Sales Closing Power | Sales Training Course

For a quick overview of Frequently Asked Questions about the SALES CLOSING POWER!
E-Course, just click here: FAQs.

Now let’s go a little more in depth into how this course will help you develop your Sales Closing Power. This isn’t exactly a sales letter per se, but rather an introduction to the course itself.

I believe we can agree closing the sale isn’t just part of a sale, it is selling. It’s the bottom line. Now Super Salesmen and Super Saleswomen, who make top dollar — they’re closers!

They know nothing is sold until and unless their presentation, or demonstration, is closed. So they understand selling means closing.

They know demonstrating or presenting isn’t the same as selling. They’ll tell you demonstrating is basically just showing your prospect how your product or service works.

And presenting - presenting is just telling your prospect about it. You can spend your time playing show and tell, but you won’t get paid for it if you’re paid by commission.

Unless and until you close, you haven’t sold anything. Nothing is sold until your presentation, or demonstration, is closed.

Only Closing = Selling!

Demonstrating and presenting are important sales skills, but they’re not the same thing as selling. Only closing is selling. But you can’t go around closing with some 50-year-old close that is weak and worn out, and so stale your prospect sees it coming a mile away.

When I was interviewing the Nation’s top producing sales pros, I asked them what close they used. One by one they shot down the old favorites like the Alternate Choice Close, the Minor Point Close, the Benjamin Franklin Close, and the Assumptive Close.

They replaced those old closes with the new soft-sell close I named the MILLION DOLLAR CLOSE™.

These pros proved to me that while these old closes will make a sale sometimes — they cost you a sale more often than not.

"I Wanna Think About It..."

Why? What’s the one major flaw to all those old closes? Well, each of them can be defeated by a prospect saying something like: “I want to think about it.”

Or, your prospect might tell you he wants to “shop around a little more” first. Have you ever heard that one?

Or he tells you that he wants to “talk it over” with someone first. Do any of those stalls sound familiar?

All too often, these are a prospect’s “famous last words” because prospects are famous for using them to get rid of us, and they’re the last words you hear as you part company with your prospect. Without a sale, by the way.

The Million Dollar Close™

Now for the good news. When you use the MILLION DOLLAR CLOSE™, you’ll discover your prospect can’t stall you with his famous last words. IMPOSSIBLE! Nor can he give you a “no” answer.

Now this means that you don’t have to fear the moment of truth anymore for fear of being rejected. Selling is more fun because you don’t have to protect your ego anymore. There is a third unique feature no other close can claim.

The only answer to is the MILLION DOLLAR CLOSE™ is Y-E-S. YES! A “yes” answer is what you’re looking for when closing. Right?

How often do your prospects tell you they want to “think about it”? Does your heart drop when you hear this? Those famous last words will become a plague of the past when you start closing with the MILLION DOLLAR CLOSE™.

Another technique to increase your Sales Closing Power is the scientific way to handle “objections”. Very likely, everything you’ve been taught about objections is wrong and has been costing you sales.

For example, would you be surprised if I told you there’s no such thing as an objection? All objections are really excuses.

There’s one exception, and no it’s not price. Price is not an objection. Cost is not an objection. However, value IS an objection.

When your prospect says your price is too high, what he means is your VALUE IS TOO LOW! There is no such thing as a price objection. It’s a value objection. And there’s no such thing as a cost objection.

A value objection is legitimate. It’s the only objection that does exist. Everything else that you call an objection is an excuse—an excuse used as a stalling tactic by your prospect to postpone a decision. That’s all objections or excuses are good for.

Now, sometimes there can be a condition that blocks a sale, and That’s legitimate, and has to be taken care of before you can close.

You may not get conditions very often, but you probably do get more objections than you like. I want you to understand they are NOT objections, they are really excuses.

They are stalling tactics used to postpone making a decision. The only real objection is value. Everything else is an excuse.

So if you were taught to “overcome objections,” that is costing you money! Yes, once in a while it will work and make a sale, but it’s costing more sales than it makes.

Don't "Overcome" Objections!

When you try to overcome your prospect’s objection, you’re telling him in so many words he’s wrong and made a mistake.

Oh, but you’re right and are correcting it. He’s stupid! Oh, but you’re so smart. Well, of course, you are; you have all the product knowledge. You have more ammo in your arsenal than he does.

All of this is damaging to his ego. When you “overcome his objections,” in effect you are telling him he’s stupid; and this hurts his ego.

So, he either keeps pounding you with more and more objections or he’ll realize you have more ammunition and he can’t win the war of words and battle of wits.

So he switches tactics and gives you some version of his famous last words, “Let me think about it, Mr. Salesman!”

