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How To Develop Your SALES CLOSING POWER!
Now let’s go a little more in depth into how this course will help you develop your Sales Closing Power. This isn’t exactly a sales letter per se, but rather an introduction to the course itself.
I believe we can agree closing the sale isn’t just part of a sale, it is selling. It’s the bottom line. Now Super Salesmen and Super Saleswomen, who make top dollar — they’re closers!
They know demonstrating or presenting isn’t the same as selling. They’ll tell you demonstrating is basically just showing your prospect how your product or service works.
And presenting - presenting is just telling your prospect about it. You can spend your time playing show and tell, but you won’t get paid for it if you’re paid by commission.
Unless and until you close, you haven’t sold anything. Nothing is sold until your presentation, or demonstration, is closed.
Only Closing = Selling!
Demonstrating and presenting are important sales skills, but they’re not the same thing as selling. Only closing is selling. But you can’t go around closing with some 50-year-old close that is weak and worn out, and so stale your prospect sees it coming a mile away.
When I was interviewing the Nation’s top producing sales
pros, I asked them what close they used. One by one they shot down the old favorites like the Alternate Choice Close, the Minor Point Close, the Benjamin Franklin Close, and the Assumptive Close.
They replaced those old closes with the new soft-sell close I named the MILLION DOLLAR CLOSE™.
These pros proved to me that while these old closes will make a sale sometimes — they cost you a sale more often than not.
"I Wanna Think About It..."
Why? What’s the one major flaw to all those old closes? Well, each of them can be defeated by a prospect saying something like: “I want to think about it.”
Or, your prospect might tell you he wants to “shop around a little more” first. Have you ever heard that one?
Or he tells you that he wants to “talk it over” with someone first. Do any of those stalls sound familiar?
All too often, these are a prospect’s “famous last words” because prospects are famous for using them to get rid of us, and they’re the last words you hear as you part company with your prospect. Without a sale, by the way.
The Million Dollar Close™
Now for the good news. When you use the MILLION DOLLAR
CLOSE™, you’ll discover your prospect can’t stall you
with his famous last words. IMPOSSIBLE! Nor can he give you a “no” answer.
The only answer to is the MILLION DOLLAR CLOSE™ is Y-E-S. YES! A “yes” answer is what you’re looking for when closing. Right?
How often do your prospects tell you they want to “think about it”? Does your heart drop when you hear this? Those famous last words will become a plague of the past when you start closing with the MILLION DOLLAR CLOSE™.
The secret of a high-paying sales career centers on your Sales Closing Power. If you agree nothing is sold until your presentation or demonstration is closed, then you agree your income, profits, or commissions depend on closing. Now this brings us to the obvious question: What problems do we encounter when closing?
The Four Closing Problems
During my years of research I discovered FOUR closing problems. Every sale that’s not made can be explained by one, or more, of these four closing problems; and we have a solid solution to each of them.
NOW, I’m not going to claim you’ll close 100% of your prospects once you have our solutions to these problems, but many of our clients have doubled — or even tripled —their sales and income.
Let’s look at these closing problems and see how to solve them. I’ll itemize them briefly, and then I’ll go back and examine each one, and you’ll see how to solve it.
 is where the salesperson doesn’t know
a close.
 is where the salesperson knows a close,
and uses it, but it’s old and weak; it doesn’t close, it doesn’t sell. In fact, it gets rejection more often than it gets a sale.
 is where the salesperson knows a
close, but doesn’t use it. He got rejection so many times he gave up using it.
 is the most serious. It’s where you
don’t get a chance to close because you never got to a closing point in your presentation or demonstration. The reason you didn’t get to a closing point is your prospect had control of YOUR presentation.
NOW, let’s examine each closing problem in detail because only by knowing the problem can we hope to find a solution for it, right?
is where the salesperson just doesn’t
know a close. Now I realize that sounds crazy, but you’d be
amazed at how many people get into a sales career by reading the outrageous promises of earnings that are spelled out in the Sales Help Wanted section of the classified ads in the paper.
Many of these ads end by saying the same thing: NO
EXPERIENCE NEEDED. WE TRAIN. But the training is usually
only product knowledge training. There is little, if any, sales training.
Of course, our novice sales person doesn’t know this, and the employer, in his eagerness to have a living breathing body, overlooks the fact the sales candidate has never sold anything before. So, he hands him a few pamphlets and an order form— that’s called the sales training—and points towards the door and says, “Go get ‘em, tiger!”
Well, it doesn’t take long before this guy falls flat on his face and goes hunting for another sales job. You can always spot the salesperson who doesn’t know any closes. He is the one who skips around, from employer to employer, looking for greener pastures. And by greener pastures, we mean, he’s looking for an employer who has prospects that close themselves.
Presenting Does Not = Selling!
He mistakenly thinks presenting is selling so he’s looking for prospects who will close themselves. He wants to give his long-winded presentation, and wait for the prospect to jump up and shout, “Good grief, Mr. Big Mouth. That’s fantastic! Tell you what. You write the order, I’ll write a check!”
By definition, a salesperson is one who sells — which is one who closes — but this guy isn’t a salesman; he’s a company spokesman. And if he does make a sale, it’s by accident when he gets lucky and finds a prospect who will close himself. Indeed, he’ll be the first to tell you success is often a matter of luck. He’ll blame his lack of success on his “bad luck.”
I define “luck” as preparation meeting with opportunity. Every prospect is an opportunity — a sales opportunity. But this guy didn’t have the preparation to take advantage of that opportunity.
In other words, he didn’t know a close because he never got any sales training, just product knowledge training. He doesn’t have Sales Closing Power, and his income will reflect that!
We can sum up the first closing problem by saying a salesperson who doesn’t know a close isn’t a salesman, he’s a company spokesman who makes sales once in a while, by accident, IF he gets lucky.
