[Music] hello I'm Brian Tracy about three years ago after over 30 years of selling experience I sat down and designed a professional sales training program called the psychology of selling the art of closing sales and over the next hour I'm going to show you 24 of the finest and most effective sales closing techniques ever devised taken from that program if you practice these techniques and use them regularly you will dramatically increase your ratio of failed to calls and dramatically increase your income hundreds of my graduates perhaps thousands of them have doubled and even tripled their incomes by using the material in this course and so can you well the reason we're teaching you 24 sales closing techniques is simply this the average sale over 80% of sales are closed after the fifth attempt at closing that means after the fifth time that you have asked or given the prospect an opportunity to buy that's when over 80% of the closes take place and only about 10% of salespeople have enough closing techniques and have enough ability to ask for the sale more than five times without giving us the more closing techniques you know the more likely it is that you will close the sale in the course of the sales interview remember selling is a skill good salespeople are made not worn most of the most successful salespeople in America were at one time shy insecure and clumsy at selling they became great salespeople by learning and practicing the essential skills of selling including how to close the sale and if you do what they do you'll be successful too and nothing can stop you now please join me in our studio audience as I share the 24 most effective sales closing technique of all time tonight we're going to talk about 24 the most effective closes ever put together before we start talking about the closes I like to talk about the antecedents to closing I think one of Murphy's laws is it before you do anything you have to do something else first and before you close you have to do several other things first let me give you the two psychological antecedents to closing in other words you must have these if you want to be effective number one of course what you've heard a thousand times is enthusiasm 51% of all closing effectiveness comes from your enthusiasm your excitement about the product and as a matter of fact one of the best definitions I ever heard of how to grab a sale is that a sale is what takes place when there is a transfer of enthusiasm in other words when you transfer your enthusiasm about the product or service into the mind of the other person a sale takes place now this requires of course that you have some enthusiasm to transfer into the mind of the other person which means is the most effective salespeople know their product they believe in their product they love their product and they believe that their product has very worthwhile benefits for their customer and this is something that I suggest to you and I suggested 2002 salespeople if you don't believe in your product if you don't love your product if you wouldn't use it yourself if you wouldn't sell it to your best friend or your mother then you're probably selling the wrong plot because you can never get a head of enthusiasm that is transferred into the mind of the prospect that caused them to buy now with regard to enthusiasm I don't mean that wah wah jump around type of enthusiasm I mean what it's called constrained enthusiasm it's when the enthusiasm is kept inside you like a kettle a boiling kettle with the lid put on it so that you literally whistle with enthusiasm you have sort of a dynamic tension of excitement about you but it isn't in the speed of talk or it isn't in your actions it's contained within and constrained enthusiasm as one of those has perhaps the most powerful effect on human personality that you can imagine as Ralph Waldo Emerson said nothing great was ever accomplished without enthusiasm well the second psychological quality is consonant expectations you must confidently expect that the person is going to say yes if you ask often enough if you ask the person to buy you must confident expect meant by so you active to ask expectantly would you like the red one or the green one today in other words not are you going to take one or not is this what you had in mind but you ask it expectantly and the more confident that you expect the more likely it is that you will sell and of course again confidence and selling comes from knowledge it comes from practice that comes from experience it comes from believing that the product can do what you say the product will do well in the process of selling there are other steps that you have to take the first step of course is qualifying if you cannot sell a product until you have thoroughly qualified the prospect every one of us has been in a situation where we have walked into a store or onto a used-car lot and somebody comes up says why don't you take it or are you going to buy it today or they try to close you without ever asking you what it is you want or what you need and there's nothing makes us more furious than to have somebody treat us like an idiot so you have to qualify the prospect you have to find out four things the answers to four things question number one does the prospect need what you're selling question number two can the prospect use what you're selling like many companies may need a computer but they may not be able to use it because of the manpower because of the configuration of the organization number three can the person afford the product and number four does a person want the product you see before you can close the prospect has to have demonstrated that he or she has a desire to enjoy the benefits of your product or service so once you've gone through the presentation once you've gone through and you've qualified on all four of those categories and the person wants to buy it then you're in a position to begin closing most of the clothes in every sale is made in the presentation in some products especially in real estate most of the clothes is made in how well you present the product to the prospect the closing technique at the end is almost irrelevant in many products the closing technique is very very important the key reason why the closing technique is important is this is that the moment of closing is always difficult there's always a moment of tension we call this buyer's remorse in advance if you like where whenever we feel that whenever we reach the point where we have to make an important decision whenever we have to put up money lay ourselves on the line what happens is this tension Wells up inside of us and this tension is called the fear of failure and every single one of us as human beings has this fear of failure in on the part of the customer the tension in the closing moments of the sale is caused by the fear of making a mistake the fear of buying the wrong thing the fear of paying too much the fear of being criticized by other people it's car and what happens when a person feels this fear it's off it's almost like having a spear in the stomach what do they do they back away and whenever they have this fear they back away and they say things like let me think it over leave me some material could you call me back next week I have to talk it over with someone else I have to check it out I can't afford it and so on so these are simply ways of the prospect telling you that I don't think if I make this decision it will be the right thing for me well the other key stopping point at the close is the fear of rejection the fear of the person saying no you see we each down each of us deep down inside has this fear of being pulled no to this fear of being rejected so one of the things that we do is we very elaborately structure our lives in such a way that we don't put ourselves in front of people that say no and by the way if you have an uneasiness about people saying no to you've picked a very interesting profession to get into because four out of five sales calls and with knows even in the very best of time in the most bloom economy with the finest product 80% of the people you talk to were going to say no and when times are tough 90% how many times they're tough of 95% are you quite aware of this and it goes up and up enough so it must be aware that people are going to say no and one of the key factors in being successful in selling is be prepared to hear and knowing continue when the person says no I don't think so you must be able to just let it roll off your back like water off a duck's back you must realize that a No excuse me I know it's not personal the person says no to you they're not saying no to you in most cases they're saying no to a whole package of things in for a whole package of reading well when you get to the end of the clothes when you get to the end of the sales presentation you've done your prospecting use on your contact and you done your presentation you overcome objection now you come to the final moment you know the person wants it but there's this approach avoidance there's the sales resistance there's this fear this uneasy this tension starts to build up and your job is to get through that moment that tense moment as rapidly and as painlessly as possible and closing techniques are not techniques to manipulate other people they're not techniques to get people to buy things they don't want don't need can't use and can't afford their techniques to get people past that moment of tension and the professional closer takes the person smoothly past the point of the clothes and the unprofessional person sits