Oftentimes when marketing to clients of a corporation, they aren’t aware of how much an increase in morale can add to the productivity of the entire company. The productivity close brings that point home, so you’re not only educating your clients on the power of employee morale, but also giving them something to prove it with. This close pours on value for the benefits of your product.

Phraseology: “What I’m offering is not just a good health insurance program; it’s a boost in employee morale. Have you ever noticed how anything new increases job interest and excitement? Excitement increases morale. Morale increases productivity, and what is increased productivity worth?”

Point it out to your clients that increased productivity can generate enough increased income to more that make up for the increased investment. On top of that, point out to the clients how investing in your product can also increase loyalty and reduce turnover, thus saving them even more money on advertising for new hires.

Learn more closes.

This information is copyrighted by Tom Hopkins International, Inc. for reprint permission, contact Judy Slack (judys@tomhopkins.com).

Learn to listen for specific clues as to how to best present information to new potential clients. By that I mean to listen for them to say, “I see what you mean,” or, “We look for ____ in a supplier” which usually means they relate best in a visual manner. Gear up your visual aids or computer graphics presentation for this person. Use lots of color, charts, photos, graphs, and diagrams.

For those people who say, “I hear what you’re saying,” you’d better gear your presentation to be more of an oral report. Be sure to include plenty of descriptive word pictures.

When people ask about investment information before you cover all the benefits they’re looking for, they’re probably “bottom-line” kind of people and your dollars-and-cents information had better shine.

People who like to “get a feel for” something will need to have something to touch during your presentation.

Remember, it’s the little things that make the biggest difference!

This information is copyrighted by Tom Hopkins International, Inc. for reprint permission, contact Judy Slack (judys@tomhopkins.com).

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This close can be used when you meet someone who either does not like you or does not like salespeople in general.

Phraseology: “First, Mr. Johnson, let me apologize for the poor service you obviously received. Tell me, if you were President of ABC company and a sales representative treated a customer the way you’ve been treated and you found out, what would you do?”

Be patient and let them tell you what they’d do. Then, if appropriate, say:

“That’s just about what happened in this situation. By the way, it’s now my job to show you how professional our company is. And, do you know, when I meet someone like you that’s unhappy with a person in our company, it represents a challenge to me. I’d like to give you such special service. Could I just keep in touch with you over the next 20 years?”

Learn more on this topic.

This information is copyrighted by Tom Hopkins International, Inc. for reprint permission, contact Judy Slack (judys@tomhopkins.com).

A higher authority is a respected person known by your client who is willing to give third party testimony. The higher authority will most often be a satisfied client — possibly the one who referred you to the prospective future client.

To set this close up, choose your higher authority and discuss the situation with them. Tell him or her that you’ll be meeting with ‘Jim Johnson’ at 2:00 p.m. on Thursday, and ask if they might be available around 2:30 p.m. to take your telephone call in case you need his or her input. Always offer to refer other business back to your higher authority in exchange for their involvement or to return the favor.

When you make the call, simply make the connection, do a brief introduction, and then let your higher authority tell your prospective client how great your and your product/service are.

If your higher authority is unavailable to take your call, ask for a testimonial letter and permission to use his or her name.

 Learn more on this topic.

This information is copyrighted by Tom Hopkins International, Inc. for reprint permission, contact Judy Slack (judys@tomhopkins.com).

Here’s the best way I’ve ever found to pull the best performance out of yourself. It’s an extremely simple method. Not easy, simple. First, hang copies of these twelve words where you’ll see them at work, in your car, and at your home:

I MUST DO THE MOST PRODUCTIVE THING POSSIBLE
AT EVERY GIVEN MOMENT.

Now comes the important part: Dedicate yourself to living that declaration.

It doesn’t help to look at those words once in a while and think, “That’s what I’m going to start doing just as soon as I can get myself together.” If you really want to achieve, start living by those dozen words now. (more…)

The economy runs in cycles. Anyone over the age of 30 has already lived through several highs and lows in his or her lifetime. It happens. Unfortunately, for every high, there’s a low. Of late, news has been leaning toward the lows, hasn’t it? For those of us who have been there before, we know the power of the lows and how to ride them out. However, not all of our clients do. That’s when this close comes in very handy. It’s designed to help your clients overcome their fears relative to the current economy.