You WON ALL THE ARGUMENTS AND YOU LOST THE SALE, all because you were taught the argumentative approach of overcoming objections. That’s costing you sales.

23 Seconds To Close

Stop that approach and in Chapter 5 you’ll learn a technique that will make his first objection his last and ONLY objection.

Then you can go on to closing the MILLION DOLLAR CLOSE™ and frequently, within 23 seconds — that’s right, 23 seconds — after you get his first, last, and only excuse.

This technique alone will add real power to your sales closing skills. You’re going to love this!

To sum up the last points: nothing is actually sold until and unless your presentation or demonstration is closed. Therefore, presenting or demonstrating is NOT the same thing as selling. Only closing is actually selling.

Logically, if you work on a commission schedule and get paid according to your sales, you are really getting paid according to your closes. Change that to successful closes.

One of my favorite quotes captures it: “The more you close, the more you sell. The more you sell, the more you make.” It really doesn’t get any simpler than that.

Therefore, the secret of a high-paying sales career centers on your Sales Closing Power. If you agree nothing is sold until your presentation or demonstration is closed, then you agree your income, profits, or commissions depend on closing.

So naturally, you’ll want to eliminate whatever the closing problem is that is standing between you and your bank.

Now this brings us to the obvious question: What problems do we encounter when closing?

The Four Closing Problems

During my years of research I discovered FOUR closing problems. Every sale that’s not made can be explained by one, or more, of these four closing problems; and we have a solid solution to each of them.

NOW, I’m not going to claim you’ll close 100% of your prospects once you have our solutions to these problems, but many of our clients have doubled — or even tripled —their sales and income.

Let’s look at these closing problems and see how to solve them. I’ll itemize them briefly, and then I’ll go back and examine each one, and you’ll see how to solve it.

is where the salesperson knows a close, and uses it, but it’s old and weak; it doesn’t close, it doesn’t sell. In fact, it gets rejection more often than it gets a sale.

is where the salesperson knows a close, but doesn’t use it. He got rejection so many times he gave up using it.

is the most serious. It’s where you don’t get a chance to close because you never got to a closing point in your presentation or demonstration. The reason you didn’t get to a closing point is your prospect had control of YOUR presentation.

NOW, let’s examine each closing problem in detail because only by knowing the problem can we hope to find a solution for it, right?

is where the salesperson just doesn’t know a close. Now I realize that sounds crazy, but you’d be amazed at how many people get into a sales career by reading the outrageous promises of earnings that are spelled out in the Sales Help Wanted section of the classified ads in the paper.

Many of these ads end by saying the same thing: NO EXPERIENCE NEEDED. WE TRAIN. But the training is usually only product knowledge training. There is little, if any, sales training.

Of course, our novice sales person doesn’t know this, and the employer, in his eagerness to have a living breathing body, overlooks the fact the sales candidate has never sold anything before. So, he hands him a few pamphlets and an order form— that’s called the sales training—and points towards the door and says, “Go get ‘em, tiger!”

Well, it doesn’t take long before this guy falls flat on his face and goes hunting for another sales job. You can always spot the salesperson who doesn’t know any closes. He is the one who skips around, from employer to employer, looking for greener pastures. And by greener pastures, we mean, he’s looking for an employer who has prospects that close themselves.

Presenting Does Not = Selling!

He mistakenly thinks presenting is selling so he’s looking for prospects who will close themselves. He wants to give his long-winded presentation, and wait for the prospect to jump up and shout, “Good grief, Mr. Big Mouth. That’s fantastic! Tell you what. You write the order, I’ll write a check!”

By definition, a salesperson is one who sells — which is one who closes — but this guy isn’t a salesman; he’s a company spokesman. And if he does make a sale, it’s by accident when he gets lucky and finds a prospect who will close himself. Indeed, he’ll be the first to tell you success is often a matter of luck. He’ll blame his lack of success on his “bad luck.”

I define “luck” as preparation meeting with opportunity. Every prospect is an opportunity — a sales opportunity. But this guy didn’t have the preparation to take advantage of that opportunity.

In other words, he didn’t know a close because he never got any sales training, just product knowledge training. He doesn’t have Sales Closing Power, and his income will reflect that!

Now don’t get me wrong. I’m not opposed to product knowledge training. It’s important. Product knowledge training is vital, but product knowledge training of and by itself won’t guarantee success in a sales career. If it did, then a builder would be the best real estate salesperson. Right? And the auto mechanic would be the best car salesman. Right?

I have nothing against product knowledge training, but of and by itself, it is NOT the key to success in a sales career. You also need sales training with particular emphasis on developing your sales closing skills.

