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Introduction
Chapter One
Introduction
Your heart starts pounding as you feel the room getting warmer. Your mind starts racing, searching for the words that would consummate the sale. That's right, you're ready to ask for the order and wrap up this sale.
Isn't this a bit melodramatic? I mean, do you really need to experience such an intense physical and emotional reaction every time you ask for or attempt to close a sale? Whether you're a salesperson, business owner, consultant or sole practitioner, why is selling and more specifically, closing such a painful proposition to take on?
Because we've been taught the wrong lessons! That's right, you've been duped into believing that closing is something you do during your sales process.
The Complete Idiot's Guide to Closing the Sale takes the traditional closing model and turns it upside down. The new truth about closing is this. Having to close a sale is the result of a breakdown that exists in your selling process. It has nothing to do with what you're going to do and everything to do with what you've already done!
This groundbreaking book brings new meaning for the phrase, "closing the sale." A definition that's going to make you more comfortable, more secure and more confident than you've ever been before when it comes to asking for the sale and turning every prospect into a customer.
As we unravel and dispel the myths and misconceptions of closing, you will also be introduced to a new and more powerful, yet natural, proven step by step approach to attracting more sales with truly less effort that will pay back huge dividends.
The Complete Idiot's Guide to Closing the Sale will provide you with the edge over your competitors, enabling you to align your selling approach with the prospect's preferred buying process and communication style. Now, you no longer have to push, manipulate, or rely on generic or gimmicky closing techniques that have lost their effectiveness in today's rapidly changing marketplace.
Practical, Organized Tools To Boost Your Selling Performance Today
This book is divided into four distinct parts, all of which are introduced to you in chronological order. Starting with Chapter 1, each chapter builds upon the previous one, providing you with the opportunity to continually reinforce what you have learned. I will walk you through the natural progression of what it takes to become a master at closing the sale. It's like having Keith Rosen as your own personal sales coach in your corner to support you though this entire process.
Part 1, "The Inner Game of Closing" explores the hidden secrets to closing the sale by first turning the definition of closing upside down. You'll soon see why your mindset, rather than your actions, can either become your greatest adversary or ally. We're going to dispel the myths of closing and why being a "strong closer" is more of a handicap rather than a complement to your selling efforts. You will discover how to eliminate self doubt and boost your confidence by making it a choice and something you really can control. Once you've upgraded your thinking, you're ready to get into the mind of the prospect. The psychology of selling enables you to not only connect with each prospect but actually read them; how they think, how they buy and what you can do to identify their decision making process which will then enable you to align your style of selling with they prospect's style of buying.
In Part 2, "Walking The Talk: Being The Sales Champion Your Customers Expect," you will be surprised to find how much of your current behavior creates the very obstacles to more sales. You will quickly see the danger in selling the way you buy and imposing your buying strategy on each prospect. Your prospects don't buy the way you do and if you're still wondering why more prospects don't come out and say, "I'm ready to buy from you," maybe it's because you're really not listening to them. You will learn to recognize the filter in how you listen so that you can eliminate communication breakdowns that destroy sales and damage relationships. Finally, it's essential we discuss the deep impact your presentation plays on your closing efforts. Ironically, most presentations create more objections rather than defuse them. The Five Steps to delivering a Permission Based Presentation™ enables you to have a conversation with each prospect rather than pitch them. Doing so eliminates the objections you would typically hear when you ask for their business. Now, you can close with your ears rather than your mouth.
Now that you've laid the groundwork, in Part 3, "Permission Based Closing: Masterful Communication that Gets The Prospect to "Yes!" it's time for you to uncover the type of closer you are. While there exists ten different types of closers, the key here is to develop your own method of selling so that it's aligned with your values, strengths, personality and communication style, while still incorporating the baseline strategies, behaviors and techniques that need to be honored by every sales professional. So, when do you say what you say and how do you say it? Do you pitch a canned response to defuse and objection or do you ask an artful question to gather more clarity and insight? Get ready for a ground breaking, eclectic approach to defusing objections, The Hybrid Closing System; a pre-defined, well languaged response to turn a hostile objection into a new selling opportunity. And to ensure you have an infallible model to smoke out and defuse any objection, you will be shown the three step I.G.O. approach that puts any objection to rest. If you want your prospects to overcome their own objections so that you don't have it, then it's time to start crafting better question.
Are you 100% certain as to why your prospects buy from you? Does money ever seem to get in the way of a sale? Part 4, "From Better to Best: How Top Producers Maintain Their Edge" introduces you to the real reason behind price objections. If you believe that price is the only reason why your customers buy from you, you're placing a limit on your performance. Failure to develop your unique and compelling value proposition sets you up to spend the rest of your selling days handling the imminent and elusive price objection. If that's not painful enough, it's critical to ensure you have taken the precautionary steps to solidify every major sale in order to prevent your happy new customer from having second thoughts or worse, cancelling. You are going to learn a seven step system to handle a cancellation, what you can do to save the sale, and whether it even makes sense to invest the time in saving the sale in the first place! Finally, don't blame the game for mediocre results. Chances are, you're learning the wrong lessons! Before you start using your newly revised strategy for turning more prospects into clients faster than ever before, or as the title implies, closing more sales, there's one thing left for you to do. That is, identify and embrace your one true competitor (guess who!) and your continued strategy for mastering the basics in order to maintain your "A Player" status.
As a gesture of my unconditional commitment to your success, I invite you to a very special resource center designed exclusively for you, my dear reader. Templates, tools and additional recourses available only to CIG Closers! titor into your greatest ally to maintain top producer status.