Empower your business to close more sales in IS standard documents

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hi i'm alan gordon and welcome to another video hey today i get asked more than anything more sales books have been written on this one topic than any other and it is about closing techniques now i want to share with you that closing is the the process of moving the sales conversation from conversation and questions into some action by the customer some people a close might be getting a payment some people might be getting a contract signed and other sales situations it just might be scheduling something so i'm going to share with you three very powerful easy ways to close you do not need tricks or gimmicks to close that's my experience other people might have different opinions but my experience if you're doing needs development questions you're asking good questions of the customer up front if you've done a good job then of making your presentation and describing your product or service to meet those needs in other words you have built value you've linked the essential elements of your product or service to what they said they needed you've done the bill you've built value you've then done trial close questions hey how does all that sound where do we stand on this what are your thoughts so far i'm sure you have some questions what questions do you have those three steps lead you then into the customer telling you exactly where they stand so when you trial close hey how does this sound so far you know hey we've been talking for about 15 minutes what are your thoughts how does all this sound when they have a positive this sounds great you then move to a close now the close is nothing more than the progression to either get a contract signed to get payments or to schedule whatever it is you need to schedule that's what you're trying to do your sales situation will be one of those three so very simply i'm going to teach you three easy closes okay the first is the assumptive close so you ask the question hey do you have any more questions or what other questions do you have and they go no that's about it assumptive close means you're assuming the sale so here's the greatest thing you can say hey thank you so much for your business i really appreciate it oh okay i just need a credit card to get this moving um look i've gotta schedule this and what day is gonna work best for you you know can can you make it thursday morning or let's say you're signing a contract great i've got all the details i need i will roll that into a contract and we're going to meet friday morning at nine o'clock at the attorney's office is that going to work for you great thanks so the assumptive close your and by the way all of this is laid out in the book get the book there's page after page after page of very specific sentences that you can say um so that's the assumptive close the second one is an a b close or a choice close oh wow okay so i can have the contract drawn up um by the way are we going to do this in your name or in the company name or are we going to do this in your name or in joint name with your wife you're giving them a choice um i can schedule my guys to come by for the preliminary inspection is tuesday morning or afternoon gonna be best for you giving them a choice uh or hey are you gonna be paying for this with a credit card or do you want our credit application so we can put you on net 30 invoicing terms which one is going to work best for you not a gimmick you're just moving hey how does it sound so far do you have any more questions this sounds great no more questions okay great you're gonna pay with a credit card or do you want to apply four terms we're done and i'm just giving you a choice you're going to tell me which one you choose works best for you we move forward so the first one is the assumptive close the second one is the a b choice the third one is the list close another very very simple way so let's say you're a contractor and you say hey do you have any more questions or you know what other questions do you have how does this sound so far hey this sounds great i don't have any more questions hey great we really appreciate your business thank you so much all right so just to review we're getting the the extra skylight in the kitchen we're using the upgraded materials on the kitchen counter you've decided not to do the da da and you are doing this so did i leave anything out so you're giving them a list okay or you review the contract terms okay so just to review the contract i'm going to start drawing up the contract just to review uh you've got the extended warranty you've chosen to extend from three years to five years you've chosen the upgraded with etc you want the more memory you want this you want that you want this you want that did i leave anything out so essentially we're listing all the elements of the sale did i leave anything out no you didn't we're good to go i really believe that closing is not a gimmick these what i'm teaching you here are word phrases they're phrases to help you feel more comfortable to move from hey this sounds great i don't have any more questions to the close getting either payments or a schedule or getting a contract signed so any of these three techniques they're not gimmicks there are other things you could read hundreds of other books with hundreds of gimmicks i don't believe in gimmicks again if i've done my needs development question and i understand this customer's particular situation and i've made my product or service presentation specifically to match with their needs and priorities in other words i've built value and i've asked trial closed questions hey where do we stand on this what are your thoughts on what you've seen so far and i've been able to handle all the questions and objections and now i trial close again and say hey look how does all this sound do you have any more questions no i really don't close you use the assumptive close you can use the a b choice close or you can use the list close there's hundreds of more closes but i don't i personally don't use them i don't have any other gimmicks than that if you want to do business with me i want to do business with you let's get this thing closed alright so hey i hope that's helpful um get the book download the book it's free and please when you download the book and you like it forward bigbookofsales.com to all of your contacts put it in your linkedin profile uh put it in your facebook whatever you got your young guys you know what to do to disseminate the word so let's make this thing viral every day on every sales call i want you to continue to think about your sales skills and raise your skills to a higher and higher level until you become the master sales person that you want to be thanks