24
Techniques For Closing The Sale
By Brian
Tracy
The
course teaches you 24 proven techniques for closing the sale.
"Inherently, each one of us has the
substance within to achieve
whatever our goals and dreams define.
What is missing from
each of us is the training, education,
knowledge and insight to
utilize what we already have." --
Mark Twain
FACT: Selling is the only profession
wherein your potential
earnings are beyond what 95% of
the world's population could
ever earn - but only if you know
how to close the sale. Selling
is a wonderful profession -- but
because it is oftentimes
difficult to become successful at
it, it is also considered one
of the toughest professions in the
world.
As a salesperson, you need to be
thankful that making the sale
is so difficult, because if it were
easy, the field would be
flooded with amateurs -- and the
amount of money you could earn
would be greatly reduced.
Your job is to find ways to make the
sales process easier so that you
can become one of the highest
paid people in your field, if not
the world.
The Major Challenge in Selling
Closing the sale is perhaps the most
stressful and challenging
part of the sales process.
This is where the rubber meets the
proverbial road.
http://www.24TechniquesForClosingTheSale.com/g.o/21247
Hi, I'm Brian Tracy -- and there
are secrets I know that can
unlock the real firepower that lies
dormant in your very own
selling skills, and these secrets
will change the course of your
sales career forever. I'm
going to reveal 3 closing secrets
that can easily triple your sales
in the next 90 days.
You may have heard about me through
my high-powered sales
seminars attended by approximately
400,000 men and women each
year in 23 countries - or perhaps
you have come across one of my
16 best-selling books or 300 learning
programs.
The 3 killer secrets that I'm about
to reveal are excerpts of
techniques I've taught to salespeople
all over the world, many
of whom have gone on to become the
biggest money-makers in the
sales industry. I guarantee
that if you master these lessons
and practice them faithfully, you
will at least triple your
sales within the next 90 days.
http://www.24TechniquesForClosingTheSale.com/g.o/21247
Killer Closing Secret #1: The
Preference Close
The first technique is the Alternative
Close -- also called the
Preference Close. It is based
on the fact that people like to
have choices. They don't like
to be given what may sound like
an ultimatum to either buy it or
not buy it.
To apply this technique, you simply
structure your close by
saying, "Which of these would you
prefer, A or B?"
With the alternative close, whichever
one the customer selects,
you would have made a sale either
way. You should always try to
give the customer two choices.
Even if you are selling a
single product, you can give him
two choices with regard to
payment, or delivery. For
example, "Would you like this
delivered to your office or to your
home address?" "Will that
be MasterCard or Visa?" "Would
you like the ATM 26 or the ATM
30?" And so on.
http://www.24TechniquesForClosingTheSale.com/g.o/21247
Killer Closing Secret #2: The
Secondary Close
The second closing technique is the
Secondary Close. This is
extremely popular. It is a
way of helping a customer make a
big decision by having him make
a small decision that infers
the big decision. Instead
of asking the customer to go ahead
with the product or service, you
ask a question about a
peripheral detail, the acceptance
of which means that he has
decided to buy the larger product.
For example, you could ask, "Would
you want this shipped in a
wooden crate, or would cardboard
be all right?" "Would you like
us to include the drapes and rods
in the offer?" "Did you want
the standard rims or would you like
the customized racing rims
on your car?"
In each case, if the customer agrees
to or chooses the smaller
item, he has indirectly said, "yes"
to the entire offering.
People often find it easier to agree
to small details than they
do to making a larger commitment.
That's why this is sometimes
called the Incremental Close, where
you get commitment bit by
bit to the entire offer.
