How to Close Every

Sale

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It is possible

if you follow

these steps!

The selling attitude

Myth of the "Natural Born" salesperson.

There is no such thing!

Selling is a combination of two elements:

1.Attitude

2.Skill

Selling is a learned process

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The psychology of selling

A Qualified Prospect:

1.Must be able to buy

1.Must be able to enjoy a benefit

1.Must be the decision maker

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The psychology of selling

Step 1: Build trust and rapport.

Step 2: Find the need. Probe to isolate needs, opportunities and wants. Isolate the dominant buying motive.

Step 3: Fill the need. Present products and services that fill the dominant buying motive.

Step 4: Close. Motivate them to take action.

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The selling attitude

"How can I help this person get what he wants?"

This attitude will give you at least a 25% increase in sales.

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The selling attitude

1.Get motivated for sales.

1.Set goals and objectives.

2.Have a winning attitude.

3.Manage your language.

4.Follow the STP rules:

1.See the people

2.Sell the people

3.Service the people

4.Stop the procrastination

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How to open the sale

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1.Take the pressure off.

2.Have people contact you.

3.Follow these rules:

1.Think of yourself as the customer’s host.

2.Don’t judge by appearance.

3.Use an opening line that has nothing to do with business.

4.Try to relate to the customer on a personal basis first.

5.Consider each prospect willing and able to buy until you

determine otherwise.

4.Don't use cliches.

Probing

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Probing: The process by which you determine

the wants and needs of your customer.

●Ask the probing questions:

oWho

oWhat

oWhere

oWhen

oHow

oWhy

Filling the dominant buying

motive

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When presenting the product, use “FABBTD”

Features or facts

Advantages

Benefits

Bridge

Tie it down

Filling the dominant buying

motive

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Seven forms of evidence:1.Demonstrate

2.Exhibit

3.Facts

4.Examples

5.Analogy

6.Testimonials

7.Statistics

Motivating them to take action

Closing the sale

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1.Ask closing questions.

2.Assumptive close.

3.Alternative choice close.

4.Minor point close.

5.Instruction close.

ONCE YOU ASK FOR THE SALE. . . SHUT UP!

Overcoming Objections

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●Methods for overcoming objections prior

to having asked them to buy:

1.Smile.

2.Call them by name.

3.Agree with the way they feel.

Overcoming Objections

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●Methods for overcoming objections after

having asked them to buy:

1.Use the R E A D Y method:

Reverse it.

Explain it.

Admit it.

Deny it.

Ask why.

Learning to upsell

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1.Create complementary products together.

2.Always assume that they are going to buy the

package.

3.“Let me show you what other people have

bought to go with this.”

4.“Should we add the …”

5.“Go ahead and try this …”

The key is packaging

If you are interested in learning

more go to

www.RapidROIModel.com

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