We can sum up the first closing problem by saying a salesperson who doesn’t know a close isn’t a salesman, he’s a company spokesman who makes sales once in a while, by accident, IF he gets lucky.

Now, let’s look at

.This problem is where the salesperson knows and uses a close, but it’s old and it’s weak, and it gets rejection more often than it gets a sale.

Sometimes your prospects will reject you by flat out saying, “No.” Now prospects have learned you can sometimes sell them in spite of the fact they’ve just given you a big fat “NO!”

They’ve learned you’ll give up sooner if they dangle the false promise of future business. So, they tell you they want to “think about it.” Or, they tell you they want to “shop around a little more.”

Sometimes they say they have to “talk it over with someone,” and they sell you a be-back or a call-back, and that’s the false promise of future business.

We call these stalls the prospect’s “famous last words,” because prospects are famous for getting rid of us with them, and they’re the last words you hear as you and your prospect part company— without a sale.

Old closes that are weak often get rejected by those famous last words. For example, the Alternative Choice Close is almost 100 years old, and it’s still being taught by many sales trainers.

The theory behind it is fine. You offer your prospect his choice of two alternatives, and either one he selects supposedly means that he’s bought.

For example, you could say, “Mr. Prospect, would you prefer delivery on Monday, or would Tuesday be better?” And if he says he likes Monday, you’ve got a sale. If he selects Tuesday, great—you’ve still got a sale. Or do you?

The theory behind the old Alternative Choice Close is your prospect will pick one or the other, A or B. So much for the theory. Reality says he has at least two other choices he can select from, neither of which were suggested by you, and neither of which will be favorable to you.

In reality, your prospect may have three or more other choices they can pick from when you close with the Alternative Choice Close.

Let me go back to that last example, and I’ll itemize all his possible answers. Notice how many of his answers reject the sale. Now you’ve tried to close by saying, “Mr. Prospect, would you prefer delivery on Monday, or would Tuesday be better?”

You’ve bought if he selects Sunday and you don’t deliver on Sunday or whatever day he selects.

You’ve bought if he says, “Hmm... Monday or Tuesday?... I don’t know. You’d better let me think about it,” and he kills your sale with those famous last words.

The point I wish to make is this is an old close that’s very weak. In theory, a prospect is limited to choosing between the two alternatives YOU gave him.

In reality, he has at least two other negative responses and, as you just heard, he could have as many as three or more additional negative responses including his famous last words.

So,

is using a close that is old and weak and gets you rejection more often than it gets you a sale.

The solution to this closing problem is the MILLION DOLLAR CLOSE™.

Your prospect cannot answer it with a “no” answer. Impossible. Nor can he answer it with any version of his famous last words. The only answer he can give to it is “YES,” and yes is the only answer you’re looking for when closing.

Now, I’ll admit some of the traditional closes commonly being taught today such as the Alternative Choice Close, the Minor Point Close, the Ben Franklin Close and the Assumptive Close will make sales sometimes, but why settle for a close that can be rejected when you can sell with the the MILLION DOLLAR CLOSE™, and avoid rejection?

Now let’s examine

.This is where you know a close, but you don’t use it, and the reason you don’t use it is because it got you rejection rather than a sale. This rejection hurts, so to protect your ego, you simply avoid the moment of truth and using the close you know.

Our studies show when a salesperson stops closing he starts telling more and more. He thinks his presentation is weak. Not so. It’s his close that’s weak, not the presentation, but he doesn’t know the difference between show-and-tell and closing.

He incorrectly thinks playing show-and-tell is selling, so he plays it harder and harder in an effort to produce a sale. Now you know why prospects invented the term “hard sell” for non-stop talking.

We can summarize

like this: A salesperson who has used an old weak close will find his prospect rejecting him. Too often he takes this rejection personally because it hurts his ego. To protect his ego, he stops using the old close, and stops closing altogether, and substitutes show-and-tell for closing.

So his sales drop off. All he gets more of is objections. But did you know that 95% of your objections come from something you tell your prospect?

That’s right. The salesperson who substitutes non-stop jabber for closing overwhelms his prospect. He hopes if he dumps enough information on his prospect, the prospect will find one idea that’s a benefit, and will shout, “Hey, that’s great. You write the order—I’ll write the check.”

But that’s wishful thinking. Usually the prospect gets confused and he’ll slow you down by raising an objection. That’s just one of the reasons he raises objections. And most of the time he’ll take something you told him and will twist it around, and form an objection out of it.

