Secrets of the Close

I have been in sales for years, and I must admit, I’m a pretty damn good closer. Selling, whether it’s in your profession, or even in everyday life trying to win an argument is very easy IF you know the secrets.

I’m hearing some people say “WHAT???”, but it’s true, closing effectively is all about SKILL and not just winging it. Let me show you.

It’s all about people. First, you have to size them up and see what type they are. There are basically 3 different types of people:

  1. Aggressive and confident—These are very easy people to persuade or sell. Most all will fall prey to the FACT presentation. Their lives are made up of facts and or scientific jargon and as such, you need to use your facts to either CONVINCE them or SELL them something. Believe me, the more facts you can include in your argument or presentation, the easier it will be to sell them.

 

  1. The Doormat—Many people out there are what I call the doormats of the Universe. They are dominated by others and are the followers of the world. They live within their own little worlds, like to do things on their own and are very happy just reading books, watching TV, or living at others pleasure. These people, however, are also THINKERS, and may take longer to sell or persuade. The technique here is to make them think that your idea came from THEM. If they believe in some way that THEY thought of it, then you are in like solid gold. These are the challenging people.

 

  1. The I Don’t NEED or Want it People—Don’t get me wrong here, not EVERYONE  needs your product, or WANTS to go to the beach when it’s 100 degrees outside. It’s YOUR job once again to CONVINCE them WHY they really need your product or service; or WHY and HOW it would benefit them to go to the beach. These are usually the I’ll get back to you people, or I’ll ask 50 or 60 of my relatives first, and THEN I will make a decision. These people can be frustrating, but, once you sell them and show them the benefits, going forward, you can sell them ANYTHING!!!

 

Remember, these should be used as a guideline, once you figure out which type of people they are, the REST is easy. Good luck…