Introduction To Closing A Sale
Chapter One Sample
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Chapter One Sample
Introduction To Closing A Sale

"Paul's Sales Training has taught me the fine art of cold calling, and opening a sales appointment. Paul is a master of the cold call. The first time we went on joint cold calls, Paul was able to open six of eight cases. He can break down the sales process with the end in mind. Starting with the desired results, he can work backward to the starting point, regardless of the product or service." Bill Grun - Kingwood, Texas

The key to every sales call is to get to the close as quickly as possible. Listening is the crucial skill to develop. Remember that not every customer will respond to the same closing technique, but by listening carefully and paying attention to each customer's needs you will find the right approach to use.

Watch carefully for clues that the customer is ready to close the deal. Sometimes these will be communicated in conversation. Other times though, it may be communicated by facial expressions or body language.

Try incorporating some of these closing techniques. It's important to practice these in a way that comes naturally and in a conversational tone to you so that your customers don't get the feeling feel that you are using a "technique" on them. Keep your focus on providing solutions to your customers problems and your opportunities to incorporate these techniques will occur naturally.

If you can't close ... You can't sell!

When someone purchases a home they usually do the closing at a title company, financial institution, or an attorney's office. Closing The Sale is simply the natural process of buying.

Closing The Sale is nothing more than asking the customer that has agreed that you have a favorable product or service to buy! Your time is very valuable, so it should be important to you to encourage the prospect to buy now!

Why would you want to come back for a second time, spend twice your time and money to make to make half the commission you would have made if you only closed the sale on the firsd visit?

There are exceptions to the rule of course , however if you have not attempted to close the sale or get a commitment on your first call you probably wasted their time and yours!

If you don't ask for the sale, you may have wasted your time by doing a great presentation for your competitor to close the sale for himself. There's an old saying.... When is the best time to sell a vacuum cleaner? The answer is............... When you follow behind a vacuum cleaner sales person who just left!....

This course is an encyclopedia of closing techniques.

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