Best closing tools sales for Government

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foreign Sigma Epsilon is proud to present tonight the most effective sales brain the most inspiring sales personality in the United States Jay Douglas Edwards is known and respected across this continent he is one of the leading independent sales Consultants he's been retained to solved the marketing and sales problems of a multitude of Industries Doug has represented every firm from Real Estate to insurance from executive aircraft to Industrial vowels from electronic brains to new homes his successes have been overwhelming everywhere as a speaker he's eagerly sought after by sales executive clubs my service clubs of all types by real estate boards by trade associations you name it is most important however as a man whose methods make sense good common sense may I present now to you the man whose life is dedicated to seeing that you as salesmen make more money than you have ever made before Doug Edwards there is no subject on this Earth that I am as happy to talk about is this subject called closing these closes are going to require that you actually go through the hard-headed process of learning them no I'm not kidding you've got to learn them as you will see when we get into the some of these Advanced closes the words themselves are very critical but let's start now talking about the basic clothes this is the most fundamental of all closing devices first of all how many times do you take no for an answer before you believe it let's be honest once or do you usually hang on twice now here's an interesting truth we measure not too long ago 100 salesmen who earn a hundred thousand dollars a year or more in selling these are great big time Pros and we found that these greatest of closers averaged their clothes on their fifth closing attempt and when we find that the average salesman knows two closes and uses one is there any question why we have so many peons in this business when do you start closing this is very simple the minute you open your mouth because the whole sales process is nothing but one big close I think of all the questions I'm asked by salesmen believe me I've asked all kinds of questions the one that is most commonly asked is this next one Doug when do you close I am a professional trainer I have trained tens of thousands of salesmen across this country and through Canada and I must in complete honesty tell you that I cannot tell you when to close every salesman who is a great salesman has something we call a closing Instinct you don't have to point out when he knows when now I can't tell you when but I can tell you how to learn when there's only one way in this world you'll ever learn when to close and that's by closing too soon and too often that's right if you keep on doing what you've been doing closing too late and to seldom you'll never learn to Glow you learn to close by closing too soon and too often and this way you develop a closing instinct now let's talk about the Basic clothing this is the most fundamental of all closing devices this is number one close always by every professional salesman that I have ever known it's called the order blank Club and I am sure that any man in this room or woman who is successfully selling is using it because you can't succeed without it in order to use the order blank clothes it's a very simple process you ask a man a question the answer to which you fill out on your order blank contract agreement whatever your closing form is you don't say well shall we go ahead you simply ask him a question fill out the answer on your order blank now what kind of questions do you ask obviously first of all what is your correct full name sir when you fill it up your correct mailing address or shipping address or delivery address or whatever now do you realize that as long as he doesn't stop you he's bought is that right you assume that he's bought all you do is to fill out the form what do you do when you get to the bottom of this thing you've got the whole thing now filled out you just asked him one question after another until you filled out the whole order form what do you do when you get to the bottom not sign it what's wrong with this word sign what have you been told about signing things you've been told read it be careful beware have a chill all your lives you've heard people say don't sign anything about the great salesman today do it very simply they just swing it around hand the pen to the man and say would you okay this for me please this is strange they won't sign it but they'll okay now in the next few minutes I'm going to give you the most critically important instruction I will ever give you in the field of closing if you ever want to be a closer these are the things you must remember because they are completely fundamental first of all do you understand what a closing question is let me Define it a closing question is any question you ask the answer to which confirms the fact that he's bought it what is your complete name sir what is your mailing address what was the shipment date any of these things these are closing questions aren't now here is the critical instruction whenever you ask a closing question whenever you ask a closing question shut up remember this always the first man that talks loses foreign when you ask that closing question you shut up I remember years ago I was training for a major corporation I was running a training class in New York City whole series of them and I got to this point in the training and for some reason I never did quite know why just before I got to this point the president of the corporation came walking into the back of the room and I let go the