understand why the customer is giving you those responses, AND NO, it’s not because they cannot afford it, “Instead it is because they cannot logically and emotionally justify there spending hard earned cash with you” I have personally worked with hundreds of prospects, crying broke and walked out with 2 year and 3 year contracts for purchases in the thousands. Let’s begin, shall we? Next slide!!!
• 3.
  What to dowhen your prospect says “I cannot afford it”…. After your finished with your presentation… Walk away.. and find another. You lost that one! When your finished with your initial presentation and you finally ask them if they can afford it you just gave up all your cards. The trick is to create 5+ sections in your presentation asking them to buy your product. 9 out of 10 people are sellable. Create a test close ¼ of the way into your presentation, this will allow them to get rid of there “PUKING HABIT” or tell you “there” story of why they cannot buy. “We have to get the cat braces, pay for kids college, get a new roof , Pay our bills, we just bought a car and so forth”, while these seem to be believable or reasonable stories, there not and I will explain in a moment
• 4.
  Let’s imagine ateeter totter for a moment, if I place a block on the logic side of the board, that end will go down, right, are you following me here? EmotionLogic Logic, is great, Logic is selling benefits such as: This will save you money, how much easier this is to use, how much time it will save you. “Logic is a needle, it pricks the skin” Now if I where to place a Boulder on the emotional side of the plank, what will happen to the block? Your right, It will fly right into outer space. “Emotion is a 50lb sledge hammer it drives the needle into the heart”
• 5.
  How do Iget the customers emotions involved with buying? I am glad you’re an active learner, because you have gone this far learning from this slide places you in the top 10% of sales professionals world wide, I will show you, and you can go out there, practice it, then tell me how it improves your closing averages. It did mine. By asking WHY. The why factor is important: when the customer can clearly tell you why they need your product, then you can ask them to buy without having them tell you: it’s not in the budget How? Let’s say we are selling air filtration machines, as I am showing you the difference of how our brand CLEAN AIR cleans 99.9% of the air while brand X which your currently using is only cleaning 50% of the pollutants. (The sample I just took in your home proves it)
• 6.
  I will askyou, is this something you want to be breathing on a day to day basis? Cust: No, Me: This is a condition you would rather have in our homes or out of our homes? Cust: out Me: is this healthy or unhealthy for our families? Cust: Unhealthy. ME: Why is that? Now the customer WILL tell me why, and begin to logically justify purchasing my product. Which I follow up with, when would you like to start? Cust: as soon as I can, Customer will begin to make a story right here of why they are not able to afford your product, which is exactly what you want. <GET THERE STORY OUT ASAP> IMPORTANT: DO NOT rush straight into the close right here, because it will expose the hook, and that is not what you want to happen, is it? READ ON…..
• 7.
  Listen to therestory and ask, is that all? When the customer says yes: feed it back to them: So you like the CLEAN AIR, you would use it if you had and the only thing stopping you is if your house payments, and kids college? If those where taken care of you would have gone ahead and purchased the CLEAN AIR? Customer will always say: yes of course. (If they like you) Then ask them: and you’re a man of your word? Customer will again reply: sure: Grab there commitment: (handshake) Now you know what is going to be the issue, break this all out, with emotion building questions.
• 8.
  Follow with astory: How much money worth of clothes does your clothes washer clean every month? Cust: umm $300 or so Me: How much money will it protect and clean in 10 years? Customer: $36,000 Me: If the clothes washer was done washing your clothes and they came out dirty and stained, would you consider it to be working or broken? Cust: Broken of course Me: Why is that? Cust: Because it ruined my clothes and I don’t want to buy new ones. Me: If that where the case, would you put your clothes back in and wash them again or would you buy a new washer? Cust: Buy a new washer Me: How would you buy it, cash, credit card or finance plan like most people? Cust: Finance plan. Me, I appreciate your honesty, (handshake) Now By Looking at the price sheet, out of those options, which one would have been the most affordable? Cust: Option B Me: if there was a way, we could do option B, we could have earned your business and welcomed you to the family? Cust: Yes. Me: and you’re a man/women of your word? Cust Yes, (hand shake) This solidifies there commitment.
• 9.
  If you foundout today that the washer was giving your clothes back dirty and ruined, would you drive back and forth to the Laundromat with stinky dirty and gross laundry in your nice clean car to wait for hours at the Laundromat while your clothes are washed, or would you just save yourself the time and hassle by purchasing a new washer? Cust: Buying a new washer Me: Why? Customer is again forced to come up with a logical and emotional story of why. Me: Would you wait a couple, weeks months or just take care of it right away and get it over with? Cust: Take care of it right away. Me: By looking at this sample of the unhealthy air we are breathing everyday, are you going to wait a couple more weeks months or would you like to take care of it right away? Cust: Right away. Me: May I welcome you to the family? Cust: Yes. And there you have it, take these ideas, sturdy them, try them out and let me know how they worked for you.