there and at the end of the presentation they say well what do you think you ever done that well what do you think and no other person says the attention starts to go love boom boom boom boom boom like jaws like that shark coming in boom boom boom Burke said well I think I'll think it over I think I have to talk it over to someone else even if they want it the tension starts to build up so in this presentation in the next few minutes we're going to talk about the 24 best closing techniques number one closing technique begins with getting appointment does anybody here use the telephone to get appointment you notice how difficult and frustrating is many people do not use the telephone because they've been rejected and turned down so many times on the telephone that the very part of it causes them to be angry and frustrated intent so what they do is they find every other way possible to make contact and the telephone of course is the finest and fastest way if you want to use it properly so in approaching a prospect and using the telephone the key is this that the first thing that you say to the prospect once you have be found out who it is has to be something that breaks preoccupation grabs attention and points to the result of benefit of the product now let me give you an example I used to sell Believe It or Not sales training program and I would qualify my prospects and I would call and make appointments and I found that I could get appointments nine out of ten times with qualified prospects using this very simple technique what I do is I'd call out but I asked the secretary I'd say who is the person who makes the decisions in this area who's the person that makes the decisions about sales training for your sales force they would say well that would be mr. John I'd say fine what is his first name please bill Jones my thanks could I speak to mr. John solo mr. Jones this is Brian Tracy how would you like to see a method that would enable you to increase your sales by twenty to thirty percent over the next twelve months now if you're speaking to the right person the question will be aimed at something that is of relevance and something that the other person needs now what does sales managers sit around and think about all day long increasing failed sales being down sales being up at increasing sales when you say would you like to see a system to the Navy you'd increase your sales by twenty to thirty percent over the next twelve months the first question with the next question the prospect asks is what is it and that's where you go into the clothes and when you are telephoning for an appointment you are telephoning to sell an appointment not to sell a product the biggest mistake we make as we go in to start describing our product on the telephone and the person says well I'm sorry I'm not interested can't afford I don't have the time on so all you do is you're selling 10 minutes you say that's exactly what I want to talk to you about I need about 10 minutes of your time I'll show you what I've got and you can judge for yourself if it's what you want if a person says something like and I used to hear this they say how much is it they don't even know what it is your death how much is it and this is the way you handle that you say mr. prospect if it's not exactly what you're looking for there's no charge at all very good very good response get the price thing out of the way it's not exactly what you're looking for it doesn't cost you anything then it person says well could you tell me a little bit about it I'd say well that's why I need just ten minutes of your time just ten minutes I'll be able to show you what I've got and you can judge for yourself because what you're looking for now the clock the person will often remember this is that good prospects are always busy and hard to get to poor prospects are not busy and they're easy to get to if you call up somebody you ask for an appointment they say sure come on over anytime you can be sure that person is going to buy anything from you so you have to be very very sharp in using the telephone no purse is going to say this the prospect didn't say this well could you tell me a little bit about it you say yes I would like to but there's something I have to show you as soon as you say the words show you've eliminated the necessity to describe it on the telephone this as well could you send me something in the mail I say I would like to send it to you in the mail but you know how bad the Mail's are why don't I drop it off personally sometimes acting it now the person is at all serious they'll say okay drop it off personally sometimes that I'll say will you be there yes I'll be there okay about three o'clock I'll be in your neighborhood I'll drop it off personally don't mail information when people say send me some information in the mail what they're saying is go away I'm not interested in when you send it to them in the mail it goes right across the desk and into the wastebasket if you're going to send things in the mail what you do is you put in the envelope throw it in your own wastebasket save yourself a stamp we make the mistake of thinking we could throw it in the mail and then and we're actually making tail no we're not making sale so what you asked for is 10 minutes and this is the key expression you be the judge you decide for yourself if this is what you're looking for and if you'll say it in that way the person will say well I don't know all I need is 10 minutes of your time and you can judge for yourself because what this does is this says that you'll only be there for a short period of time you will put no pressure on the person you'll just show them what you've got like a Arab trader in the bazaar lays out their wares if the person doesn't want to select one in ten minutes you'll be gone now I have found that if you ask for 30 minutes you will have to wait for weeks maybe forever if you ask for 10 minutes you can always be slipped in don't make the mistake of doing the old insurance salesman trick god bless the insurance industry I'm saying how about 10 o'clock today or 2 o'clock tomorrow this alternative clothes on it don't do that because it's been used so many times that what it does is it insults the other person just like sometimes it's afternoon or maybe sometime tomorrow be very flexible once the person gives you a time now that's another thing they do there once you call me on Monday and we'll set up an appointment and what you say to them is this you say look I've got my calendar right here is your calendar handy some question of course the person's at their desk the calendar is handy you say let's set up a time right now how about 10 o'clock Monday morning don't allow yourself to be put off with this call me back on Monday nonsense because it's just another way of them avoiding seeing you remember the very best customers you'll ever have are the ones you can have to fight to get in to see they are the ones who are the best for you so so when they try to put you off and they try to avoid you and they try to make excuses it's what they're saying is this may be a very very good customer and somebody is going to get to those purses that prospect and somebody's going to tell the prospect it might as well be you so just be persistent be polite be firm say look all you just 10 minutes of your time just 10 minutes will do it 10 minutes you'll be able to decide for yourself and just sell 10 minute if they ask you about your product or service 8im it's too involved to go into on the phone but it just be take 10 minutes and I'll show you what I've got and sell only that see if you cannot close on the telephone appointment you can't even get to first base and become good at it if you are shy about using the phone if they're anxious if you don't like to use the telephone it's because you've had frustrating experiences in the past okay close number two this is called the approach close you use this at the beginning of the sales presentation the purpose of the approached clothes is to get the person to make a commitment to giving a decision at the end of the presentation rather than the person saying afterwards I have to think it over and the approach code is something that you use when you have a product or service which is used and needed by almost everybody what you say is this is a mr. prospect recognizing that at the beginning of the sales presentation sales resistance is the highest the person's resistance is up remember we live in a commercial society people are trying to sell us something every single day 50 times a day 2,000 advertisement today is what we see in our society radio newspaper television billboard buses and so on everybody's trying to sell us something so we have natural from the age of five years old sales resistance and you have to overcome it and it's a beautiful way to overcome it at the beginning you simply say this mr. Crosswhite I'm not gonna try to sell you anything now I'm not going to try to tell you anything right now just relax kristef oh that's good say all I'm going to do is I'm going to show you some of the reasons why people have bought this products continue to buy it over the years or one of the reasons why thousands or some of the reasons like thousands of people have purchased this product and all I ask you to do is look at the reasons why others have bought it and judge for yourself and tell me one way or the other whether or not this applies to you and to your situation is that fair I'll just show you what others have bought it you just tell me whether or not it applies to you in your situation