Killer Closing Secret #3: The
Authorization Close
The third closing technique is the
Authorization Close, which is
often used to conclude multimillion-dollar
transactions. At the
end of the sales conversation, the
salesperson simply asks if
the prospect has any questions or
concerns that haven't been
covered. If the prospect has
no further questions or concerns,
the salesperson takes out the contract,
opens it up to the
signature page, places a check mark
where the customer has to
sign, and pushes it over to him
saying, "Well then, if you will
just authorize this, we'll get started
on it right away." The
word "authorize" is better than
the word "sign." A check mark
is better than an X. Offering
to "get started right away" is
better than sitting there hoping
for the best.
However you do it, be prepared to
ask for the order in whichever
ways seem appropriate at the moment.
Brian Tracy is a million-dollar master
of peak sales performance
and personal success strategies.
As the world-renowned creator
of 300 video and audio learning
programs, and the best-selling
author of 16 books, his ideas and
approaches are used by most of
the big money makers and the superstars
of selling. In his
RealVideo course, "24 Techniques
for Closing the Sale," Brian
shows you powerful tactics that
can double or triple your sales
closing rate -- and teach you how
to sell 50% to 100% of all
prospects that you come in contact
with -- all in just 63
minutes.
http://www.24TechniquesForClosingTheSale.com/g.o/21247
A Review of How
I Sold $400,000,000 Worth of Products and Services
This monumental
book shows you how to prepare profitable copy for your own business with
Ted Nicholas' hard won marketing and advertising secrets
Summary: This is a *must-have* tool
for any entrepreneur or business
owner serious about making serious
money.
Ted Nicholas is widely recognized
as the world's greatest
copywriter. Not just *one*
of the best -- but *the* best. Ask
around. It will be hard to
find anyone who disputes this.
Ted's new resource, "How I Sold $400,000,000
Worth of Products
and Services" shows you *exactly*
how Ted was able to accomplish
such an impressive sales record.
Mark Joyner calls this his "secret
weapon," and it's easy to
see why. I can't recommend
this resource enough. It truly
is the most important product of
it's kind I have ever seen.
Get this *immediately* and devour
it:
http://www.HowiSold400MillionWorthOfProductsAndServices.com/g.o/21247
A Review of How
I Sold $400,000,000 Worth of Products and Services
This monumental
book shows you how to prepare profitable copy for your own business with
Ted Nicholas' hard won marketing and advertising secrets
Summary: This is a *must-have* tool
for any entrepreneur or business
owner serious about making serious
money.
Ted Nicholas is widely recognized
as the world's greatest
copywriter. Not just *one*
of the best -- but *the* best. Ask
around. It will be hard to
find anyone who disputes this.
Ted's new resource, "How I Sold $400,000,000
Worth of Products
and Services" shows you *exactly*
how Ted was able to accomplish
such an impressive sales record.
Mark Joyner calls this his "secret
weapon," and it's easy to
see why. I can't recommend
this resource enough. It truly
is the most important product of
it's kind I have ever seen.
Get this *immediately* and devour
it:
http://www.HowiSold400MillionWorthOfProductsAndServices.com/g.o/21247
The
Secret Behind Million-Dollar Ads by David Garfinkel
Want a little secret to turn your
advertising into an
irresistible magnet for customers?
Dale Carnegie knew the secret, and
that's one reason his book
"How to Win Friends and Influence
People" has sold more than 15
million copies. In fact, British
Airways recently named it, "The
Business Book of the 20th Century."
It's a great book. But if Dale
had titled it "How to Remember
People's Names and Curb Your Incessant
Urge to Argue," do you
think it would have sold as well?
Probably not. There's great
power in good titles.
What you may not realize is the words
"How to Win Friends and
Influence People" are not only the
title of the book. Those
words were also the headline of
a mail-order ad, which sold the
book. The ad ran successfully
for many years and sold hundreds
of thousands of copies.
So what does this have to do with
turning your advertising into
an irresistible customer magnet?
Here's what. Behind the title
and headline is a "secret code"
that makes it powerful. Dale
knew it. Great advertising
copywriters know it. And now,
you're going to know it, too.
