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5 Rules of Closing (the Sale)

August 27, 2015 2 Comments

5 Rules of Closing (the Sale)

Hey, these days there are too many salespeople spending too much time selling and no time closing. These two things—selling and closing—are completely different arts. Selling requires you to sell features, options and get emotional involvement. The close requires persistence and logic to make sense of getting your customer to make a decision. Closing directs them to take action and make an exchange of money for your product or service. The world is filled with salespeople who never commit to the art of closing the deal! Closing is the final step in the pursuit of ANY goal! And this thing called closing isn’t just something that salespeople do, but something that applies to every person. Nothing truly happens until you are able to get the support, energy and resources of others. As harsh as it may seem the close is what separates those who have from those who do not. This critical and vital ability is what differentiates the dreamer from the exceptional individual who makes dreams come true. Here are 5 of my 20 Rules of Closing: ( get the other 15 here) 1. Always be seated when negotiating and closing. This is a policy that is frequently violated and missed, even by seasoned professionals. You will hardly ever close someone if you’re standing up. The saying goes, present the product, service or idea on your feet, but always negotiate the terms from your seat. In addition to making sure you are seated when attempting agreement and closure, you want to have the prospect seated as well. Even if your prospect stands up, remain seated suggesting that you are not done, you are not reacting and that you are confident of the agreement. Going from a seating position to standing up suggests that something has changed and allows your prospect to exit and end the negotiations. 2. Always present your proposal in writing. People do not believe what they hear, they believe what they see. That which is written is more credible and more valued than that which is simply spoken. The old saying, “talk is cheap” plays here. Always have a contract available and a writing pad on which to make your points. Anything offered or points of value that are included or expected should be written down for all to see. Example: If your product or service has a warranty that is standard in your offering, still write it down as something the buyer gets when they make a decision with you. This is overlooked by 99% of almost all negotiators in the close because they assume that since it is included, it should not be disclosed or used as a closing point. Anything of value should be accentuated, should be written down and should be used to build your case of logic as to the many reasons someone would do business with you and close with you. 3. Always clearly communicate your proposal. It’s important that you rehearse and clearly communicate what your offer is. Don’t mumble and don’t cover your mouth. Speak clearly and confidently so that your offer is communicated in a manner that suggests optimism, pride and credibility. No one will trust a person who cannot communicate clearly and confidently. Practice your delivery and do not just assume you are coming over clearly. I practiced using recorders and video for years and then played them back to ensure my communication was coming across the way I intended. 4. Always make eye contact. It’s very important that you learn to maintain eye contact with your prospect, avoid wandering eyes, looking around them or over their shoulders—look directly into their eyes. This is a discipline instilled only through practice, and you can perfect it by recording yourself. Most of the population on this planet today does not make eye contact. All you have to do to prove it is walk into a coffee shop and say hi. Walk down the street and ask someone a question, and watch him look away. If you want to be believed, it is vital that you make eye contact with your prospect. It suggests interest in them and confidence in yourself, your products, your services, and in what you are proposing. 5. Always have a pen available for signing. “Always Be Closing” is great except for the closer who finds himself without a pen and contract. I remember once I was closing a deal on which my prospect had just agreed, and I reached for my pen in my jacket but it was gone. The prospect took this as sign that he shouldn’t sign and close—and didn’t! I was devastated, and now I refuse to go anywhere without my sword in hand. All agreements require signatures and that requires ink. Keep a pen available on you at all times. In fact, you should always have a backup pen. Also, consider keeping a nice pen that portrays you as a professional. Invest in nice things and you will have nice things! You can get the other 15 Rules of Closing here and master the art of closing. Secrets to Closing the Sale: 20 Rules of Closing a Deal Remember, if you ever need any help to get you started or even just want more ways to close, grab my Secrets to Closing the Sale, you’ll get: • A 50+ page eBook on Closing the Sale • The 20 Rules of Closing • 10 Biggest Mistakes of Closing • 3 Never Before Seen Videos on Closing Invest in mastering the art of closing now. And let me know in the comments below which rules you've used. Be great, Grant Cardone

2 Responses

Jamelle Sanders
Jamelle Sanders

November 01, 2016

Awesome!

Deonte Zepeda
Deonte Zepeda

November 01, 2016

I remember using the “title and registration” close as the first close I used after presenting. There was no resistance, excuses, or reasons not to buy. That morning I made 380$ before noon #10XVIVINT

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