Net Chatting Society of Anyone Choosing to Care

By Glenn Broder:

I’ve dealt with many sales forces and generally there are one or two “star representatives” that dominate the company’s sales and make the most money. This means that every word they say and every action, both tactical and physical, they take with a qualified prospect is for the purpose of comforting the prospect through rapport and setting up closing the sale.
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Skilled closers use their time with every prospect discovering exactly what will make the sale close specifically from what the prospect will have told them. I’ve trained hundreds of closers during my twenty-four year career and career satisfaction has always been of the utmost importance. Closing business is job satisfaction in our chosen field. Not closing is frustrating and maddening.
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I said “deliberately” close sales. Lack of confidence will never close sales. Closing takes supreme confidence. After making a polished educational presentation you will simply hold your prospect to their own words and responses and predictably close sales.
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By learning and knowing how prospects will generally react, in advance, and preparing for their response, you will build supreme confidence in your ability to generate new prospects, close the sale, and turn them into clients. The “Just a Yes or No, Please” structured selling system allows you to instantly set up a custom presentation for every qualified prospect you visit. You will use the client’s own responses as the guide for this presentation and you will close using the prospects own answers. The refinement of your presentation will increase positive results, dramatically. I will teach you new techniques for the use of words and questions which will help you expose new prospects, discover the real needs and wants of the prospect as well as how they like to make their decisions. These techniques will make for a more satisfying and comfortable closing experience for both you and your prospect. The system will work optimally because we will develop, and you will implement, an educational presentation, completely scripted to give you the confidence and the best opportunity for turning every qualified prospect into a client. This presentation will educate your future clients and answers every question they may have regarding their decision to do business with you. Closing like this is only successful if you are intentionally pursuing it as your goal at every juncture of the presentation.
The tactical use of words, questions, and confirmations will make your closing percentages increase markedly. Why? Practice and prepare for a positive result, visualize the positive result, and then execute with precision to achieve the positive result. The “Just a Yes or No, Please” structured selling system will allow you to prepare, visualize, and execute the presentation of your product or service, in any situation conducive to selling. Control equals closed sales. Lack of control allows the prospect to sell you on why they will not buy from you. Our goal is to consistently close as many qualified prospects as possible, and taking control of every presentation and prospect will let you achieve the highest return from all sales efforts. To facilitate your goals, we create a professional, polished, and proactive presentation custom tailored to your specific needs. You will educate all prospects, according to their individual needs. Most importantly the presentation will allow you to control and lead the prospects exactly where you want them to go. We must prepare and present so that every prospect question and objection can be neutralized during the presentation. The “Just a yes or no, please” structures selling system will prepare you for the highest possibility of closing success.

Tags: Business & Management //