Closing Techniques for Sales by J. Richard Kirkham
As a person with over 30 years of sales experience I'd like to offer a few tips and tricks of closing deals in person and over the internet....
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Closing Techniques for Sales by J. Richard Kirkham
As a person with over 30 years of sales experience I'd like to offer a few tips and tricks of closing deals in person and over the internet
Most
people I run across think the internet is some big strange new
media completely different than anything else or other type of
media out there and therefore requires completely different
techniques to make sales and make a living on the internet. This
often gets them trapped into many get rich schemes or follow this
plan exactly for only $200.00. Make $1000 a day with just a few
hours work and so forth and so on. I see this a lot.
I
once gave the example that if I was sitting at Starbucks or some
other coffee shop as I am now using my article templates
http://kirkhamsebooks.com/WritersTools/Templates4ArticlesNSalesPages.htm
to write this and a man walked up to me, offered me a free cup of
coffee to come over to his table, then began telling me how I can
make $1000 a day by placing ads on community bulletin boards, car
windows and doorways should I believe him?
No?
Then
what makes you think that is possible to do on the internet?
People are people. Whether making sales on the phone, the
newspaper, or the internet, sales techniques are basically the
same because people are the same!
Here's some sales closes that work, with little to no
modification regardless of the media used.
Choice Close
I
have widget A for only $100.00 or widget B for only $90.00 which
one would you like?
I have widget A for only $100.00 or
widget B for only $90.00 which one of this attracts your attention
the most?
I have widget A for only $100.00 or widget B for
only $90.00 which one would you like to take home today?
Obviously the idea here being to direct your prospect's
thoughts to buying one or the other as opposed to not buying
anything at all.
For Only $999,999,999.99
I
know this trick AND IT STILL WORKS ON ME! Also the hire the number
is the better it works! People actually see an even larger
difference between $19.95 and $20.00 than they do $9.95 and
$10.00
Redirective Close
My
son did this to me as a smaller child
"Dad, can we
buy this? I'll carry it."
"You don't have to
carry that son just throw it in the ... HEY WAIT A MINUTE!
Would
like like that gift wrapped?
Would you like an extended
warranty with that?
Just this today?
Do you need a
belt with that?
Suggested Closes or Upselling
You
saw some examples of that in the previous section, it was still
redirecting the prospect away from deciding on the initial
purchase so it counts, but you know who the king of Suggestive
Closes or Upselling is? FAST FOOD RESTAURANTS!
Why do you
think they always ask you if you want fries with that? It works! I
don't recall the percentage but it's enough for them to continue
doing it on an international basis.
I used an upsell to close a deal that day.
I'll
get the widget when I get back from vacation. I'm also interested
in this widget. How much is it?
Tell you what, get this
widget today and I'll throw this one in for free.
It
closed the deal.
Sale Ends Today
Seen
that before? That's because it works. I once told a man I was
selling a widget to when he asked me how long he had to decide...
"Yesterday. I extended the time for you because you
made an appointment during the sale."
The gentleman
was very happy with his widget.
Mini-Closes
Not
every close has to be a deal maker or breaker. A good sales person
closes throughout his/her presentation. A great example of this is
from a used car salesman. Oh, ah preowned is the more saleable
used term now. Certified Preowned even more so. Has anyone thought
about that phrase? I certify this is a used car. Yet it's used all
over the industry now.
Anyway back to the example:
"Which one of you is the buyer"
The
salesman said as he approached my colleague and me. Now he
isolated my friend at the same time using a small mini-close
suggesting he was there to buy not look.
"We have a
few of those left."
When my friend asked about a
model. Helping him to want and feel less like he was being sold
to.
And of course sale ends today
I wish I had an
audio recorder that day. I'm sure the salesman is very
successful.
Your primary goal in these mini-closes is to help your
prospect be less Leary of being sold your widget and more of a
frame of mind wanting it at that price, that style etc....
Using
your to personalize your prospect's future widget.
Let's
take your widget for a test drive is actually a small
mini-close.
Conclusion
If
you open your mind you'll see these very techniques in various
formats being used on the internet. No special secret techniques
for $200.00 to earn $1000 a day. Just very good basic sales closes
to help the prospect decide to buy from you, the salesperson.
Don't fall for the hype because you don't understand
sales. By all means invest in good material to help you to be an
even better salesperson, but remember, if you can't do it off the
internet you probably cannot do it on the internet.
About the Author
J. Richard Kirkham has been in sales related
fields for over 30 years. Over half of that time in a health
related field. He's a dual
certified teacher and martial
arts instructor. He has expertise in alternative teaching
methods and positive reinforcement methodology. He's written
several books in the printable electronic format and has made
downloadable videos and DVDs and has published software.
You
may now add to your collection of his work to help both new and
experienced marketers.
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