| When many people think of closing, they think of | | | | three basic principles |
| moments that might be depicted in the movie the | | | | |
| Boiler Room. You might envision telling someone they | | | | 1. Let them know what you are offering isn't for |
| are going to miss out on a "great opportunity". Or | | | | everyone - Getting prospects to reach for your help |
| maybe you can hear yourself uttering the words of | | | | by the end of your call means letting them know you |
| "I would hate to see this pass you by..." Movies like | | | | aren't trying to sell them anything. By letting them |
| Wall Street, Boiler Room are fun but they aren't | | | | know at the very beginning you aren't trying to "sell" |
| reality. These movies are an exaggeration of reality | | | | you will allow them to lower their defenses so they |
| and you would go broke trying to put their tactics | | | | can listen to every word that you utter. |
| into action in your business. | | | | 2. Let them know you are looking for a match - |
| Quite honestly closing scripts don't work. Most sales | | | | Shortly after letting them know you aren't selling, |
| closing scripts are designed to cram any possible | | | | share with them that you are looking for a match of |
| prospect into what you are offering. There isn't any | | | | your product/service with the right prospects. When |
| product or service that everyone needs to have and | | | | you tell them that you only want people where their |
| that is why most sales closing scripts fail. You just | | | | need matches up to your offering they will listen |
| can't close everybody and when you try too hard to | | | | closely and qualify themselves for what you are |
| do that you will end up facing rejection. When most | | | | sharing. |
| sales professionals and entrepreneurs face rejection | | | | 3. Present them an opportunity - Don't let your |
| regularly they start to develop bad habits of NOT | | | | prospects guess if they are a fit. After you have |
| making their calls causing a powerful downward spiral. | | | | asked them a few questions, let them know if they |
| You might be thinking, if I can't close, how do I get | | | | are a match (or if they aren't) and what the next |
| the sale? | | | | step is. Make it easy on them! If it's an office |
| Just because you aren't hammering someone with | | | | meeting, give them two times to meet, if it's getting |
| the hard close doesn't mean your phone conversation | | | | out their credit card, ask them which card they |
| loses focus. Instead of pressuring your prospects | | | | would like to use. |
| with the heat lamp, I would invite you to consider | | | | When you start your calls with the mindset that you |
| getting them to close themselves. Sales closing | | | | don't have to close anyone your calls will be easier |
| scripts that get prospects to close themselves are | | | | and your sales will increase. Stop searching for sales |
| based on asking interest piquing questions and follow | | | | closing scripts and start asking more questions. |