person will say okay see what you're doing as you've offered them a deal the deal is I won't try to sell you if you'll listen with an open mind to my presentation and the person says okay I'll listen to an open mind and then you go into your normal presentation and you go through the presentation at the end of the presentation the prospect cannot say well I have to think it over you say mr. Bostic you promised you'd give me an answer one way or another it's a very simple close you promised you'd give me an answer one way or another and from what you've said it seems that this product is just ideal for your situation and you can go right through to the close another close that you can use right at the beginning is called the demonstration close and boy is this ever affected you can use this for almost anything the demonstration close is what you do to qualify the prospect in the opening statement and to get a clear statement from the prospect that they are in a position to buy and to pay for this product we used to use this in selling mutual fund okay mister prospect I could show you the very best investments you've ever seen in your life are you in a position to put $5,000 into it right now prospect says well I don't know no I haven't got 5000 how about four well I don't know how about three well yeah three yeah if I could show you the best investments you've ever seen would you put $3,000 into it are you in position for $3,000 you know yeah if you could show me that you know what you've done you change the focus of the discussion the discussion is not whether or not the person listens to your presentation the discussion is can you demonstrate that you actually have an investment or a product that's as good as that another thing you can say is I can show you the best sales training system that you've ever seen the best cheapest finest sales training system you've ever seen are you in a position to commit your company to it right now there's as well you know it's that good are you in a position to make a decision right now so yeah now when you go through your presentation at the end of the presentation the person can say well I got to check with the boss I've got to talk to Harry better crawl across the street they've already said yes I have the money yes unqualified yes I'm in a position to make a decision so a good strong opening question that grabs attention and says geez like if a person is in the stock market or is investing in anything when you say if I could show you the best investment you've ever seen what's the first thing that they ask what is it tell me more about it I'd like to learn about it I can show you the best investment you've ever seen are you in a position to make an investment today if I could show you the product that you're looking for are you in a position to make a decision today in real estate I've seen this over and over again one of the first questions that you should ask people when you take them out instead of going through these people who are kicking tires and looking at homes two years before they ever plan to buy one is say if we could find the exact house you're looking for when we do want to take possession just tell them as you get into the car you know like you to ask them what do you think of the weather very often people will tell you oh well we're just looking you know we're just sort of in the market we're just looking at we're visiting 27 other real estate agents we're planning to spend two years added so we know every single house in North Chicago or whatever it happens to be so ask them that question if we could find exactly the house you're looking for when would you be prepared to take possession and they can tell you they say well I don't know or they'll tell you that they're not in the market at all very simple question and it's not an invasive question it's not a request okay the hot button closed is considered by many sales professionals to be the most important the most powerful close of all the hot button close is based on the fact that 80% the old 80/20 rule 80% of the buying decision comes to bear on 20% of the product features and in my experience percent of the buying decision comes to bear on about 10% of the product features in other words it is up to you to find the one or two things in your whole offering that are the key determinant of this person buying the product and then to push that hot button over and over again because every time you mention the hot button the person's desire to own the product goes up every time you talk about something that is not really important to them in a sales presentation the desire to purchase it goes down and good sales people are people who question skillfully and listen carefully and we find what is called the Freudian slip the Freudian slip says that if you talk to people long enough and give people enough chance to talk they will tell you everything that you need to know to sell them and that's why they saying telling is not selling is true you're only really selling when you're asking questions and giving them the opportunity to tell you what they're looking for what they want what they need what they're concerned about what their worries are and listen and the more you listen and the more you ask questions the more likely it is that they will say this is what I'm looking for it'll go being calls this the key benefit there's a key benefit that a prospect is looking for before they make a decision until they can find that key benefit they won't make the buying decision one of my favorite stories real estate agent takes a couple up to see this house it's an old house it's what they call a starter home a pre-owned starter home if you like handyman special pulls up to this house and in the backyard this beautiful flowering cherry tree and the salesman says to the couple what do you think of this house and the wife says look at Harry look at that beautiful flowering cherry tree ever since I was a girl I wanted to have a house with a beautiful flowering cherry tree in the backyard and Harry says shut up you know Oh Harry you shut up it get out they go into the house sales means no dummy walking behind them Harry comes in mr. tough guy says you have to replace the steps he said yes but see a beautiful flowering cherry tree just around the corner and walk in and out save you the carpets gone yes but from here you could see a beautiful flowering cherry tree mrs. Smith and I walk through they look at this living room I have to put in new baseboards new lights yes but look at that beautiful view that lovely flowering cherry tree every single room they went into the kitchen needs new plumbing yes but you can see that beautiful flowering cherry tree the bedrooms are too small but look at the view of that beautiful flowering cherry tree at the end of the presentation mrs. Smith makes the buying decision and every home purchase says Harry I sure do love that beautiful flowering cherry tree in other words this is the hot button you push the hot button over and over again now what what amazes me is that sales people will go out and talk talk talk talk talk and people say boy I'm really interested in a house with a pool I'm really interesting here's a beautiful you have a beautiful yard if it doesn't have a pool and now here's a beautiful one if you put a tennis court over there yes but it doesn't have a pool and this one has a wonderful basement but doesn't have a pool we keep saying this is what I want is a pool and what you do is you listen to that hot button and you build the sail around that the trial clothes is something the professional salesperson asks throughout the presentation to find out how well they're doing it's also called a check quote this means that you check how far along you are so will you present part of your product and you say what do you think of this so far or does this make sense to you or is this what you're looking for or is this what you had in mind or is it's an improvement on what you're doing right now these are check closes now the wonderful thing about a check clothes is that the person prospect can answer yes or no and it doesn't end the presentation if you say is this the sort of layout that you're looking for prospect says no you say fine well let's look at this layout over here then or you say this is a colors that you're looking for prospect says yes you say good let's look at more of the colors in this area so the check closes like you're traveling down a road and you come to a fork and at the fork you say is this what you like or is that what you like and the next fork is this what you like is that what you like on the road to be closed and good salespeople ash check closes throughout they never present one piece of information without the check close you drive out in front of the house you say you like the outside look at that house yes or no you come in the door you like the enter entry hallway yes or no do you like this color scheme yes or no you're like the way this is laid out yes or no in others they keep asking questions and the questions keep giving them feedback that enables them eventually to build a picture a confident picture of exactly for the prospect once the power of suggestion clothes is based on the fact that we are all very susceptible to the suggestive influences of people around us which means that when a person is excited about something excitement is contagious when a person is enthusiastic about something enthusiasm is contagious so what you say in a power of suggestion quote as you say more you're really going to enjoy the way this car