2. • You cannot get a yes without asking for the sale.
3. • If you don’t ask for the sale they won’t offer to buy.
4. • The second best response in our sales process is a
FAST NO. If a decision hangs around, you become
emotionally attached to it and will impact you
negatively when it finally turns out to be a no anyway
– which in 95% of cases it does.
5. • Over 90% of all calls will result in a negative way.
Being direct and constantly closing will highlight the
objections early and allow you to discuss the real
issues.
6. • Your pitch should include a built in, automatic close at
the end immediately after you have quoted the price.
You should also have another close built in to the
qualifying after question one and two and you should
close once more, at least before the end of qualifying.
Consistent and constant closing like this will also allow
you to emphasize and increase the credibility of your
urgency.
7. • ALWAYS BE CLOSING – it is dynamic; confirms your
belief and enthusiasm, adds to your credibility,
demonstrates you have no fear of loss, allows you to
understand the genuine objections rather than the false
ones and makes you feel better about your strength of
character and process because you are in control and
not allowing the prospect to dictate the pace.
