The Top 10 Sales Closes of All-time
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Certainly methods have been something I have put a great deal of focus and efforts into.
This is not a thread on selling method or systems--it's about "closes" which I believe the understanding of which is poorly taught and conveyed in most sales training.
I define closing as a progression of consent and I would have to say the success rates I divulged would in part be a result of that viewpoint.
Ok... this is the third time this program recyled me.. so I'm out of here...
A sale in my opinion is a culmination of a series of consents and agreements. A close in my mind signifies a specific action. A story, storyline, exhibit or trial, and precedes the question to take action.
Aloha.... :cool: -rattus58
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Ok... this is the third time this program recyled me.. so I'm out of here...
A sale in my opinion is a culmination of a series of consents and agreements. A close in my mind signifies a specific action. A story, storyline, exhibit or trial, and precedes the question to take action.
Aloha.... :cool:
But let's take a look at the inference of the topic. Doesn't it seem to you that "10 closes" would suggest neatly wrapped techniques through wording or story telling--many predetermined and even given names i.e, Puppy Dog, Front Porch, Outhouse, Alternate Advance, etc etc--many that have been exhaustively discussed over the years at SalesPractice.
And does all that mean that a simple "You want to go ahead?" would be less artistic and
LESS EVENTFUL!!! than the thrust home that ends the refrain which these cutesy techniques are suppose to represent.
You think those thousands of sales were lay downs? Closing ratios of 95 plus% and not a single cutesy close among them. Unless you think I'm BSing you, where do you think a person who really wants to know about selling should really put their learning skills?
Top 10 Closes of All Time---GIVE ME BREAK! -Ace Coldiron
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I suspect the importance placed on closing is an artifact generated by sales managers who are prone to say, "He sells well but has trouble closing." One of those statements that sounds good on the surface but has no real meaning behind it.
And I suspect that you suspect correctly. -Ace Coldiron
A story/storyline for example might be asking someone..
"We've all heard of seeing our lives flashing before our eyes, haven't we? Have you ever had your family's life flash in front of you without you there?" We oughta just do this shouldn't we? -rattus58
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And does all that mean that a simple "You want to go ahead?" would be less artistic and LESS EVENTFUL!!! than the thrust home that ends the refrain which these cutesy techniques are suppose to represent.
I don't know what is going on with my computer. I didn't even see these nor was there a notification... oh well...
I personally think that the less dramatic the more effective... or to put your terms to use, the more eventful the meeting.
I prefer to have the sale culminate with a "So we're good ... or something equally inoccuous that signals agreement for action.
Merry Christmas... :cool: -rattus58
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A story/storyline for example might be asking someone..
"We've all heard of seeing our lives flashing before our eyes, haven't we? Have you ever had your family's life flash in front of you without you there?" We oughta just do this shouldn't we?
That's in the category of convicton. The immediate follow up with a "closing question" is misplaced in my opinion---even though you have structured it as SO many "trainers" suggest.
I don't buy it. -Ace Coldiron
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I don't know what is going on with my computer. I didn't even see these nor was there a notification... oh well...
I personally think that the less dramatic the more effective... or to put your terms to use, the more eventful the meeting.
I prefer to have the sale culminate with a "So we're good ... or something equally inoccuous that signals agreement for action.
Merry Christmas... :cool:
YEP!!! We're on the same page, Tom. And I wish you and your family a joyful Christmas as mine has been. The brandy's good too. A gift of Courvoisier. -Ace Coldiron
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That's in the category of convicton. The immediate follow up with a "closing question" is misplaced in my opinion---even though you have structured it as SO many "trainers" suggest.
I don't buy it.
Actually, though I rarely use such storylines, I don't really just follow up with "we ought to do this" but would wait for him or her to achknowledge the scenario in which case it would look more like this...
Sales Guy .. "We've all heard of seeing our lives flashing before our eyes, haven't we? Have you ever had your family's life flash in front of you without you there?"
Victim... "Well no I haven't actually"
SalesGuy " Well how comfortable is that vision for you?
Victim ... "No very"
SalesGuy... "We oughta just do this shouldn't we?"
Would be more the likely scenario.
And I'm surprised that so far this trip , I've only had to do this once... :)
Aloha... :cool: -rattus58
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That's in the category of convicton.
What do you mean by "in the category of conviction?"
Aloha... Tom :cool: -rattus58
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What do you mean by "in the category of conviction?"
Aloha... Tom :cool:
The process of adding information in order to strenghten the choice to move forward, i.e., MORE REASONS WHY.
I the way I personally sell, I strive to reach a point in a prospective buyer's mind where the decision to move forward is the obvious correct choice.
A lot of people talk about buyers buying for emotional reasons rather than logical reasons. In my view either of those paths are less important than the point we want people to reach where they buy because it is the OBVIOUS thing to do---having engaged in an examination of the options.
As much as I value storytelling in sales, the very idea that we can
consistently affect a prospect's emotions through some canned story tactic is downright silly. I hope that the less experienced people that come here to learn will put that in the trash can. -Ace Coldiron
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The process of adding information in order to strenghten the choice to move forward, i.e., MORE REASONS WHY.
I the way I personally sell, I strive to reach a point in a prospective buyer's mind where the decision to move forward is the obvious correct choice.
A lot of people talk about buyers buying for emotional reasons rather than logical reasons. In my view either of those paths are less important than the point we want people to reach where they buy because it is the OBVIOUS thing to do---having engaged in an examination of the options.
As much as I value storytelling in sales, the very idea that we can consistently affect a prospect's emotions through some canned story tactic is downright silly. I hope that the less experienced people that come here to learn will put that in the trash can.
I agree.... I feel that the sale that is anti-climactic is the one that you've done your job the best. That is why we use our explore, identify, recommend, and agree process. Story telling I feel is for those moments of hesitation where you've had agreement to start with.
Aloha... :cool: -rattus58
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I agree.... I feel that the sale that is anti-climactic is the one that you've done your job the best. That is why we use our explore, identify, recommend, and agree process. Story telling I feel is for those moments of hesitation where you've had agreement to start with.
Aloha... :cool:
Yep Son, you've got it right! -Ace Coldiron
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This close is kinda like what Ziglar and Hopkins call breaking it down to the ridiculous I think it was or something like that... break it down to something insignificant... like a cup of coffee or soda
Now THAT'S something I'm familiar with. I especially like to use it on MYSELF when there's something to be done that I'm not in the mood to do!
I've been meditating all this week on the concept of Sales Pros using Close Psychology on themselves to take personal possession of any useful concept, thereby integrating it into their lives.
I'm hoping some interesting post threads will come out of my pondering. -DynamicMentalFitness
I love The "Alternate of Choice" Close.
Would you like it in blue or red?
Let's make an appointment. Which is more convenient for you--Monday or Wednesday next week? -Eagle Sales Resumes
I use the "alternate close" all the time for setting up appointments. It works well. -johnwsnow
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This is not a thread on selling method or systems--it's about "closes" which I believe the understanding of which is poorly taught and conveyed in most sales training.
I define closing as a progression of consent and I would have to say the success rates I divulged would in part be a result of that viewpoint.
A sale in my opinion is a culmination of a series of consents and agreements. A close in my mind signifies a specific action. A story, storyline, exhibit or trial, and precedes the question to take action.
Aloha.... :cool: -rattus58