handles on the road because my brother's got one of these cars and forty to ever grip the road he's driving it in other words you keep talking about the prod to the prospect about the product or service as this they've already got it you are really going to be happy when you travel in this summer or you're really going to enjoy this holiday to Europe or you are going to love this tour or you're going to enjoy living in this neighborhood this is one of the best neighborhoods in this part of the city you talk to them as though they've already made the decision to buy and you try to create mental pictures or pictures in their mind what it's going to be like to use to enjoy to benefit to own the product and you create these pictures and they go around they go away and they start thinking instead of thinking will I buy it or not they're thinking of how they're going to enjoy it once they once they've purchased it the best example of the ascending code it's called the part by part clothes or the yes-yes-yes clothes and this is best used for mutual funds investments encyclopedias encyclopedias are the perfect example anybody here ever sold encyclopedias and when you sell encyclopedias they teach you the Encyclopedia sales presentation the presentation is brilliant it was designed by a group of psychiatrist at the cost of a quarter of a million dollars I tell you what if you ever want to see something wonderful call one of the Encyclopaedia companies are filling one of those cards and get somebody to call on you absolutely amazing what what it is is if they start off asking you yes question the basic rule is this every time you ask a yes question the prospects buying temperature goes up three degrees and the bottom we don't know where the prospects buying temperature is starting from but we know that there is a certain point at which the prospect will say I'll take it and if you can ask a number enough yes question the prospect will finally come to the point let's say how do I get it and the Encyclopaedia sales presentation starts off by saying knock on the door hello there do you live here very good question they're all qualifying questions if ever the prospect says no that the presentation is over you see the prospects is no I'm just visiting there's no point in making a presentation they say yes he said well I'm we're doing a survey in this neighborhood we'd like to get your opinion on higher education I asked you a few questions person says yes do you believe in the value of higher education yes well would you be interested in accepting a free set of encyclopedias from us to put in your home yes yeah I come in and explain it to you yes yes yes and it's 42 yes question oh it should be illegal it's like at the end of at the end of this presentation the person saying yes yes yes and they bought sixteen hundred dollars worth of encyclopedia now any presentation can be designed I usually what I do is I design my sales presentations and I'll take sometimes hours sometimes days to do this to design a sales presentation so it fits on one page and it has about seven to ten questions each question which can be outlined or explained or drawn on one page and each question starts with a yes and each question or each if question is answered with yet each question requires that the person agree and each question becomes more and more product specific until the final yes is when they're going to take delivery would you like to take delivery right away yes and sort of and this is the kind of presentation that takes skill to design but it is one of the most powerful presentations that you can imagine if ever you find yourself saying yes yes yes in a sales presentation you know that you are being given a perfectly professionally designed presentation the Invitational close is where you simply invite the prospect to make a buying decision my favorite Invitational clothes is why don't you give it a try why don't you give it a try very simple clothes especially for anything that the person is buying when you say why don't you give it a try you're saying oh you're suggesting that making the purchase decision is not a permanent thing it's sort of something that you can try I'd say why don't you give the car a try you know why don't you give a Mercedes a try you don't like it after a couple of years you know you can go to another car why don't you give it a try is a very subtle way of saying or another why don't you take it one real-estate salesman found that its sales went up forty percent each time you walked out of a house with a couple and turned to them and said you liked the house and I say well yeah why don't you take it don't you make an offer bang anytime that people say well sure well why not so why don't you take it another Invitational close is how many would you like or what color would you like or would you like us to get started on this right away or is this exactly what you had in mind for today and in other words what you do is you invite the person to make a decision you don't run to the end of the presentation and then stand there and say well what do you think I remember the salesperson comes back to the office says boy I have a lot of good interviews today the other one says yeah I didn't sell anything either remember remember you do not offend people by asking them to make a buying decision once they have indicated an interest in owning or enjoying the benefits of your product or service the next close is what is called a place close now many people say to me that everybody buys everything on price have you heard that before price is the key thing everybody wants the lowest price and so on in almost every case I will tell you this first of all the price is not the major determinant in selling anything unless of course you're selling rice and rice and rice and it's all the identical brand size shape and quality whenever there is any differentiation in product prices not the determining factor the second thing I'll tell you with regard to price is that sales people that make an issue of Christ the person says hey how much is it and then immediately get into a wrestling match and they say well it's X number of dollars person says hey I can't afford that which is yet but it's worth it well nights I can get a cheaper somewhere else yes but it's not as good as the one we've got and you get into an argument and it's plain you can never win on price basic rule on price is price should never come up in a sales presentation until the end of the presentation now if you're selling homes there's no way that you can avoid or even cars for that matter but if you're selling a product that is a little bit more complex it shouldn't come up until the end this is how I deal with price when people say well how much is it before I've had a chance to tell them what they're getting you see people always object to price no matter what it is everything always costs more than people expect to pay isn't that true you ever find it any of your prospects your customers say boy that's a lot cheaper than I expected everything costs more than expected to pay the willingness to pay and ability to pay are two different things nobody is willing that most people are able so the key is when if price comes up before you've had a chance to show the person exactly what it is that they're going to get for the money first thing you say is mr. prospect is price your only concern its price your only concern the prospect will have to say well no price isn't my only concern you say well let's talk about that a little bit later then or another thing I say when I say well how much is it if you start a good sales presentation they're going to get interested you can say how much is this you say mr. prospect that's the best part can I come to that in a couple of minutes they say sure and now you go on to the presentation but Klein not to get into pricing by all means never argue over price ever a person here's another clothes that you can use three this will give you a baby first baker's dozen it's called the just oppose close the decibel is closed this simply says this of course I just suppose that price is not an obstacle or an object here ok can we do that just for a second and let me finish my presentation persons will say ok by the time you get to the end of the presentation you should have spoken so much about the value of what it is that they're going to get that when you mention the price they say well it makes sense but if you ever mentioned the price negative Jesus a lot what they're saying is this you haven't given me enough reasons to justify that price by the way when you get a price objection what is the price objection the price objection is a price question a price question is when they say hey that's too that's too expensive what they're saying is from what you've told me so far I don't see how the product or service can be justified by the price can you give me some more information basically that's what they're saying but they say it in such a way that sometimes there are G's another people have price again so you say it's a prospect it sounds like a lot of money but let me tell you why another thing people say here cost too much I'll say mr. prospect we're getting the objection but it's a very good mr. prospect you're right all right costs more than your than your competition mr. prospect you're right as a matter of fact it cost one thousand two hundred twenty seven dollars more than our closest competition and yet we sell thousands of these every year two very intelligent people would you like to know why sure because