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Using Closing Scripts I Vancouver Red-Seals Training, Coaching And Consulting

Closing Sentences In Sales Help You:

Try to use the sentences in a group of people first. A sales-team would be perfect. That way you get immediate response on the construct of your endeavors.

That's the masterminding way, solving problems by sharing them in the group. Spill you problems, there's always a person that knows the solution, for sure.

Then visualizing the material, like Einstein, making continuously pictures, little mind-maps. After a while you will have a map of the whole word.

The trick is replacing the models you got while you were a kid with more mature models and pictures as an adult. Every time you reach mastery in a domain, you pictures are powerful. Mastering multiple domains accelerates your vision.

In sales you want to paint the most powerful picture of a bright and sunny future using slides that portrait and feature visual images representing their outcome when they would use your products.

Ones you've done that, you do the same thing but in the negative picturing the world where the actually live in now. In other words, the worst case scenario.

Keep the client in this worst case scenario until they buy. That's right, only when they buy, they are allowed to relax and enjoy the rest of their life.

We call that boxing in. Imagine the client in a box were you keep him while he is asking questions. These questions are his limiting beliefs and limiting values.  Take away every limiting belief and value the client has.

After a while the client just wants to buy...

Oh, when you do a presentation only with pictures, people will stare at you. You've grabbed their attention!

Use your body language to keep rapport. Pace, pace, pace, and then lead taking their spirit up to the close.

After the presentation start looping. Tell your sales stories about the product, about yourself and about your company.

Keep adding positives and removing negatives.

In the loops, you want your stories as concrete as possible. Mention name, dates, places, actual snatches of the conversations you had.

So you need some script to help you looping, do you. Just use these sentences until you find your own, use metaphors:

First sentence after the presentation:
"Believe me, you will not be sorry. Sounds fair enough?"

Transition sentence:

"Great. Let me ask you a question.Does the idea makes sense to you?"

First loop:

"I hear what your saying. And let me say this..."

"If I was your contact for the last three years..."

"So if I got you... and got you... and it worked for you... you..."

"Let me say that based on everything you just said, our product seems like a perfect fit for you. All I'm asking is for you to give me one shot and if I am half right, believe me, the only problem you will have is that you didn't call me six months ago. Does that sounds fair enough?"

Second loop:

"I hear what your saying. And let me say this..."

About myself
Let me introduce myself to you. My name is Manon. I'm the account manager for Red-Seals... And I pride myself on getting my clients the best possible result. And I work harder than anybody out there. Last week I even came in on the weekend because...And I want to become the top salesperson in Red-Seals, not by being wrong. And not by not getting my clients the exact result that they want. My business is of referrals."

About my company
"And as far as my company goes. Red-Seals has been created to channel back the best training, coaching and consulting resources and tools we've created over the past decades to make education as accessible to as many people as possible."

About my product
"And honestly what is the worst that could happen... is that going to put you out of business. But on the upside what I can do for you, beside this transaction... (put in massive benefits, interrupt their decision-making pattern). And all I ask is this, give me one shot. Give me 90 days to prove myself to you. And if I even do this half as well for you as I've done for other clients. Belief me, the only problem you'll have is that I didn't call you 6 months ago and you started then. Sounds fair enough?"

Third loop:

"I hear that you have to speak to your boss. But let me say this. The true beauty (resell yourself, the company and the product). What exactly do you have to talk to your boss about?"

Then close him on this argument and ask for the sale!

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How To Get Your Sales Story In While Respectfully Answer The Clients Objection - The Closing Game

Asking for the close is like a habit of mine. I always ask for the close during the closing game. even twenty times. Why? Not letting the moment slip by!

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Most young sales-reps just ask ones for the close. They tend to sell and unsell the product multiple times. Getting the contract becomes just a roll of the dice.

Closing technique:

The first loop I only talk about the product. I don't talk about the company and myself. Some people will talk about all three.

The closing game starts just after you did your presentation and people ask questions.

So, I finish my presentation and add: "believe me, you'll not be sorry. Sounds fair enough?"

That's when the clients puts in objections and questions about what's on their mind.

Usually you got three possible answers:

1. I love it --> you give the client the contract and close the sale
2. I don't know yet, it sounds good but  --> you start looping matching their tonality
3. No way --> you start looping matching their negative emotion answering the questions and objections, getting their spirit up.

This is the point where the sales begins. If the client is totally not interested like in option three. You say thanks for your time and effort and you leave. Nothing worse than not respecting a clients opinion...

And yes, I know about sales reps that are capable selling ice to an Eskimo. Well, I prefer to sell ice-cream on a hot sunny day on the beach far away from any water source. Makes my life much easier, and the close that much faster.

At least you got the presentation in and they got something to think about for the next couple of minutes. I can always call them later with another proposition. They know this product now and they can alway ask for it, even if I have to hint at it!

For options one and two. We are going the long way. Asking for the close every freaking time we got a chance.

If they already like your product, you go:

Great, ....

If they don't know yet, you go:

I understand, and that's exactly why I'm...

Try to match the emotion they expose in their voice and posture. Start from this mirroring to get their emotion up until they are really exited.

Tip: You only talk when the client is looking at you. So, when you ask a question, just wait for the response. A client will think about what you just asked, so his eyes will go to the left or to the right.

Give the client time to look at you again and then continue with the conversation.

Reason is simple, the eyes betray his thinking pattern. Look at this map...

So, the more a client gets into the sales talk, the more he gets convinced he needs the product, the more his eyes will start moving from left to right, desperately trying to find the next excuse and escape root not to buy.

His brain will go in overdrive and you'll be the first witness to this really amazing phenomena. Relax and enjoy it, keep stacking argument to the conversation taking away negative beliefs and restricting convictions about you, the company and the product.

In the end the client will give in because you stay at this game of closing.

Remember, have the courtesy to shut up while the client is moving his eyes to the side, ergo is thinking. He's not listening anyway.

Tip: talk to the clients left ear, it gives you direct access to the brain. His right ear will give you some criticism, a critical answer you have to deal with.

Even if that happens, you want to be emotionally upbeat, the pure emotion will get them exited too.

The first excuses clients come up will be the most dumbest excuses you'll ever heard.

Examples:

Price to high...
I'm under contract...
My college is pregnant and when she comes back in 27 months...

Just keep looping...

After a while the real objections will pup up...

Keep going: "I hear what you say and let me say this..." telling a story about the product, yourself and the company and answering the objection that comes up.

So, if you directly answer the question that the client poses, the client is controlling the situation. And really, do we want that?

So , listen to the question, go " I hear what you saying and let me say this..." putting in a little story about yourself, the company and the product... and then answering the question the client just put forward.

We are parking the objection or the clients answer for just a minute... to get our own answer in.

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