Closing tools sales for legal services

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hi my name is James Shepard and in today's video I want to talk to you about my three top closing techniques now I've made a lot of videos about our marketing platform and how cool the technology is but there's a big downside to that the big downside is a lot of sales people are kind of getting distracted with all the technology and all the toys and they're kind of sitting back like you know well I'm just going to sit here and James is going to start sending me leads and these people are just going to you know Fall Down and Worship me and say what must I do to buy merchant services uh no sorry doesn't work like that somebody still has to make the sale somebody still has to go close the deal now is our technology great absolutely but our technology doesn't really do you any good if you're not working and you're not out in the field and if you don't know how to sell I tell a lot of salespeople that when they call me with questions a lot of times it's like they're in a car sitting in a parking lot and they're like man I can't steer the car I just can't you know I'm trying to I'm trying to make sure I have it steered exactly right what difference does it make you're sitting in a parking lot you got to push the gas pedal you can't can't steer the car until you're making something happen so if you're sitting at home watching soap poas well right now you're watching me okay so if you're sitting at home and it's the middle of the work day and you're watching this video uh let me give you a tip go sell okay uh that's how you actually make money as you have to go make something happen all right so let's leave the marketing platform behind now for a few weeks and I know you're still interested in it that's great you can go to ccsalespro docomo or if you want to sign up for the lead credits go to ccsalespro docomo do you go close these sales let me give you my three top uh tips or techniques for closing sales number one on my list number one on my list is the assumptive close the assumptive close also some people call it the paperwork close the assumptive close or the paperwork close so let's back up for a second and think about where we're at in the sales process so let's say already went in you met with the person they gave you a copy of their credit card statement and hopefully they also gave you their email address so now you've been back at your office you send it in the statement analysis they sent back a cost analysis to you um this Prospect because you're on the marketing platform they've gotten three or four emails from me about you know Apple pay or how to save money on Merchant Services or whatever different lead nurturing stuff they've gotten and you see that they've opened some emails and read some articles and stuff so you feel pretty confident now you're going back in to present so you now are going to walk back in you're going to present the analysis and you get to the end and you show them the savings you've gone through everything line by line with them and now you're ready to close the sale how do you do it the most effective way that I personally found is not to really even close at all but just to assume that they're going to buy from you and the way that that looks is you just make a really smooth transition you're showing them the analysis and you say uh Mr Jones um you know thank you so much for taking time to look at all this information today are there any questions that you have for me and this gives them one last opportunity to voice any objections they have or any concerns or questions once they say um no I think you explained everything pretty well then I say okay great let me get some basic information from you so let me say that again I say great let me get some basic information from you pull out your application start at the top and say how do you spell your last name put their last name on right uh then you put their first name and then you say what's the actual physical address here at this location once you get them to give you two or three pieces of information like that you know that they're ready to move forward and they're going to continue with the application if they're not ready they'll tell you and they'll say well hold on before I give you that right and now I do have one other question you're going to hear objections like that that's fine answer their question and then get right back to it okay now how did you say spell your last name and just keep going right back to the paperwork that's my most effective closing technique number two my second most effective closing technique I use this when I feel like I don't really have them just yet all right I don't have them just yet then the clothing technique I like to use there is I like to use the permission close um I got this one from uh Brian Tracy I think and what I do is I have paperwork out there and I say Brian um I think I've answered all the questions that you had um first of all are there any other questions that you have for me and he says no I I think you answered all my questions say great with your permission I'd like to go ahead and get some of the paperwork process today so that I can start serving your needs now the Temptation there is to say something else to really you know close the sale man you how can you do that you got to close the sale no that actually pushes people away a lot of times to to you know add something to that just say with your permission I'd like to go and get the paperwork completed so I can begin to serve your business and then be quiet now to pull off the permission close you got to be quiet you got to be silent it's also kind of the silent close once you're done with your state just stop many times they'll stop and they'll look at you for a second then maybe they'll look up and okay yeah let's go ahead and give this a shot that's usually the response you're going to get but if you cut them off and don't let them be quiet and think for a second they're going to say no so you got to do the permission close Follow by silence all right now the third closing technique that I will give you today uh is one that I learned from a sales part sales rep in another industry that makes hundreds of thousands of dollars a year and he just has a really simple question and he said what happens is if he gets into a situation where he just has no idea where he's at you other words is this person going to buy from me are they interested are they not interested like I don't know where I'm at in the sales process here so you can't really do the assumptive close because that could come off wrong the permission close they might say no so you don't want to use that so instead what he says is a really simple question he says um bill I think I've answered all your questions today have I earned your business now sounds sounds a little cheesy but I'm telling you it really really works try it today in the field I think you're going to like it you just say Brian I think I've answered all your questions today um I know this is going to be a great deal I really want to do business with you but let me ask you have I earned your business that's a great question and many times they'll have a hard time saying no to that that's a great closing question so there's your three closing techniques use the assumptive close when you know that you're moving forward and it looks like they're pretty interested use the assumptive close and just move forward as if they already said yes and just get their information on the paperwork use the permission close when you feel pretty good about it you're like yeah I think I you know I think I got this one but I'm not a 100% real confident here so I'm going to use the permission close just to make sure I'm it's kind of that extra little edge of getting their permission first and then third if you just don't know where you're at and you're like I just need to close this sale just say I think I've answered all your questions today I know this is going to be a great uh deal for your business have I earned your business and just ask that simple question have I earned your business at the end of a closing statement and you're going to find out a lot of people are going to tell you yes my name is James Shepard thanks for watching I hope you use these techniques to make a sale in the field right now