way I usually let go and Prez went about three feet in the air he lit on both feet turned around walked right out of the room well for the entire balance of that week whenever my phone rang I jumped but nothing happened next week I was running another session and just about that he must have gotten hold of the schedule because just about the same time he comes walking back into the room and so I let go again this time he was anchored he didn't even budge when the class had settled down why he said Douglas do you mind if I say something who was I to say no I said why of course not come on up so he came up and he said you know when I was in this classroom last week I heard that for the first time and it amused me I decided to try it within the past few days one of the top organizations in America has been in here trying to lease us a product that will cost us a million dollars a year and he said you know those must be real good salesmen because he asked the closing question and he shut up and Douglas so did I [Music] he said by my watch that wasn't the sound in that room for 20 minutes he said do you know what happened I laughed do you know what happened I bought now this is critical you see if you shut up only one of two things can happen number one he goes along with you or number two he gives you a reason for not going along as a Salesman you can cash either one can't you but what happens to you yeah there's three ticked seconds of silence and you get jittery now you've got to add something and now you open your big fat mouth and he's off the hook you talk about pressure there is no pressure you will ever exert that will remotely approach the pressure of Silence and I don't care how long you sit there is one boy got a million dollar a year order for sitting there for 20 minutes 20 minutes before that must have been an aid but I submit these two words shut up are the most important words you will ever learn as closers now there are all kinds of alternates of joy you always give him a choice between buying this buying that buying this way or buying that way now why don't you give me some alternative choice that you can or do use in whatever product you're selling come on let me hear from you if you want your premiums monthly or annually the only word I object to is pay what's wrong with the word pay or invest yeah now this is all a little choice this doesn't say are you going to pay premiums the only you assume they're going to pay them the only question is how how about some other audience of choice come on cash or credit card excellent do you prefer the deluxe or standard how about some other s now give them the color which do you prefer the white or the gray [Music] stick shift for automatic pardon standard or wrestle excellent alternative Joy always start them out however with this phrase which do you prefer puppy dog you know how you sell a puppy dog it's very simple let someone have it overnight is that right this is the way you sell a puppy dog now many products are sold this way I met a few months back a fantastic guy who sold more color television sets in 1959 than any color television dealer in the United States of America he was in a small suburban town in the prairie Midwest operating in a little garage-sized store and yet he sold more color television sets than anyone else in the nation out of that little store you know how he did it he did a lot of good advertising that was designed to generate people walking into his place of business not price advertising by the way when they came in they always stopped to look at a color television set and he walked up to them and he said I imagine you've been wondering whether your family could live with one of those things or not haven't you you know there's a lot of families that just can't get along with color television set tell me what I'll do I wouldn't let you have one of these unless you knew that your family could live with it so I'll send one out it won't cost you a dime I'll just send it out and let you take a look at it what is your address I need to send out the color television set this character revoked everything I teach because he never closed he put the set in three days later he called them on the phone and he said can I come out and readjust the set or is it operating all right they were expecting a clothes and didn't get one [Music] and then he paid no attention to them and he said two weeks maximum a guy come walking into the store and he'd say how do I go about buying that darn thing why all the kids in the neighborhood had been in hadn't they 'd had all their friends in hadn't they could they now say they sent it back foreign this is puppy dog selling now we're going to talk about one of my favorite closes it's a thing called the Ben Franklin balance sheet now let me tell you that this is one of those closes that while it's a primary clothes a simple one you're going to have to have the words and have them right these words are critical all right oh this I love this clothes is a Dandy here's the way it works you use this on the prospect who is just indecisive you can't really gel him you can get no specific reason out of him he won't gel down and you want a gel him heart you start with what we call a story close and it goes this way as you know sir we Americans have long considered Benjamin Franklin one of our wisest men whenever old Ben found himself in a situation such as you're in today he felt pretty much as you do about it if it was the right thing to do he wanted to be sure and do it if it was the wrong thing he wanted to be sure and avoid it isn't that about the way you feel here's what old Ben used to do he would take a sheet of plain white paper now you take