Killer Secrets for Closing the Sale
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 often, because it is
difficult to become successful in sales, 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
The 3 killer secrets that I'm about to reveal are key excerpts from
courses I've taught to salespeople all over the world. Many of the
sales professionals who have learned these secrets have gone on to
become the biggest money-makers in the sales industry. If you master
these lessons, and practice them faithfully, I guarantee that you
will be far ahead of the pack.
Killer Closing Secret #1: The Preference
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 your prospect customer
selects, you would make 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 instance.
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.
Killer Closing Secret #2: The Secondary
The second closing technique is the Secondary Close. This is
extremely popular. It is a way of helping your customer make a big
decision by having him make a small decision that assumes 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
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
In each case, if your prospect 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 obtain commitment bit by bit to
the entire offer.
Killer Closing Secret #3: The Authorization
The third closing technique is the Authorization Close, which is
often used to conclude multimillion-dollar transactions.
Here's how it works:
At the end of the sales conversation, you simply ask if the prospect
has any questions or concerns that haven't been covered. If the
prospect has no further questions or concerns, you take out the
contract, open it up to the signature page, place a check mark where
the prospect has to sign, and push it over to him saying, "Well
then, if you will just authorize this, we'll get started on it right
The word "authorize" is better than the word "sign" because it is
less threatening. A check mark is better than an X. Offering to "get
started right away" is better than sitting there hoping for the
However you do it, be prepared to ask for the order in whichever way
seems appropriate at the moment.
by Brian Tracy