“John, years ago, I learned a truth. Successful people buy when everyone else is selling and sell when everyone else is buying. There are many people talking in terms of a potential recession these days, aren’t they? At our company, we’ve decided not to let it bother us. Do you know why? Because many of today’s greatest fortunes built their foundations during poor economic times. People who could envision the long term opportunity rather than the short term challenges made wise buying decisions and became successful. Of course, they had to be willing to make those decisions, didn’t they? Today, you have the same opportunity to make that same kind of decision. Will you?”

As with all of our closes, learn the words, feel the flow, understand the concept. Use it, modify it to your style and needs and keep using it.

Learn more on this topic.

This information is copyrighted by Tom Hopkins International, Inc. for reprint permission, contact Judy Slack (judys@tomhopkins.com).

This is the simplest close you’ll ever learn. In fact, it’s so simple that you may doubt it’s effectiveness. However, a UCLA study done many years ago proves its worth. When folks were asked why they didn’t go ahead with a purchase after talking with a salesperson about a product at length, many (too many) said, “We were never asked.”

Please understand that your job is not one of a professional presenter. You are not meeting with clients for their entertainment. Your #1 goal is to get people to like you, trust you and want to listen to you. While you have their attention it’s your job to show them the benefits of your offering and if and when you truly feel it’s good for them, to ASK FOR THE SALE.

In case it’s be awhile since you operated so simply, here are a few phrases to consider:

Alternate of choice: “Would you prefer handling the investment by cash, check or credit card?”

Open questions:“By the way, Mary, what purchase order number will be assigned to this acquisition?”"What method of payment do you plan to use for this investment?”I’m sure you can come up with others that are specific to your product or industry. The point is to come up with them and USE them. Simple questions that ask for the order are often the best way to go. Make yourself a promise right now that you will never leave a client contact without asking for the sale.

Learn more on this topic.

This information is copyrighted by Tom Hopkins International, Inc. for reprint permission, contact Judy Slack (judys@tomhopkins.com).

When you’re with a potential new client, it’s wise to know where they’re coming from. Do your best to uncover any other companies or products they’ve investigated before talking with you.

Hopefully, you’re on top of your game and know the features and benefits of your top competitor’s products and how they compare to your own. It’s wonderful when you can compare and contrast your product to that of another company, in effect, allowing your client to ‘shop around’ right there with you rather than going off to talk with a salesperson at another business.

True professionals are not afraid of other companies in the industry. They’re prepared to deal with them. Potential clients will find this approach novel and refreshing as long as you come across truly interested in their best interests…never slamming the competition.

If you’re the expert on the competitor’s products you save the client the mental energy of trying to compare products in their minds while you rattle off the features and options of yours. This tack puts you strongly in the position of being a consultant or expert advisor…someone they can talk openly with about their thoughts on the competition.

Once you know what other product or service they’re considering, you can customize your presentation, highlighting the key elements they’re interested in. When a salesperson responds properly and non-defensively about a competitor’s product, the client will be impressed with both your professionalism and confidence in your own product. This goes a long way toward building your sales volume and referral business.

Learn more on this topic.

This information is copyrighted by Tom Hopkins International, Inc. for reprint permission, contact Judy Slack (judys@tomhopkins.com).

Think for a moment about what the greatest enemy is to the process of helping people come to a decision that’s truly good for them and getting an agreement for them to own your product or service. What is it that jumps in and brings presentations that were previously sailing smoothly along to a screeching halt? You may think it’s the competition or maybe the financial aspects of your proposal. Perhaps you think it’s the prospective client’s inability to make a decision.   Well, if you think any of those things, you are right. But, with selling being what it is — a bottom line business — let’s dig deeper and find the bottom line of what lies between you and your ‘future client’ coming to an agreement.   If you look at all the enemies you and your associates can come up with, you’ll find they have a common denominator. That common denominator is a thing called FEAR. (more…)