THEORY OF CLOSING
Closing a transaction is the most important step of the sales transaction. Without the close there is no transfer or exchange of goods, services, or money. Most salespeople struggle with this step of the transaction for a number of reasons. More often than not, people struggle in the close because they do not fully understand what the close is. The more you understand the close, the more success you will have.
Sales people enrolled in this course will develop a deeper understanding of what is truly happening in the close of the deal. Questions like “How to close more deals?”, “How can I be more confident in the close?”, and “How can I increase my closing ratios?” will all be answered. A misunderstanding of the close will prevent salespeople from persisting in the close, even to the point where asking some difficult questions is required will all be covered. Becoming a Master Closer first requires the mastering of the theory of what the close really is, why people fail in the close, and some of the most advanced tips required for anyone looking to become lethal in this step of the deal.
What you will get:
- 3 Things that will make or break you in the close
- Mistakes Salespeople Make in the Close
- Advanced Closing Strategies
- Learn how to shorten the sales cycle by 50%
- Never use price to negotiate again
The Theory of Closing the Deal
- Purpose of the Program
- The Cost of Not Closing
- The End Game is the Close
- The Importance of the Close
- The Winner’s Exchange
- The Goal of the Closer
- Know or No
- Two Ways to Learn
- Closing is a Service
- Relationship and the Close
- The 20/80 Rule
The 10 Reasons Closers Fail
- Never Attempted to Close
- Pressure is Perceived as a Bad Thing
- Unwillingness to Deal With Emotions
- A Lack of Belief in the Product
- An Incorrect Estimation of Effort
- Being “Reasonable”
- No Financial Plan in Place
- Handling Objections That Are Only Complaints
- Shortage of Closing Material
- Incorrect Barrier
- Recap – The 10 Barriers to Getting a Deal Closed
The Rules of Closing
- The Rules
- Always Present Your Proposal in Writing
- Always Clearly Communicate Your Proposal
- Always Make Eye Contact
- Always Have a Pen Available
- Know How to Use Humor
- Always Ask One More Time!
- Always Have Available an Arsenal of Closes
- Stay With the Buyer
Advanced Rules For Closing
- Treat the Prospect Like a Buyer
- Always Know You Can Come to an Agreement
- Always Maintain a Positive Demeanor
- Always Smile No Matter The Outcome
- Always Treat a Buyer Like They Can!
- Always Acknowledge The Buyer
- Always Agree With The Buyer
- Always Look for a Solution
- Care So Much That You Refuse Not To Close
- Use the Full Arsenal of Closes
- Always Know You Do Not Provide A Service Until You Close