We call this a case of having to “eat your own words.” It’s also a case of talking a sale to death. You DO NOT need to beef up your presentation. It’s not weak; it’s your close that’s weak. It got you rejection, so you stopped using it, and substituted jabber and now all you get more of is objections.

Once you start closing with the MILLION DOLLAR CLOSE™, your prospect can’t reject you, so you won’t have to avoid the moment of truth to protect your ego.

Once again, you can have confidence in your closing skills, and you’ll start selling once you stop all the excessive telling. So the MILLION DOLLAR CLOSE™ will solve CLOSING PROBLEMS #1-3.

Now

is the most serious. This is where your prospect doesn’t let you get to a closing point. Sooner or later, you’re going to have to run out of jabber, and it will be time to close.

That’s a closing point. But your prospect knows you can’t sell him anything if you can’t close him. He knows closing means selling . . . so, if he can prevent you from reaching the closing point, then you can’t close him. Hence, you can’t sell him.

Your job is to get him to give you a favorable buying decision. The key word is DECISION, and decision-making is emotionally painful for your prospect. Just like closing with a weak close is emotionally painful for you, making decisions is emotionally painful for your prospect.

So, while your job is to get him to make a buying decision, his job is to avoid it, and he does this by stealing CONTROL of your presentation.

Prospects have two and ONLY TWO ways of stealing CONTROL. One way is by raising objections, and the second way is by asking you questions. Either way forces you to discuss his topic, and forces you away from your sales points.

HE WHO CONTROLS THE PRESENTATION SHALL BE THE SELLER! In other words, he who controls it will close it! And in every selling situation, there is a sales transaction; somebody buys and somebody sells. Either your prospect buys from you or you buy from him, meaning you buy his excuse for putting off a decision.

Remember, his tendency is to postpone or avoid making a decision, and if you think I’m kidding, apply this simple test. Please notice prospects rarely close themselves by coming right out and giving you the YES answer you want. True?

Saying YES would be to make a major decision. That’s painful. And, please notice prospects seldom come out and give you a flat out NO, either. Saying NO would be making a major decision, also equally painful.

So, what do they do? They make a minor, relatively painless, decision not to make a major YES or NO decision, and they give you their famous last words by saying: “Let me think about it.”

The MILLION DOLLAR CLOSE™ will get a YES answer from your prospect, and without causing him any pain. But the MILLION DOLLAR CLOSE™ isn’t the solution to CLOSING PROBLEM #4. It solves closing problems 1-3, but not 4.

is when you don’t get a chance to close with the MILLION DOLLAR CLOSE™ — or with any close, for that matter—and the reason you don’t get a chance is because your prospect has control of your presentation. Now for the good news! You’ll soon learn the one and ONLY way YOU, as a salesperson, can get control back when your prospect steals it. And once you’re in control, you’ll be the seller because you will be able to get to a closing point where you can use the MILLION DOLLAR CLOSE™ to get the YES answer that signifies a favorable buying decision.

One thing is for sure: if you keep on doing what you’ve been doing, you’ll keep on getting what been getting. In other words, if you keep on selling like you’ve been selling, you’ll keep on making what you’ve been making.

Let’s put it like this. If you keep on selling like you’ve been selling, you’ll keep on hearing those famous last words kill your sales. And you’ll keep on having one of those four closing problems that prevent you from making the profits your competitor has been getting.

So, you can cross your fingers and be a company spokesman who makes a sale once in a while by accident, by dumb luck. Or, you can sell on purpose, deliberately, through the application of skill.

Success IS preparation meeting with opportunity. Opportunity is all around you. Are you prepared? We’ll solve those four closing problems so you will be prepared. As your Sales Closing Power develops, you’ll close more sales with less effort than you thought possible.

Plus, you'll stop hearing those famous last words: "I wanna think about it" and similar stalls that have been costing you lost time, unnecessary frustration and thousands of dollars in lost sales!

If you invest in only one sales book or sales training course this year, SALES CLOSING POWER! should be it. What other investment of less than $50 will yield such returns and be 100% guaranteed?

The only way you can lose is to NOT get your own copy of SALES CLOSING POWER! Don’t even consider going on next week’s sales calls without the benefit of these closing strategies and techniques!

P.S. Order now and within a few minutes you’ll have your copy of the entire course. Then mark your calendar. This is guaranteed to be the beginning of the end of your lost sales!

P.P.S. Remember, this is not one sales trainer’s pet philosophy, but the “best of the best” - 417 lifetimes of Master Selling distilled for your benefit. For less than $50, you'll put an end once and for all to the lost sales that have been robbing you of the income and sales commissions you deserve!

How To Develop Your SALES CLOSING POWER!