If you don’t ask for the order, you won’t make the sale That statement is one of the basic truths of the sales profession. Because when you ask for the order you provide the momentum for a client to say yes. Though you may feel closing a sale is a magic moment, in reality, closing is simply following closing principles and then asking for a decision when you feel certain the prospective buyer is going to say yes. This fast-paced seminar teaches you how to ask for the order.

1. Closing: A Natural Step in the Process Demonstrating Handling Resistance Discovery Closing

2. Closing If you don’t ask for the order, you won’t make the sale. That statement is one of the basic truths of sales. Because when you ask for an order you provide the reason for the client to take action.

3. My Experience: # 1 For every 30 minutes you spend with a client your chance of closing increase by 50 %. Sales Institute

4. How much time do you have to spend, with me, today?

5. My Experience: # 2 Closing is not just about you. It is also about your solution(s) to a client’s needs, wants and what is important.

6. For you, what is important about …?

7. My Experience: # 3 Participation

9. My Experience: # 4 Closing is just another step in the sales process.

11. My Experience: # 5 No magic bullet

12. Closing is simply asking for a decision when a salesperson feels certain the prospective buyer is going to say “Yes”.

16. Decision-Making Question For you, what is important about …?

22. Step Two Work with not against the buying process.

24. Understand that when clients start to look they have the whole world from which to choose.

25. Buying is a process of elimination.

27. To help clients make a commitment , you must understand where they are in their personal buying process . Then focus their attention on what is being offered to the exclusion of everything else they might be considering or is available.

28. Commitment & Consistency The more a client says YES, the harder it is to say NO.

29. Influence: The Psychology of Persuasion Robert B. Cialdini, PH.D

31. Commitment & Consistency

32. “ Initially people have a very narrow focus but eventually they need to know everything”. Ken Blanchard Raving Fans

33. Step Three Assume the Sale

34. Radiate Enthusiasm Think positively … confidence is contagious.

35. See … hear … feel

36. Question ATTITUDES ARE CONTAGIOUS Is your attitude worth catching?

38. Solution One Solution Two Solutions Three Solutions Robot Dilemma Choices

39. Feeling One Solution = One Feeling Two Solutions = Two Feelings Three or More Solutions = Three or More Feelings People buy a …

40. Ask the Right Questions Is this something you are considering doing now?

41. Serious or Curious

42. When you assume the sale is made it makes the buying decision smaller and less painful.

43. Step Four Close Constantly

44. If you do not close early and often, you run the risk of losing your client’s respect. Clients know why you are there; they expect you to close. They even expect you to close several times. If you do not close, they will see you as weak and unprofessional.

45. Tie Downs You can smooth the path to a sale by avoiding a major commitment in favor of several smaller commitments.

49. A trial close is a request for a conditional commitment.

50. Commitment & Consistency Weapons of Influence

51. Turn from Resistance to the Close Agree Pause Question Verify Reframe Agreement

52. Step Five Create Urgency Do it now!

53. Urgency is a function of time and personal motivations. What may seem urgent to one client may not to another. Some people place little value on money, while others will jump to close as soon as they learn that a price increase is imminent. Not everyone will react the same way to the things you say to create urgency, so it’s good to develop “urgent messages” to develop buying momentum.

55. Final Thoughts About Closing Eat the elephant a bite at a time.