The "secret code" is actually a generic
formula that gets
attention and creates desire in
your prospect's mind. Every
winning headline has a unique generic
formula hidden inside.
Here's the formula in Dale Carnegie's
book title and headline:
How to _____ and _____.
Let's see the formula at work.
Say you are an executive
Recruiter, and you help companies
find new executives. In
reality, your biggest problem is
finding the executive
candidates in the first place.
So, to increase your group of
candidates, you decide to run an
ad in your local business
journal. Here's how you could
use this formula to write a
headline for your ad:
How to Get a Better Job and Make
More Money
…and right away anyone who's even
a little interested would read
your ad. Then, if your copy
(text) is even halfway decent,
you'd get plenty of calls.
Or, let's say you run a martial arts
school. Here's how you
could apply the formula in an advertising
headline to get you
new students:
How to Stay Fit and Protect Yourself
Do you see how powerful that is?
You've just zeroed-in on
people who are likely to be interested
in learning martial arts.
The brutal reality of advertising:
An ad with a good headline,
and even mediocre copy, will get
you a response and generate
sales. But with a poor headline,
even the most brilliant copy
will get you little or no response.
Why? Because without a
good headline to get their attention,
most people won't read any
further.
The good news is, once you have identified
a good headline that
works in one industry or market,
you can adapt it (like we did
with the Dale Carnegie headline,
above) for your own business.
Great headlines work as subject
lines in emails, titles on Web
pages, and of course as headlines
in print ads and sales
letters. Great headlines will
literally transform your sales.
How does this work in today's economy?
Recently a client asked me to help
him introduce a new service
to Internet Service Providers.
(Note: To understand what you
are about to read, you should know
that ISPs call their
suppliers "backbone providers.")
I wrote a direct mail letter
and my client sent it out to ISPs.
Because my client was
revealing new information his prospects
hadn't heard before, we
used the following "teaser headline"
on the front of the
envelope:
What Your Backbone Provider Isn't
Telling You
Was this an entirely original headline?
No. I had seen a
similar "teaser headline" on a successful
mailing to promote an
investment newsletter:
What Your Broker Isn't Telling You
About High-Tech Stocks
So I merely identified the "secret
code" in the original winning
headline, and applied it to my client's
market, ISPs.
The response to the mailing was overwhelming!
Nearly 10% of the
entire ISP industry responded to
our letter -- and my client has
added eight figures of new annual
revenues as a result of the
business that developed.
I'm telling you this not to brag,
but
to point out the awesome
power of good headlines.
While many people spend hours and
hours trying to come up with "the
perfect headline" for their
ads, there is an easier way. Find
proven headlines that already
work for another business in
another industry, and adapt them to
your business.
Then prepare for a flood of new customers!
David Garfinkel has been described
as, "the world's greatest
copywriting coach." He's a
successful results oriented
copywriter and the author of Advertising
Headlines That Make You
Rich, which shows you exactly how
to adapt proven money-making
headlines to your business.
http://www.AdvertisingHeadlinesThatMakeYouRich.com/g.o/21247
Why Some Ads Fail Miserably
While Others Succeed Wonderfully
This ebook
makes it unnecessary to write another headline ever again
by David Garfinkel
The voice on the other end of the
phone was tense and impatient.
It was a prospective client
calling. After we introduced
ourselves, he got right to the point:
"Our advertising isn't
working and we need some help."
Enlarge
your profits to 17 times the normal size!
Click here
to learn the secrets of the world's
greatest
advertisements:
http://www.AdvertisingHeadlinesThatMakeYouRich.com/g.o/21247
Who I was talking to doesn't matter
very much, because it could
have been almost any of my prospects
before they start working
with me. That's because, statistically,
most advertising doesn't
work -- if by "work" you mean, bring
in new business. Think
about your own ads. Even if they
already generate leads or
create sales for you, don't you
have the sneakin' suspicion they
could be working a lot better?
