sales closing Archives - America's #1 Sales Trainer

Arouse Emotions in Auto Sales

December 17, 2012 By Tom Hopkins Leave a Comment

What is the emotional process that leads to the purchase of a new vehicle? It begins with a new development in the buyer’s self-image. That is, the buyers see themselves in a new way — as the owners of that new car, truck, van, or SUV and all the status it affords them.

If the projected vehicle purchase is small in relation to the buyer’s income, the self-image change need only be small. But if the purchase is a large one, the change in self-image that makes the purchase possible will be large. Such a change can come about very quickly. It can take place within a few minutes, or even within a few seconds.

Champion automotive salespeople are adept at spotting these changes in self-image as they occur during sales presentations. They are quick to reinforce the buyers’ realization that they can have, enjoy, deserve, need, and are worthy of the marvelous new vehicle they like. Do that, and they won’t just like it; they’ll want it, need it, and realize they can’t get along without it — then they’ll buy it. [Read more...]

Sales Close for “I just don’t have the time.”

November 19, 2012 By Tom Hopkins Leave a Comment

When someone says they don’t have time for your opportunity, to book a party, or even just to meet with you, with sincerity say, “I understand, Mary. We all have 24 hours in a day, don’t we? Most people work eight hours. Then, they sleep about eight hours. That leaves eight hours every day of what we can call discretionary time. That means, we get to choose how to spend those hours. I like to call it ‘opportunity time.’ What I do with my opportunity time makes all the difference in the amount of success I achieve in my life, don’t you see? A lot of people who take advantage of the benefits our business has to offer only invest a couple of hours a day in the business. They still find that they have plenty of quality time left for family and other obligations. Why not at least consider the potential gain you can get with a relatively small investment of time?”

By asking questions as part of your response to “I just don’t have the time.” you are getting them started agreeing with you. Of course, they’ll agree there are eight hours of discretionary time. It’s simple math. They’ll agree about whatyoudo with your time and once the ‘yes’ momentum is going, more often than not they’ll agree to take a more serious look at your opportunity.

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Filed Under: Closes, Network Marketing Tagged With: asking for the business, closing, closing sales, sales closing, sales skills, selling skills

Selling Fundamentals

November 13, 2012 By Tom Hopkins 2 Comments

Enjoy this 7-minute video on the 7 Fundamentals of Selling. It’s an excerpt from my Building Sales Champions training system with over 9 hours of training.
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Filed Under: Selling Skills, Video Tagged With: closing sales, making sales, sales closing, sales skills, sales training, sales video, selling skills, Tom Hopkins

Closing from a Distance

May 17, 2012 By Tom Hopkins Leave a Comment

In the past, most companies divided territories by geographical area. Today, many salespeople specialize in particular products or services and concentrate on clients who have needs that match the products no matter where they are on the planet. So, companies are more likely to claim as your territory any client who has a need for your specialty. That means your client base may well be anywhere in the world. If that’s the case with you, you’ll do very little face-to-face selling and a whole lot of remote closing.

What do you do when you’re not able to close face-to-face? Well, when you close from a distance, you call upon your skills as a closer and rely on the wonders of technology like phones, fax machines (yes, some industries still find this a successful way to do business), the Internet, email, and express or overnight delivery services. [Read more...]

Filed Under: Selling Skills Tagged With: client contact, contacting clients, sales closing, sales skills, selling skills

The Two-Party Indecision Close

May 9, 2012 By Tom Hopkins 1 Comment

The Two-Party Indecision Close is to be used when there is more than one decision-maker. In this type of situation, you are likely to run into a situation where one is ready to go ahead and one is not. This may be a husband and wife or it could be two business partners. When you reach what looks like an impasse, use this strategy:

Phraseology: “John and Mary, when two people are involved in making a decision, it’s often impossible to find one simple solution that satisfies both of them. So life then becomes a matter of compromise. Now, the measurement of the decision becomes this: Does it satisfy most of the wants of each of the parties?”

If it does, you’ve just closed the sale. If it doesn’t, you’ll at the very least uncover an area of concern that you haven’t fully addressed. Grab hold of that concern and handle it properly, then go for the close again. Remember, the average sale is not closed until after five closing attempts are made.