you've got to get that price out of the way other than that it's like a big orangutan in the middle of the path between you and the end of the sales presentation the sudden death is an ultimatum close and you've all had this experience where you've made a presentation to a person or to a company and they've looked at it and you go back and see them and they say I have to think about a little bit more and you go back and have to think about a little bit more and you go back or four or five times you find that you're spending too much time going back to this person who's not made a decision so you use this clothes and it works in at least 50% of cases you fill out the entire sales contract in all details but except for the signature exactly the way you discussed it up to now you take it back to the postulate you say mr. claw spec you know we've discussed this quite a bit and I know this is taking up a lot of your time this time taking up a lot of your time so either this is a good idea for you or it's not and one way or another let's make a decision right now what do you say and then take the contract and send it put it across the desk put the pen on top of it and say if you authorize this now we can get started right away and then become perfectly silent remember after every closing technique the key is to shut up it key is to be perfectly silent and wait and sometimes the silence can be stretched out interminably sometimes the silence can get longer and longer and longer but the longer you wait perfectly quietly without speaking the more likely it is that the person will make the buying decision longer the tension is now a very good sales trainer once told me and I like this that the only pressure that you are allowed to use in a sales presentation is the pressure of the silence after you've asked the closing question and the basic rule is if is he who speaks first or she who speaks first after the closing question loses remember the best time to close a sale is at the end of your presentation not the next day or come back next week so let the person think about it at the end of the sales presentation the person has more fresh information and is closer to making a decision that at any other time the sharp angle closed is where you take a visible in a person you know once the product and they're bringing up sort of what we call smokescreen objections they're just coming up with objection they say well I don't know if we can afford the monthly payments you say we spread the payments and get them down where you take it so you use the objection as a way of closing you close on the objection if your person says well I don't think your product will perform to my specification you say if we can prove to you that will will you take it you say well I don't think an get it here on time we can get it to you on schedule will you take it so what you do is you take the objection and just turn it around into a reason for buying because this forces a person to say either well yes I'll take it or that's not the real reason why I'm not making a buying decision the instant reverse clothes is something that you can use all the time and it's something that takes a little bit of guts to get used to but it's very simple the person says I count a quarter you say that's exactly why you should take it what so it's exactly why you should take it mr. prospect I did some training for about 100 people who are selling cable television services and they were going door-to-door try to try to sign up people for cable and pay television and they not the middle person would knock on the door and they'd say I'm going to say I'm here to talk to you about cable and pay television they can't afford it this is exactly why you should take it what is it about to close the doors there's already can't afford it the reason I haven't taken it because they can't afford say what do you mean see it's exactly why you should take it why now sometimes you may not even know why you have to think the answer very quickly the answer just has to be logical it doesn't have to be great has to be logical you say because but someday you're probably going to get paid and cable aren't you something someday in the course of your life you're going to want to get the movies and the sports and arts and everything else in that right or says well yeah and you want to get it at the very lowest price don't you yeah well mr. prospect this is the time that you can get it at the lowest price ever in the history of pays if you take it right now today that's exactly why you should take you call up somebody for an appointment they say I'm not interested never heard that before say mr. prospect that's exactly why I'm calling what they said mr. prospects most of our very best customers were initially not interested when we contacted them so what we have found is if a person is really not interested they can probably make maximum to ignite some advantage of our product or our service that ever happens to be a Christmas jewel what is it all about and you say it's exactly why I need 10 minutes to show it to you and bang you going to close on the present day you see when a person says when a person resists a sales approach it is because of ingrained instinctive buying resistance it's not because of you the product the product could be the very best product in the world this person could be a heart transplant for a person design of a diseased heart but they'll say no because they have instinctive mine-resistant you must be able to catch it on the note clinton says we don't use that in our house that's exactly why you should take why okay if you keep using the same product mr. cross that you'll never have any idea at though of the water products that are available on the market the change places closes very simple you're into a presentation and the person will not tell you what we call the key issue the number-one reason why they won't apply you see in every sales presentation in every product or service that a person will buy there's a key benefit that they want and there's a key issue or a key objection that is stopping them from buying it and until you can find out what that key objection is and handle it they will never buy from you so many of your closing techniques are ways of getting the person to tell you what's stopping them from making a decision the change places closes very simply say mr. prospect would you change places with me just for a second put yourself in my shoes which people can do because we are very empathetic imagine if you were talking to somebody to really respect it and you were showing them a product or service that was really good for them and they wouldn't tell you why it is it wouldn't make a decision one way or another what could you do with your in my position almost invariably the person will say well I'll tell you that and they'll actually give you they understand what it oh you can say you can add to that you say mister prospect what would you do and if you were in my position tell me this is the money and ask them is it the money because if it's not the money they'll say no it's not the money it's something out or they say yes it's the money they say well and this is a good closing question mr. prospect what would we have to do to do a deal just a good question what would we have to do to do a deal or another question is how far apart are we right now it's a prospect tell me how far apart are we right now these are two very powerful closing questions for instance I can't afford it I can't afford I had a landscape architect came to my course and he learned this technique he had put in a bid to do a job of landscape architecture he'd put in a bit and he the contractor had told him that he wanted it done as cheap as possible within certain specifications so he sharpened his pencil he did it as cheap as it could be he put in a bid for seven thousand and twenty five dollars that was the cheapest he could possibly get the contractor called him up and said absolutely not it's too expensive it's too much it's way over my budget there's no way I'm paying seven thousand twenty-five dollars he's been to this course the day before he said well tell me said how far apart are we he said I've got it in my budget at seven thousand dollars not a penny more and there's no he said as a matter of fact we're having a special on junipers it's seven thousand dollars they'll put in two smaller trees and he got the deal but before it gotten really mad because he knew that he couldn't get any cheaper than that we asked how far apart are we and sometimes you find that you're so close together and it's a it's not the money it's the issue sometimes people say well in their mind they will not pay over X number of dollars because their brother-in-law got one just like it for X number of dollars and you could find yourself just a few dollars apart to ask them how far apart are we or mr. prospect what do we have to do to do a deal today you tell me and I'll find out if it's possible and sometimes they'll people are honest they'll say this is what we have to do to do a deal and you say okay let me see what I can do at least you've still you're still in the game if you like you're still in the ring the next close is what it's called the secondary close and this is one of the most popular from the most common of all closes this is where you close on a minor point it's also called the minor question close you're even a sales presentation on a car and you say by the way where you want the a.m. or the FM radio it doesn't really matter to you whichever if they answer a.m. or