Here are two reasons why most ads
don't work at all -- or if
they work, why they deliver far
less business than they could:
1. Most ads don't get the attention
of your prospects. This is
pretty basic. It is physically
impossible for prospects to
contact you unless they know about
you, and if you're counting
on them to find out about you from
your advertising, then step
one is for your ad to get your prospects'
attention.
Unfortunately, some ads actually
do get attention, but…
2. These ads get the attention
of your prospect in the wrong
way. For an ad to generate
a qualified lead or create an
immediate sale, it must start off
on the right foot. That
"right foot" sets the right tone
and invites a qualified
prospect to call you. I just
saw an ad in Newsweek that still
has me wondering what it's about
and why someone spent tens of
thousands of dollars on it.
(Bet it wasn't their own money.)
Shave
80% off your development and research time
when writing
ads. Click here to learn what this
master
of copywriting has done for you:
http://www.AdvertisingHeadlinesThatMakeYouRich.com/g.o/21247
The ad shows a boy on a bicycle
flying through the air, out in
the wilderness. The headline,
in a semicircle, says, "They will
always fall before they fly."
Since I'm not a kid and I'm not a
parent, it doesn't do much for me.
But wait -- even if I were a parent
or a kid, I still don't
think this ad is going to sell me
on anything that would make
the advertiser any money.
If I were a kid, the only thing this
ad could sell me on is taking these
kind of risks to annoy my
parents. And if I were a parent,
the only thing I can imagine
this ad would sell me on is making
sure my kid never rides his
mountain bike in hilly terrain --
since, obviously, the kid in
the picture is on a collision course
with certain death.
I've got to hand it to this ad in
one department -- it's
interesting. It got my attention.
But that's as far as it got.
The Headline's the Thing
Let's get off this negative track
and look at some ads that I am
certain are making money.
These are not from a glossy national
magazine, but small ads from today's
local newspaper. (By the
way, small ads that run in the newspaper
are usually paid for by
the person who wrote them.
And these ads get to the point and
are likely to be profitable. Hmmm...I
wonder if I'm noticing a
trend here...)
All I'm going to show you are the
headlines of these ads. But I
promise you, the headlines are all
you need to see. Tell me if
you can guess what each ad is about,
and who its target market
is:
1. "Lose 3-5 Pounds Per Week
With the System Proven by Over
90,000 Successful Patients"
2. "Up to 40% Savings on Heating
and Cooling Costs With a
(Brand Name) Foam Roof"
3. "Men and Women -- Remove
Unwanted Hair Today!"
Now, I know what you're thinking.
Not very clever. Not very
hip. In fact, those headlines
are downright boring!
This
man says you can increase your sales by 1700%
-- just
by changing your headline. Click here to
learn the
"secret code" that you can use to make
it happen
for you.
http://www.AdvertisingHeadlinesThatMakeYouRich.com/g.o/21247
Hmmm. I have two things to
say about that. First, if you have
tried everything under the sun to
lose 40 pounds and you are
frustrated to the point of tears,
then headline number 1 isn't
that boring to you. (And I
would say the same regarding people
in the target market for headlines
2 and 3.)
The second thing I want to say is,
yes, and it's also pretty
boring to stand in line at the bank
waiting to make a large
deposit into your business checking
account. But you know what?
Once you've gotten past that boredom
barrier, it's actually
sort of nice. You know?
And here's some interesting news:
A good headline on your ad
will get you 90% of the way from
the agony of defeat to the
ecstasy of advertising success --
so you can deal with weighty
issues like the boredom barrier
and what to do with all that
money.
David Garfinkel has been described
as, "the world’s greatest
copywriting coach." He’s a
successful results-oriented
copywriter and the author of Advertising
Headlines That Make You
Rich, which shows you how proven
money-making headlines
customized for your business can
increase your profits by 1700%.
http://www.AdvertisingHeadlinesThatMakeYouRich.com/g.o/21247
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