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

Learn even more closes from Sales Closing for Dummies.

Filed Under: Closes Tagged With: asking for the business, closing sales, sales closing

Financial Services Guidelines for Asking Questions

March 30, 2012 By Tom Hopkins 1 Comment

Three Guidelines for Asking Questions

Because asking good questions is such an integral part of good selling I’ve given the matter a lot of study and thought over the years. I’ve boiled down all that knowledge into three basic guidelines.

Guideline #1. Establish a bond before you attempt to control the process with questions. Establishing rapport is essential because people want to do business with people they like and trust. They’ll never get to the trust issue if they don’t like you. There’s no need (or reason) to attempt to become “best buddies” on the spot, but it is important that your prospect comes to like you very early in the process. This is one of the reasons for the brief chit chat that takes place before the selling begins. [Read more...]

Filed Under: Financial Services Tagged With: asking for the business, financial services, insurance, questioning strategies, sales closing, sales skills, selling skills, talking with clients

The Inflation Close

March 15, 2012 By Tom Hopkins Leave a Comment

As much as we all hate the idea of entering a period of inflation, indicators are showing that there is very likely going to be one in the not-too-distant future. I don’t want you to be caught by surprise or to wonder how to make sales during an inflationary time. The recent Great Recession has been tough enough. Let’s be well-prepared to sell during the projected upcoming inflationary times.

The Inflation Close is used to help people rationalize parting with their money for something that either earns a greater return than the inflation rate (such as certain investments) or to improve their lifestyle with products and services whose investments are likely to increase. [Read more...]

Filed Under: Closes Tagged With: asking for the business, closing, closing sales, sales closing

Getting More Business from Existing Clients

March 8, 2012 By Tom Hopkins Leave a Comment

In my comprehensive selling skills book, How to Master the Art of Selling, I teach three ways to get more business from existing clients (Chapter 18). I like to think of it as “expanding your sales volume.”

One system for expanding your sales volume covered in that chapter involves using your imagination. Keep thinking of ways to add-on accessories, warranties, extended programs and additional products. Share different uses for your product or service with your existing clients. They may only have thought about using it for a single purpose. When additional benefits are recognized, additional needs may also come to light. [Read more...]

Filed Under: Selling Skills Tagged With: Qualifying, sales closing, sales skills, selling skills, talking with clients

The Alternate of Choice Close

February 28, 2012 By Tom Hopkins 1 Comment

In my sales training, the Alternate of Choice question is usually used to get a date or time commitment to visit with a future client. The Alternate of Choice is a question with two answers — either answer is an agreement. The key is to give two solutions that both lead toward the sale.

Another great use for it is regarding a location for a meeting or to deliver product. By giving two choices, one or the other is usually chosen. This is much better than what happens when you give one choice and the only other option is “no.”

The Alternate of Choice can also be the most simple close you will ever use.

Phraseology: “John, you’re really a whiz with that new software today. Would you prefer to train your staff yourself, or shall we provide the training?”

Either way, he needs to own the software in order to train, doesn’t he? [Read more...]

Filed Under: Closes Tagged With: asking for the business, closing, closing sales, sales closing

The Competitive Edge Close

February 21, 2012 By Tom Hopkins 1 Comment

If you’re faced with a client who doesn’t want to make a decision about your product, service, or idea, you can tell a competitive-edge story to help them along. These stories don’t need to be elaborate, and they’re not meant to talk your clients into anything they don’t want or need. The stories just remind clients that they have competitors. So if you’re not telling them anything they don’t already know, what’s the appeal in competitive edge stories? In a word, survival.

“John, remember that many of your competitors are facing the same challenges today that you are. Isn’t it interesting that, when an entire industry is fighting the same forces, some companies do a better job of meeting those challenges than others?

My entire objective here today has been to help provide you with a competitive edge. Gaining a competitive edge, no matter how large or small, makes good business sense, doesn’t it?”

To read all of my closes, get a copy of Sales Closing for Dummies. To listen to them delivered and learn how to write your own, listen to my audio titled, Academy of Master Closing — available in both CD and MP3.