FM they've made the decision to buy the car you're showing them a house you say by the way would you want position on the first of the 15 they say the 15th they've made the decision to buy the house in other words you ask and you close on a minor question the reason you do this is much easier for a person to say well the 15th rather than yes or no to buying a house and you could always to find a minor close you can say what will that be cash or charge X even before the person is decided whether they want to buy you say what IV cash or charge well pay cash they've made the buying decision how they pay for it is a minor issue another closing technique is called the alternative clothes and the alternative clothes is simply based on this rule never offer a prospect the choice between something and something always between or between something and nothing always between something and something always offer them a choice between product a or product B which house do you like this this one or this one which car do you prefer the two-door or the four-door which type of tires do you want the radial or the regular and always give them the choice between the two and when what happens with the prospect will answer you and say well I like product a better or I like product B better or I don't like either product and you can ask why and it gives you an opportunity to continue some but don't ever say if you want this or not always which do you prefer it's also called the preference clothes which do you prefer asking people which they prefer is a very good way of finding out where you are in the sales presentation another clothes is what is called the assumption clothes and the assumption clothes is called talking past the sale where you assume that the person has bought you treat them as though they have just said yes I'll take it and you walk right past and you say well how would you like to make a payment you just finished your presentation you say well who's going to handle the mortgage arrangements for this even before they said yes we'll take it or not you say who's going to handle the mortgage arrangements you assume that they've taken it you talk past the sale and you go to wrap up the details it's called the assumption clothes it's one of the most powerful but I've ever seen the take away clothes is a neat one now ladies are always suckers for the take away clothes I'll give you two example one it went to the example to take away clothes is you finish the presentation and the person hasn't said yes or no and you don't want to say well what do you think and you ask answered all their objections and they're saying well it seems kind of expensive and I don't know if it's in the budget you say gee we were talking about the blue one weren't we then you say well yeah we've really had a run on the blue ones let me call the office or let me call the warehouse and make sure we still have them in stock and I use your telephone person says yes you can use my telephone and make the decision to buy you see many people don't realize how badly they want something until you suggested them that they can't have it and when we gloat when we're going up as teenagers we play that call this playing hard-to-get and we can use this as a hey they use this in shopping all the time you're going you're looking and say well let me make sure we have it in your sight oh yeah okay make sure we've got it in my type they go back and I say yes we do just one just one left right another thing that this is another closing technique they're using ladies boutiques I don't know who taught them this but they all use it ladies in there just trying on something it's expensive never done with anything cheap it's something that's expensive try not something that's expensive and they have a signal the sales clerks have a signal they sort of go like this so they ring a bell or something and it causes all the other sales clerks to come running over when you got this ridiculously expensive thing on and they say oh that looks good on you doesn't it and all the girls sit around like hens and they cluck they say yes that looks good I knew all that looks good on you oh that looks good on you you say really you really think so oh yes yes yes and as soon as the assumed as your thing well okay then they said well bang like that and they all shoot back to their customers isn't that right hey wife has come home with a funniest looking outfit Patel no shoes I want to try on interpret when she comes in and you know you want to live there you want to go on having regular meals the Sundays because she's be perfectly honest with me and I say oh I don't really think it's food to eat but she says well everybody in the store said it looked great on me and there's only one left in my side right be very alert sir that another clothes that you can use is what it's called the puppy dog clothes now the puppy dog clothes is one of the most powerful and best closes of all and it's based on the old story of the kids get the parents and say we want a puppy dog we want a puppy that was going to focus on the kids with the parents I know damn well you're getting a puppy dog well fine I say please please please take us to the bed store so they go to the pet store parents are very circumspect is that all right and the pet store owner these guys are smart they know what's going on they say well look you don't want to have to make a decision like this why don't you take this little puppy home and just play with it for the weekend and if you don't like it bring it back on Monday and they could say yeah yeah just just for the weekend just to the regen the parents ml all right just for the weekend just for Sunday ah now by Sunday night the kids are indifferent to the dog and the parents are falling in love with it and this works now anytime you can give your prospect an opportunity to touch taste feel smell use the product this is a puppy dog clothes some of the one of the most successful photocopy distribution companies I've ever seen has just simply one rule place machines and they have about 10 trucks and they have about 30 salespeople and all they do is they Glen it may beg people to take the machine in their office for a week that's all they do and they sell millions of photocopy machines because once it's been in there for a week people get used to using it originally they say hey no way I'm not interested can't afford it they use it for a week they find the convenience of it and they keep it I used to have a friend who is a we sold motorhomes these big expensive motorhomes 30 40 thousand dollars now let me tell you about puppy dog clothes beautiful good times in that this guy is one of the top motorhome salespeople in America somebody comes to buy a Motorhome now he knows that people who buy motorhomes shop motorhomes they go to every single vendor of motorhomes in whole world anybody here ever bought a Motorhome how many how much time did you spend looking for motorhomes well motorhome people are fanatics and they know everything you just know about Moton so he meets them he talks to them he shows them through the motorhomes he doesn't try to close them he gets it establishes a rapport with them he gives them their name oh he gives them his name give him a card he gets their name and address and phone number because we have a newsletter that we send out on motorhomes and we'll put you on the mailing list and so on well next Saturday he calls him up about 10 11 o'clock Saturday morning where is everybody 10 o'clock 11 o'clock Saturday morning they're home he said I'd like to take you out for lunch I'd like to show you something absolutely fantastic I'll pick you up at your home at 12 o'clock and they said well okay see what your home 12 o'clock noon for lunch and he drives up in a $50,000 motor home drives up in front he said jump in they get in and a little bit curious is I got to show you something evening takes them just outside the city that he lives in was a beautiful park and the park is long sloping hills and there's a lake and there's geese tips it's women the lake and there's trees on the other side him is the mountains in the distance and he pulls up in his big motorhome and he swings a loop and he stops so that you can sit the tape in chairs looking out the window a beautiful view and they sit down to sit down over here please and they sit down he opens up the microwave heats up the food takes wine out of the refrigerator wine in a bucket pours the glasses lays out the food China and sit them down and he says as they're eating exists I always miss what you want business sighs would it be nice to be able to do this every single weekend and he says we have a special on a unit just like this we can have you in this by tomorrow afternoon you are set for the summer he sells motorhome or motorhomes than you can imagine because it gets gives people a chance to experience the product the Ben Franklin clothes is one of the most powerful for a very simple reason the Ben Franklin clothes closely parallels how you and I think now you and I think when we make a decision we weigh the pros and cons we look at what the reasons are for making the decision and against making the decision the Ben Franklin clothes goes back to Ben Franklin who was America's first millionaire by the way first self-made millionaires Benjamin Franklin started off penniless and he used to make his decisions by taking a piece of paper and drawing a line down the center and he'd write all the reasons in favor of making the decision on one side of the paper and all the reasons opposed to it down the