Now, let’s look at .This problem is where the salesperson knows and uses a close, but it’s old and it’s weak, and it gets rejection more often than it gets a sale.
Sometimes your prospects will reject you by flat out saying, “No.” Now prospects have learned you can sometimes sell them in spite of the fact they’ve just given you a big fat “NO!”
They’ve learned you’ll give up sooner if they dangle the false promise of future business. So, they tell you they want to “think about it.” Or, they tell you they want to “shop around a little more.”
Sometimes they say they have to “talk it over with someone,” and they sell you a be-back or a call-back, and that’s the false promise of future business.
We call these stalls the prospect’s “famous last words,” because prospects are famous for getting rid of us with them, and they’re the last words you hear as you and your prospect part company— without a sale.
Old closes that are weak often get rejected by those famous last words. For example, the Alternative Choice Close is almost 100 years old, and it’s still being taught by many sales trainers.
The theory behind it is fine. You offer your prospect his choice of two alternatives, and either one he selects supposedly means that he’s bought.
For example, you could say, “Mr. Prospect, would you prefer delivery on Monday, or would Tuesday be better?” And if he
says he likes Monday, you’ve got a sale. If he selects Tuesday, great—you’ve still got a sale. Or do you?
In reality, your prospect may have three or more other choices they can pick from when you close with the Alternative Choice Close.
Let me go back to that last example, and I’ll itemize all his possible answers. Notice how many of his answers reject the sale. Now you’ve tried to close by saying, “Mr. Prospect, would you prefer delivery on Monday, or would Tuesday be better?”
 He’s bought if he selects Monday.
He’s bought if he selects Tuesday.
 You’ve bought if he selects neither day.
You’ve bought if he selects Sunday and you don’t deliver on Sunday or whatever day he selects.
You’ve bought if he says, “Hmm... Monday or Tuesday?... I don’t know. You’d better let me think about it,” and he kills your sale with those famous last words.
So, is using a close that is old and weak and gets you rejection more often than it gets you a sale.
The solution to this closing problem is the MILLION DOLLAR
CLOSE™.
Your prospect cannot answer it with a “no” answer.
Impossible. Nor can he answer it with any version of his famous last words. The only answer he can give to it is “YES,” and yes is the only answer you’re looking for when closing.
Now let’s examine .This is where you
know a close, but you don’t use it, and the reason you don’t use it is because it got you rejection rather than a sale. This rejection hurts, so to protect your ego, you simply avoid the moment of truth and using the close you know.
Our studies show when a salesperson stops closing he starts
telling more and more. He thinks his presentation is weak. Not so. It’s his close that’s weak, not the presentation, but he doesn’t know the difference between show-and-tell and closing.
He incorrectly thinks playing show-and-tell is selling, so he plays it harder and harder in an effort to produce a sale. Now you know why prospects invented the term “hard sell” for non-stop talking.
We can summarize like this: A
salesperson who has used an old weak close will find his prospect rejecting him. Too often he takes this rejection personally because it hurts his ego. To protect his ego, he stops using the old close, and stops closing altogether, and substitutes show-and-tell for closing.
He hopes if he dumps enough information on his prospect, the prospect will find one idea that’s a benefit, and will shout, “Hey, that’s great. You write the order—I’ll write the check.”
But that’s wishful thinking. Usually the prospect gets confused and he’ll slow you down by raising an objection. That’s just one of the reasons he raises objections.
And most of the time he’ll take something you told him and will twist it around, and form an objection out of it.
We call this a case of having to “eat your own words.” It’s also a case of talking a sale to death. You DO NOT need to beef up your presentation. It’s not weak; it’s your close that’s weak. It got you rejection, so you stopped using it, and substituted jabber and now all you get more of is objections.
Once you start closing with the MILLION DOLLAR CLOSE™, your prospect can’t reject you, so you won’t have to avoid the moment of truth to protect your ego.
Once again, you can have confidence in your closing skills, and you’ll start selling once you stop all the excessive telling. So the MILLION DOLLAR CLOSE™ will solve CLOSING PROBLEMS
#1-3.
is when you don’t get a chance to
close with the MILLION DOLLAR CLOSE™ — or with any close, for that matter—and the reason you don’t get a chance is because your prospect has control of your presentation.
Now for the good news! You’ll soon learn the one and ONLY way YOU, as a salesperson, can get control back when your prospect steals it. And once you’re in control, you’ll be the seller because you will be able to get to a closing point where you can use the MILLION DOLLAR CLOSE™ to get the YES answer that signifies a favorable buying decision.
A buying decision made painless with the MILLION DOLLAR CLOSE™!
Success IS preparation meeting with opportunity. Opportunity is all around you. Are you prepared? We’ll solve those four closing problems so you will be prepared. As your Sales Closing Power develops, you’ll close more sales with less effort than you thought possible.
Plus, you'll stop hearing those famous last words: "I wanna think about it" and similar stalls that have been costing you lost time, unnecessary frustration and thousands of dollars in lost sales!
If you invest in only one sales book or sales training course this year, SALES CLOSING POWER! should be it. What other investment of less than $50 will yield such returns and be 100% guaranteed?
The only way you can lose is to NOT get your own copy of SALES CLOSING POWER! Don’t even consider going on next week’s sales calls without the benefit of these closing strategies and techniques!
For your sales success,
 P.S. Order now and within a few minutes you’ll have your copy of the entire course. Then mark your calendar. This is guaranteed to be the beginning of the end of your lost sales!
P.P.S. Remember, this is not one sales trainer’s pet philosophy, but the “best of the best” - 417 lifetimes of Master Selling distilled for your benefit. For less than $30, you'll put an end once and for all to the lost sales that have been robbing you of the income and sales commissions you deserve!
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