Notes and audio from today's group call on Closing Skills

Closing Skills

Streaming

1. Closing is a natural ending to a great presentation.

2. In selling and in closing … the only “no” that counts is the last one before you quit.

3. If you follow the listing presentation verbatim … and you are sitting in front of a pre-qualified motivated seller … the close is simple. When you haven’t pre-qualified them and don’t know their motivation …the close is very difficult.

4. Always ask … “would you sign the contract please?” with a smile.

5. When you ask a closing question don’t speak until they do. See the movie Glengary Glen Ross

6. Always assume that they are going to sign your contract at the end of your presentation. You can make this assumption by following your scripts, by nodding and smiling, staying on track and asking a lot of questions.

7. A great appointment is when the prospect needs the services that you have to offer and they can see that the service will help them achieve their goals. This makes the close quite simple.

8. Being a good “closer” is more about attitude, enthusiasm, confidence and belief than it is about using strong words to intimidate the prospect.

9. Don’t be afraid to be direct when asking for the order … you don’t have to be hard or difficult.

10. Don’t be afraid to smile and use humor to break the tension that takes place in a closing situation. Humor is magic in selling situations.

11. Be sure to close a minimum of 5 times … since 80% of all sales take place after the 5th close.

12. They expect you to close to get a buyer to buy their house … so therefore they would expect for you to close them the same way.

13. You have to believe in your own value as a salesperson to get the

customer to believe in your value as a sales person. As the value to the customer increases the close becomes easier.

14. Ask for the order at least one more time than you are comfortable with.

15. Remember, you have to believe in yourself and your own value if

you expect to get paid on a regular basis.

16. They have invited you to their home for a reason. Your job now is to make a presentation, follow the script and get a contract signed. This decision is always made as a business decision. Make sure you make a good business presentation.

17. Create urgency when asking for the appointment … and create

additional urgency when asking to get a contract signed.

Next Week: Negotiating

Closing Skills

Streaming

1. Closing is a natural ending to a great presentation.

2. In selling and in closing … the only “no” that counts is the last one before you quit.

3. If you follow the listing presentation verbatim … and you are sitting in front of a pre-qualified motivated seller … the close is simple. When you haven’t pre-qualified them and don’t know their motivation …the close is very difficult.

4. Always ask … “would you sign the contract please?” with a smile.

5. When you ask a closing question don’t speak until they do. See the movie Glengary Glen Ross

6. Always assume that they are going to sign your contract at the end of your presentation. You can make this assumption by following your scripts, by nodding and smiling, staying on track and asking a lot of questions.

7. A great appointment is when the prospect needs the services that you have to offer and they can see that the service will help them achieve their goals. This makes the close quite simple.

8. Being a good “closer” is more about attitude, enthusiasm, confidence and belief than it is about using strong words to intimidate the prospect.

9. Don’t be afraid to be direct when asking for the order … you don’t have to be hard or difficult.

10. Don’t be afraid to smile and use humor to break the tension that takes place in a closing situation. Humor is magic in selling situations.

11. Be sure to close a minimum of 5 times … since 80% of all sales take place after the 5th close.

12. They expect you to close to get a buyer to buy their house … so therefore they would expect for you to close them the same way.

13. You have to believe in your own value as a salesperson to get the

customer to believe in your value as a sales person. As the value to the customer increases the close becomes easier.

14. Ask for the order at least one more time than you are comfortable with.

15. Remember, you have to believe in yourself and your own value if

you expect to get paid on a regular basis.

16. They have invited you to their home for a reason. Your job now is to make a presentation, follow the script and get a contract signed. This decision is always made as a business decision. Make sure you make a good business presentation.

17. Create urgency when asking for the appointment … and create

additional urgency when asking to get a contract signed.

Next Week: Negotiating

Thanks,

Bill

photo Bill Gross
Productivity Coach, Century 21 Masters
p:Bill.Gross | w:www.Century21Masters.com | a: 20803 Valley Blvd., Suite 206, Walnut, CA 91789
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