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The Top 10 Rules To Close The Sale
By Grant Cardone
These days too many sales people
spend too much time selling and
no time closing. These two are
completely different arts.
Selling requires you to sell
features, benefits and get
emotional involvement while the
close requires persistence and
logic to make sense of getting
your customer to make a
decision. Closing directs them
to take action and exchange
money for your product or
service. The world is filled
with sales people who never
commit to the art of closing the
deal! Here are my top 10 rules
to getting you that yes and
close the sale.
TOP 10 RULES TO CLOSE THE SALE:
1.) Always be seated.
Never present your proposal
while you are standing. You
don't close the sale that way.
Sell on your feet close from
your seat!
2.) Always present in
writing. Never talk about
your proposal without presenting
it in writing. Always present
with a contract rather than with
a conversation.
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3.)
Always clearly communicate your proposal.
Don't mumble. Clearly ask for the order to
close the sale. "Sir if you don't have any
other reservations, sign here."
4.) Always make eye contact. Make
direct eye contact with your customer, be
confident and determined to earn the
business now not later. Practice this often
so that you can maintain eye contact to
close the sale.
5.) Always have a pen available. The
sales person that doesn't have pen and
contract ready is not a closer. Never be
without a pen and contract so that when the
opportunity is there, you don't miss it.
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6.) Use humor to relieve
pressure. I have never met a
closer that didn't know how to
use humor to relieve pressure. I
have hundreds of little
one-liners to relieve pressure
and close the sale.
7.) Always ask one more time!
Most sales people never ask
for the close one time, much
less the 5-6 times that is
necessary.
8.) Always have an arsenal of
closes available. You need
to have closes for every
possible stall and objection the
buyer can throw at you. It's
human nature to resist a
decision. Remember, the buyers
don't make sales, you do.
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9.) Always stay with the buyer.
Never leave the buyer if possible.
You want compression in the close so
that the buyer cannot get away from
the idea of making a decision. I've
even traveled home with the customer
in order to close the sale!
10.) Always treat the buyer like
a buyer. Regardless of the
buyer's financial situation or
reasons for not being able to close,
always continue to treat the buyer
like a buyer despite what they tell
you.
Follow these top 10 rules to close
the sale and master the art of
closing. Remember, if you ever need
any help to get you started or even
just want more ways to close,
download my "Close the Sale" app
HERE for access to 300 different
closes!
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ABOUT THE AUTHOR:
Grant Cardone, author of Sell To Survive, is being called The Entrepreneur for the 21st Century. Starting from modest beginnings, he is now the founder and owner of three multi-million dollar companies: a successful software company, a sales training and consulting business, and a real estate company with a portfolio valued at over 100 million dollars. Cardone also speaks internationally to industry leaders, managers, CEOs and entrepreneurs on sales, money, finance, business strategies and business expansion. visit http://www.grantcardone.com
Article Source: http://EzineArticles.com/?expert=Grant_Cardone
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