Secrets of Closing the Sale

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Instead of buying a cheaper option that’ll have to be replaced in a few months, your product will last for years, maybe even a lifetime, and function properly: It is training, just like anything else, in time you’ll be able to use all of “ Secrets of Closing the Sale ”. Questions lead people to a decision. A lot of people don't know what they want because they don't know what's available. Never confuse your situation with your prospect’s. Your wants, needs, desires, tastes, and capacity to pay have no bearing on the prospect.

It’s why we prescribe it to anyone whose heart is set on closing in on that sale. Secrets of Closing the Sale Summary Say, “Price is a one-time thing; cost is something you’ll be concerned about as long as you have a product. Some companies can beat us on price, but we win on cost. You’re obviously cost-conscious, so can you think of any reason you shouldn’t immediately start enjoying the lowest cost?”If your prospect wants to invest X dollars but his needs come to X-plus dollars, then your real sale is the amount beyond what the prospect had already committed, in his own mind.” It's hard to distinguish if he is a snake oil salesman. The audio version is fun because he can talk so fast when he gets on a roll. I'm just gunna jot down my notes:

F: friendly. When prospect smiles, uses friendly phrases, relaxes, or becomes quiet and considering, close the sale. Now this by far is one of the best, it’s amazing, reading the book was inspiring, but hearing his sessions was a different story… People forget price but they'll never forget poor quality or a poor choice. They generally give the salesperson a generous portion of the blame. Some of that goes with the territory, but too much blame means you won't have the territory for long." A comprehensive guide to in-person sales techniques. Ziglar, clearly experienced, teaches through a multitude of examples. It's about in-person selling, which is different from online in some ways. But, the fundamentals of persuasion apply to any sales situation. You can be beat on price but not on cost. Price is a one-time thing and cost as a lifetime thing. Kinda like the "you get what you pay for" phrase.You make the sale when the prospect understands that it will cost more to do nothing about the problem than to do something about it." Say, “If you buy the item the savings will pay for it. If you don't buy it, your daily losses will soon be more than the cost. In other words, you can get it and let it pay for itself or you can choose not to get it and still pay for it through losses. Since you’ve got to pay for it either way, doesn’t it make sense to get it? If you repeat to the prospector why the price is rediculous they will tell why they think it is instead of you having to explain yourself.

C: chin or cheek. When prospect rubs or holds in hand, it's a satisfaction/gratification sign. Now's the time to close. If you take these reasons and work through all of them by asking questions, proving the quality of your product, offering additional information about the value that it could bring to the potential customer, the outcome can be different: “

Secrets of Closing the Sale Quotes

Create a pro-con list in front of the customer. Put "you like it" as number one under pros. If you've done your job, you'll have far more pros than cons. Show the prospect the list and ask, "Which of these weigh heaviest?” This helps not only make the sale but keep the sale. Zig’s methods offered insight not only into the salesperson’s role in the process, but also insights for me as a buyer. I understand what may or may not motivate me to buy, and see how a good salesperson can respond to my questions, concerns, and considerations with diplomacy and respect.

Simply by breaking down the extra price by months, weeks and days, she showed him that for a few extra dollars a day, they could have their dream house. Almost without exception, every product or service can be sold by painting word pictures, especially if the pictures are in the present tense. As I've previously stated, we think in pictures and we buy pictures if we are painted into the picture as satisfied customers."This is a method that Ziglar used a lot in his future sales pitches, especially when he was selling cooking pots. I'm in sales and I never thought that I'd read this book. I simply had no interest to really hear out and learn from the old school "sales gurus." When I first started my sales gig, I bought the CD set of Brian Tracy's Psychology of Selling from B&N; I thought that surely would be enough 20th century selling skill to get me going. Well, there's no doubt that knowledge is a continuing process, and not a product, and Zig really expands on that selling knowledge. Offer the tangible as the reason for buying, but emphasize the intangible as the excuse for buying.” Example: the reason for buying is a beautiful lake lot and the excuse for buying is relaxed living, longer life, etc. One of the most difficult aspects of being a salesperson is that most of the time, people are going to say no even though they were convinced by your presentation.