a sheet of one plain white paper and he would draw a line down the middle and you draw a line down the middle and on this side he wrote yes pointing to the left hand column and on this side he wrote no putting that at the top of the right hand column and then here pointing to yes he would list all of the reasons favoring his decision and here pointing to null the reasons against it when he was through he simply counted the columns and his decision was made for it why don't we try it and see what happens now you swing the paper around put it in front of him hand him your pen and say let's see how many reasons we can think of favoring your decision today and now you give him all the help in the world how about this how about that don't you think it's ought to go ahead don't take that ought to go in if you're half a Salesman you can plug this to 20 or more I can always wind up on the back of the page and then when you get to the no area you just say well now let's see how many reasons you can think of against it and you shut up foreign let me tell you something I have yet to achieve more than four on the no side why did you ever in your life have a prospect write down in his own handwriting all of the reasons why he should buy your product today has this ever happened to you that's what happens here he's writing a dump and you realize what's happened to his mind you start him on the yeses and he can't switch fast enough to know to think of more than full and knowing all you do out loud is to start counting the yeses one two three four five twenty twenty one twenty two twenty three well that's 24 on this side let's see what we've got over here one two three well the answer is pretty obvious isn't it sir by the way what was your correct mailing address this is a Dandy but you need the Ben Franklin validation to make it work and just as an aside you will find this in Poor Richard's Almanac I'm not kidding summary questions this is an inversion of the Ben Franklin balance sheet this however is oral again to be used on the procrastinating client who can't quite give you a reason for not going along but just isn't going now this is what we call a negative yes close by this I mean in this close we allow him to say no but every time he says no he means yes now you always start it this way just to clarify my thinking sir you're the idiot he never is just to clarify my thinking sir what is it that isn't quite clear to you is it the Integrity of and here you name your company no he says is it my personal integrity no you see his no means yes doesn't it and now you start summarizing all of the facets of your presentation one question at a time by asking him is it this is it that and the last thing you get to is money by the way that's way down here is it this is it that is it that is it that is it that is it that well now each time you is it and he says no you've got a yes haven't you hmm now this is the summer questions similar situation this is the old darling of the insurance industry unfortunately too long gone from the industry every great big time Insurance Pro that I know of uses it and the strange thing is that the only industry I know of that uses it is the insurance industry and they're losing it this is ridiculous this is the back the hearse up to the door and let them smell the flowers close this is the make them cry clothe and this applies to almost any product I know of make them cry or make them wish that how many times in your lives have you had an insurance salesman start closing you this way you know it was just a couple of weeks ago I was sitting in a home just down the block here a little ways very much like yours young couple just like you sitting in there with me and I was trying to make a presentation to this young couple to try and point out to them how critical insurance was to their very lives and they had a little daughter oh I'd say she was about well maybe three and a half four years old a little blonde kid real cute but kind of you know obstreperous first thing she did was climb in her father's lap and he shoved her off and then she climbed into their mother's lap and he shoved her off and next thing I know she was climbing into my lap here I was trying to sell insurance to her parents and I couldn't shove her off but her mother finally came to my rescue she picked this little girl up and spanked her little behind she went crying out of the room well I didn't sell these people that night you know just yesterday morning I picked up the paper and I cried because that mother and father just been killed in automobile accident and I'm haunted by it not because of the mother and father but all I can think of is that child that child who was so desperate for affection that she crawled into the lap of a strain do you see what I'm doing foreign situation closing how do you say no without admitting that you hate your daughter now just as effective is the similar situation in which you define someone else's happiness or success because they did own your product now there's no reason why any person in this room cannot tell a story about someone who decided to have the product and achieved a happy result that was rather unexpected you see what you do is to put them in somebody else's place so that they imagine that it's them why should this be limited to insurance we've sold aircraft this way we've sold homes this way now we're going to try and sell electronic brains this way by telling them stories about somebody who made the right decision and hot dog I look good because I'm he made that decision I can make it and I can look good too this is similar situation storytelling and we've lost storytelling and selling but people love story