other side and then he took me study the reasons and make his decision now whenever you're selling anything complex this is a very fine method but a person is having difficulty making up their mind because of a variety of different factors you say mr. prospect let's use the Ben Franklin decision-making method it's a very simple method Ben Franklin used to use this and you became one of the richest men in America making decisions on this basis and this is what we'll do you take a piece of paper draw a line down the center and I say and let's write down all the reasons in favor of making this purchase decision all the reasons in favor of - okay and so you sit down and you start listening the reason when we talk about this yes and when we talked about that yes and we talked about this and it does this and it does that and you have this and it includes this and so on you write down every single thing that you can possibly think of that within the presentation or wasn't in the presentation you restate all the good reasons for buying the product and then you say is that is that everything mr. prospect can you think of anything else for us there's there's no and it gets everything okay now you fill out the other side and give them the pad of paper in the pen and sit quietly now best prospect a sharpest prospect I've ever seen couldn't get past item three they write one too and I think well three and I write it and then you look at it you say well mr. prospect it looks like you've made your decision and the prospect will almost invariably say well yes I guess I have I taught this to a gentleman who is in commercial real estate and he said he'd heard this about this close all is like everybody's heard about this close right it had never used it until he was in a transaction with a large financial institution which was a trade and purchase and and and sale of a series of properties between two institutions merging properties selling properties turning some into cash and so on and he's been going back and forth with these people for three weeks he says finally said why don't we use the Benjamin Franklin decision-making method he had nothing to lose with a vice-president of the financial institution they sat down and they went through it at the end of it he turned it over he said he did word-for-word from the course because it turned over to us and I you write the reasons opposed he came up with two or three reasons and he says well it looks like you made your decision and he said you're right I have let's go with it and he said he made about fifteen thousand dollars Commission on that deal he said just a mate I met him the day after that he'd make after he'd used it he said he'd heard about that closing technique all his life and he never used it because it seems so simple but it's very very possible just try it try it once and see what happened the summary clothes is where you sit down and you say to the prospect all right after the end of the presentation you say well now let's is briefly go over what we've talked about and you say remember we talked about this and you summarize everything that you've discussed you summarize the feature and the benefits meet you in the benefit feature in the benefit if you go through the whole list right down to the end you say can you think of anything else prospects says no as you say then well why don't you give it a try or should we get started on this right away or is this what you had in mind or why don't you take it and just simply close you see when you summarize all the reasons for buying the product or service and you summarize it in the order that you want at the end of that summary the individual will be at their highest buying temperature that would be the most likely to buy you're selling a home for instance you say well now before you make a decision on this home let's look at all the things that you're looking for in a home let's look at all the things that this home has well remember it's about this and it's got this and it's got this and it's got this and it's got this and it's got this and it's got this one it's about this about this you can probably get to 40 the movement of creativity person sees jeez that's right got all those things in it they didn't realize how good the home was until it's perfectly described a car is another way how do they sell cars today well what you do is you have your stripped-down basic model which I don't even think comes with seats or steering wheel and then on the window you have all the extras there you seen that adds extra extra extra extra extra extra it's it's something like 10 15 20 different things that you get extra you say jeez look at all that you're getting for the money and it's another form of a summary clause the order sheet quote is when the presentation begins person comes in to see you the first thing you just plot an order sheet write the date on it and then ever after whenever the person says anything about what they're looking at write it on the order sheet and even if person says hey wait don't write anything down I'm not buying anything today I'm just looking you say I understand but I've got a terrible memory for detail so I'd like to write everything down if you don't buy anything today we just throw it away okay fine and you keep writing on the order sheet so the person gets used to seeing their information written on your sales contract now another way that you can use the order sheet clothes is at the end of the presentation just pull out the order sheet and starts filling it out and this is what I used to do I take out the order sheet and especially with investments it seems to be good and life insurance and I guess encyclopedias and lot of other things I take out the order sheet and I'd say I write the date on it and if they don't stop you from filling out the order sheet they made the decision to buy you see and then I say because you give me the exact spelling of your last name for mailing purposes if they give you the exact smi-ith smith they give you the exact smelling of spelling of their last name they've made the decision to buy and you say and your first name middle initial where's your exact mailing address and you go in to fill it up it's a it's a very fine close it's kind of like a secondary code that makes it easy for the person to make the buying decisions just say what is the exact spelling of your last name please start writing it in unless they stop you they made the decision to buy they say well I haven't decided to buy you say why not sometimes they don't know say well I provide why not or beautiful a beautiful way of overcoming objections that I learned from a friend of mine is this when the person says well I don't like it because of this you say why do you feel that way why do you feel that way you see nobody knows why they steal anything if you say why do you think that way people will have an answer but if you say why do you feel that way Prison sale I don't know why I feel that way Gloria I don't know why don't you take it yeah okay and they can't even remember why it is they were ejected twenty-second close on our list is called the relevant story close this is a powerful clothes because we make all of our decisions with the right brain and the right brain is stimulated by stories and pictures and whenever you can create a picture like the power of suggestion clothes when you can use visual sales aids or whenever you can tell a story about your product or service people remember a story about a product or service for years and they'll forget all the technical details in ten minutes so the relevant story close is when the person is having difficulty or even in the middle of a presentation tell a relevant story about somebody who was hesitating about buying this product or service and they finally decided to do it and look at how happy they were they married Miss America they won the lottery they traveled around the one of it in other words wonderful things happen through them and they sure were happy that they made this decision if you're selling homes in a particular neighborhood you could say look a friend of mine or client of minor relative of mine moved into this neighborhood a couple of years ago and you couldn't get him out now with a bulldozer that he thinks this is the finest neighborhood in the whole city it may not be the richest and may not be the poorest but with regard to transportation and shopping in schools and everything else the great neighborhood sometimes people say hail it makes a lot of sense those are the kind of stories that cause people to make buying decisions not the statistics and the facts from the square footage and they cost them the interest rates inside the doorknob clothes is the clothes that you use and this does not it's not necessarily relevant in real estate but it's relevant in many other industries you've made your presentation you've given it your best shot the prospect has resisted the caustics got that one major issue that one major objection they're not telling you because they know what they tell you you're going to get them so they're sitting there like this and you're doing everything possible and is it the money that's your and how how far apart are we and what do we have to do to make a deal and no I don't think so and I got to talk it over I don't think so right now and I'm not in the market I don't think we can afford it you and it won't tell you what it is it's talking you know they've got the money installed so finally say mr. prospect I know you're busy and I thank you very much for your time I won't take