This success tip comes from Paul Hanna.
Paul Hanna is regarded as one of Australia's leading motivational speakers with a client list that reads like a who's who of the country"s corporate elite: Qantas, Telstra, Lexus, Vodafone and BMW are just some of the organisations that have used his service.
What is sales leadership and what are some of the ways to close a sale?
Top sales professionals take accountability for closing a deal and never wait for the customer to ask for the product. This is called sales leadership. The following closes are used by sales leaders all over the world.
The assumption close - as its name suggests, the assumption close is all about assuming your customer is ready to buy and that they just need your leadership to cross the line. For example, 'So, Mr Jones, will you be using our direct debit system to pay for the monthly deductions, or would you prefer to send us a cheque every six months?' or 'So which day of the week would better suit you for delivery - Monday or Thursday?'
The deadline close - this is a common close used especially at electrical stores. Even though there might be 100 yellow toasters out the back, the sales assistant will come back to you with: 'Wow, this is the last one. You're so lucky', which creates a sense of urgency for you to complete the deal. Another example is, 'This is the last PC we have in stock that has the built-in DVD player. After this one goes, there will be a two-month wait'.
The Benjamin Franklin close - this close is designed to set out all the facts in a simple format that makes the right decision virtually leap out at you off the page. It is a close often used after you have handled every objection with diligence and patience and yet the customer still remains undecided. So what you do is you pull out a piece of paper and ask the customer to write 'for' and 'against' lists, providing reasons why they should or should not proceed with the purchase. This is actually the process that I use when making tough decisions, and I tell the customer this too. You often find that they will struggle with one or two reasons why they should not purchase your product or service.
The paperwork close - this is a great close to be used after the Benjamin Franklin close and requires choosing your words very carefully. For example, 'Susan, which state would you like to start delivery of the phones in - New South Wales or Victoria?' After she replies ask a very powerful closing question: 'Susan, could you please okay this paperwork down here?' Don't say, 'Could you please sign the contract now?' The word 'contract' implies long commitment, big dollars and legal obligations. In contrast the word 'paperwork' is harmless and doesn't scare anyone.
The puppy dog close - this is one of the all-time favourite closes, and for good reason - it works brilliantly! Let's say your five-year-old son decides he wants a puppy dog for his birthday. You take him to the pet shop and he finds a labrador pup that is just like the one he wanted. The pet shop owner knows all about the puppy dog close and encourages you to take it home for a couple of days to see how it fits in with the rest of the family. You know where this is going! As soon as that puppy gets into your home, it's never going back to the shop. Its big eyes and cuddliness have your son hooked. And guess who else will be too? The person with the money.
The 'no-rush' close - this is a great close to use when your customers are feeling a bit of pressure, either from your push to close the deal or internal pressures from their company to make a decision, any decision. When you say, 'There's no rush - whenever you're ready', the customer feels totally in control. If you've been a bit impatient and perhaps a bit pushy, this kind of statement is a brilliant way of tipping control back to the side of your client.
Success Uncovered Club contains even more great tips from Paul Hanna.
Members, click here to read more now.
This success tip comes from Jeremy Lim.
Young Ambassador of the Children's Medical Fund and freelance writer, Jeremy Lim, has 'Brittle-bones' Disease. His numerous achievements and positive attitude despite his daily challenges has attracted media attention all over the world. This was an interview he did when he was only 16 years old.
What do you do to pick yourself up when you are feeling down?
Feeling down is as natural as feeling pain when you are hit with an object. How much pain you feel depends on the degree of impact. Sometimes, I feel miserable. I think it is perfectly fine to feel that way, after all I am only human. However, I know I don't have to stay down forever and the quicker I let it go, the better it is for me.
What do I do to pick myself up? I don't make a big deal of what has passed because I cannot do anything to change it. Instead, I use my time and energy to think of solutions that will bring back my smiles. I also remind myself that spring would not be so pleasant if there was no winter.
Of course, there will be times when I feel sad because of reasons beyond my control. One of the things I do to feel better is to write about it. I write my column for Today newspaper and this feels great because it gets the negative feelings out of my system.
In challenging times, I pick myself up by looking at funny pictures or comics and reading jokes to have a good laugh. I will also turn to my books for inspiration and words of wisdom.
Success Uncovered Club contains even more great tips from Jeremy Lim.
Members, click here to read more now.
Latest Uploads
Private Label Persuasion
This compact guide is your ultimate 101 ways to making money by utilising Private Label Rights when creating products and selling them. Private Label Persuasion should stimulate and inspire you to discover multiple selling angles for your products. This guide will give your sales the boost and competitive edge you need in the crowded online market place!
How To Turn Your Ideas Into Reality
Over the last few years David Nevell has successfully commercialised a number of unique ideas and inventions. During this exclusive audio interview, Dale Beaumont puts David in the hot seat and asks him to share in detail his first-hand experiences. Made available in MP3 format, by listening you'll discover his personal formula for assessing ideas, the inside scoop on protection and trademarking, and the various ways to start seeing profits sooner.
Think Outside The Box
Carly is a multimillionaire property investor and has helped thousands of people to learn about the highflying world of property development. In this audio you will not only hear Carly's incredible story of how she got to where she is today but you will learn valuable skills for the property industry and the area you can target to make your property development a success.
Affiiate Marketing
Affiliate marketing? Yes, Google AdWords, traffic generation and search engine optimisation are all still very important internet marketing techniques. But have you explored affiliate marketing? In this downloadable chapter, Andrew Clacy outlines how he makes money online as an affiliate (and promoting affiliates) - plus, he reveals other great marketing ideas involving joint venture partnerships, YouTube, MSN adCentre (find out what it is) and much more. If you are looking for a source of education about building a profitable website, then you will want to know what Andrew has to say.
Beating The Moon - The Power of Emotion
How can building a carnival float be a great analogy of organisations? Dr John Potter, world renowned business psychologist and consultant to a range of blue-chip companies, underlines the importance of truly motivated, empowered teams and the understanding and application of emotional intelligence. In this inspiring video, you will understand as a leader of any type of organisation how successful organisations harness the passion, enthusiasm and commitment of their workers to achieve excellence and deliver human potential.