up any more of your time I'll get going now the closure briefcase you get up and you go to the door and as you get to the door you put your hand on the door now the prospect psychologically begins immediately to think about what they're going to do as soon as you leave they begin to let their sales resistance drop as the salesperson comes down as you put your hand on the door you start to open the door they tell us we just wind up like the air going out of a balloon and then you turn around you say oh by the way mr. prospect just before I go I was wondering I know but you're not going to buy anything today but I wonder if you could help me in my presentation could you tell me what was the reason that you didn't buy today and the prospect will say well I'll tell you the reason was this and you take your hand off the doorknob and you come back in you sit down your briefcase you say mr. prospect I'm so glad you told me that that's my fault obviously I didn't explain that part of our offering to you now I go over just one more time and sit down and now you've got the key reason and if you can answer it effectively sometimes you can close it 50% and more of these clothes now the final clothes is the referral clothes and the basic rule is this that you should never leave a prospect or a purchaser without at least two referrals and when you have made a sales presentation of any kind let me give me given a good example with regard to referrals in real estate I passed this on to you from a friend of mine who makes in excess of $500,000 a year in commissions and real estate one of the top three people in his area of the country when he's close to sale and he usually has as many as 200 listings of his own all of which come to him through referral these closes sale what he does if he drops by on moving day and he brings him a bucket Kentucky Fried Chicken and he says look I know you only have time to cook he said I just thought I'd drop by 1012 dollars for Kentucky Fried Chicken drop it off and they say well thank you very much we sure appreciate it Larry that's awfully good you say fine he said look I want you to do me just one favor promise me that before you sell this house you'll get in touch with me and give me a chance to do the same thing same job for you that I've done already and they say well sure sure we be pleased if there's one more thing promise me if you hear if anybody else who wants to buy or sell the house you give me a chance to talk to them first would you do that for me and they say well sure that's why not and I shake hands on it and they don't realize that when a person makes a promise when you and I make a promise it locks into the subconscious and we have a conscience it will not allow us to break promises so 20 year 2 years 3 years later somebody says I'm thinking of buying or selling a house bang comes over the wall till I promised I'd give the person's name to Larry this guy has 200 listings and he doesn't do any prospect and at all very very small things is getting repro so when you're spoken to a prospect or a client there's a variety of ways that you can do it but here is one way your finish speaking to the prospect and you say to the prospect well say the person does not buy you say mr. prospect I know you're not in a position to make a decision today but could you give me the names of two or three people who you think may be able to take advantage of this offer now this is called the alternative close two or three people prospect will always pick two because it's easy they'll say well yes I can give you a couple of names and they'll give you the names you say mr. prospect would you happen to have their phone numbers now the prospect will always give you the names that come off the top of the mind what is called top of mind awareness people that they know the best people that they're very familiar with people they work with they give you two names you say we do happen to have their phone numbers yes they do happen to have their phone numbers so get the phone numbers now you've closed on the phone numbers then you say which of these prospects should I call first again another alternative clothes that's a we'll call bill first and finally the person said yes the SES entities answered affirmatively for questions in early say mr. CrossFit would you call bill right now and tell them I'm coming over by this time the prospect will say well sure and they pick up the phone and the dial and send you over to see bill or wherever it happens to be now the reason why a referral is so much more powerful than a cold call is that with a referral you have all the credibility of the person who is referring you a cold call you go in with no credibility at all and remember credibility the amount that the prospect believes you is the critical factor now if you have to get to 100% credibility before the prospect will buy if you get a referral you come in with 90 percent credible if somebody that you know and respect send somebody to you and say look your good friend sent me to see you say well good come on in what is it and you'll give them the same treatment the same courtesy that you would give the other person so always ask for referrals and never leave a presentation if you possibly can without without at least two week early now here's something else that you can do with regard to referral go back to all of your previous customers that you can remember and call them up and ask them how they're doing are they happy with what they bought do they have any problems or questions there anything that you can do for them and it's possible go and call them I have a friend of the excellent sales person every January right after the holidays he goes and calls on every single customers got he spends two or three weeks calling on every single customer in the city and making sure they don't have any problems making sure they're happy and getting two or three referrals from each and it takes him six months to work through those referrals any person who's been in selling for more than 90 days should be working off of referrals almost 100% of the time referrals that people give you a referrals that come to you as a result of good things that you've done in the marketplace so those are the key closing techniques and if you will use those closing techniques remember closing techniques or sales tool and they have to be mastered through study and practice but the more sales tools you have it's like a craftsman the more tools you have within your sales toolbox if you like the more likely you are to make a sale for some that field of selling you will only need two or three closing techniques and you'll use those all the time but the more you know the more opportunities you have to close now here's a piece of advice which helped me dramatically when I started my career and it's simply this use throw away presentation whenever you get into a presentation with a person who you know is not going to buy this person is one of those people is not going to buy anything and you're in that presentation and you know you have nothing to lose throws a whole book at them throw every closing technique and every qualifying technique and every objection technique that you can have you can find because remember you only really learn sales techniques by being in the arena with a live prospect and if you find a person who's not going to buy use them because I have found and that it's worth a fortune to you I have found that if you will use these throwaway presentations and just sit in there and slug until you literally get thrown out you will learn more faster about how to close good prospects than you can possibly imagine act boldly in selling remember the key to sales success is to act boldly and to close boldly a sails close where you say why don't you take it it's certainly far more powerful than well why don't you take it in other words say it boldly say it like you constantly expect the other person to by act as though it were impossible to fail ask the closing question like it is inconceivable to you that the person could say anything like yes and practice that practice the tone remember in body in communication 7% of our communications with other people is the words we use 38% is the tone of voice 55% is the body language so make sure that your body language is erect make sure that you look like a million dollars make sure that your voice is strong and bold and clear and ask that we find that the person who speak to louder and faster always seems to dominate the person who speaks more quietly and slower now that I'm not saying to be obnoxious and I'm not saying to be pushy or aggressive or overbearing I'm saying speak confidently speak strongly ask as though you expect the person to say yes and the final point going right back to what we started the key to selling effectively the key to closing sales it's psychological more than anything else that you must have enthusiasm you must love your product you must believe in your product you must have confident expectations and you must persist and this is the final underlying quality carp what is it that it says that that persistence is to the character of man and woman as carbon is to seal and that if you will persist if you will keep on keeping on no matter how many times people tell you no no matter how many doors you knock on matter how many times you stay out late at night and nothing happens but if you will keep persisting and persisting and persisting you will succeed and you will become one of the great salespeople of your generation [Applause] [Applause] [Music]
