D.J. Cash

Julian ESBL art of the deal – Part 1

Julian ESBL art of closing the deal in January

This is part 1 of the sales closing process and I really insist that if you want to learn how to close, then you should read here first. However, you will know immediately that I'm not really going to talk about closing treatment in any technical means, such as enumerating the different types of locks or any magic line that makes your customer to buy from you immediately. Unfortunately, have to wait a bit for different closure types, and as to the lines of magic, well not exist. Sorry.

I do not want to lose here and we encourage to believe that at the end of this chapter you will be able to close any sale agreement to be signed. But I will tell you that if you take into account what I say, the figures sales, conversation rates, and general ability to close most definitely better. But look at the broader picture of the sales process first, and not only focus on the close. Look what that leads to the closure, the process that must continue to pursue successful closing. That is the crux of this article.

When I first arrived in the telemarketing industry in 1990 that wanted to be the best in the business and earn £ 100,000 a year and drive a Porsche. That's all I wanted when he was 21 years. It seems very profound to me now when I look at my needs, desires and goals of today. At that time all I wanted was a lot of money and a fast German car, probably not unlike many people at that age in sales. He was fully oriented money, my goals were money, and my discussions focused about money and how he would spend when they finally got it. I looked at the older boys of the brokerage I worked, especially those with cars sports car parked in the company. I knew I could do it, I knew I could do it. The only problem was that at that time had no idea how to sell.

I knew that all people in working with fast cars in the parking lot were good at closing. So my first point of call in sales trip was to learn how to close. I was already aware of the sales book he was reading that sale was a process and that the end point of this process was to close the treatment. I remember reading somewhere that there was no such thing as a sales person can not be closed. So I made it my ambition to become the best closer in business, or at least the best in the company where he worked. I read books about closing, I knew kind of closes the 'Winston Churchill' to '1 in 10 'close. A4 pages had stuck in my writing desk with locking in a script. And gradually I became good at my job and good at closing. I made the car faster, income and all the other bits and bobs that go with that type of lifestyle. But the problem is that it took me so long because I thought it was just about to close the deal. I could not be further from truth.

I would buy a book on sales training and flick straight to the area spoke of closing. I forgot all other elements in the sales process, such as fact-finding, relationship building, and listen so. Do not get me wrong, I did do to some extent these things, otherwise I would never closed a deal. But they did not have huge consequences for me, never stopped to think about why not close a particular client. I never stopped to think what I could have done better to close the next time, I just threw him into the pile of burnt and moved to the next. Luckily for me, when I started in sales in the UK was going through a boom period, and nobody cared that I was too leads as if they were going out of fashion.

In retrospect, I wonder how many deals closed for me with that view tunneled on sales. Pure desire helps you gain absolute horrible amount. But the fact of the matter is that sales is a process. I can not speak with a potential client for the first time and ask if they would like to pay with Visa, MasterCard or American Express for my service before establishing if necessary, tell them about what I have, done to find, qualify, and such might even throw in a few trial closes. There are many things I had to do in the sales process before they actually come to the same close, and that's what I want to talk about today.

I used to think that the closure process was about to simply use a line of demarcation that resulted in the client to say yes to the offer. But the crux of the matter is that a lot more for that. When I started in sales I would be very interested in going after a release so he could use a closing line of my client potential.
For those of you who are not aware of what a line would be close I'll explain one of the simplest is closed at the disposal of 'Red Green or Close.

Red or Green Close
"So, Mr. Prospect, we talked about the widget I have in my books, and you can see clearly that there are plenty of things that could be provided to make your life much easier, so you want to do, (any of the following endings qualifies as a closeup of red or green.)

1. Take delivery today or tomorrow?
2. Would you like three at the discounted price or use the water with?
3. Go with the basic version that fills rubber or mink?
4. Take red or green?

Everything that is red or green offer is closed choice between one option or another and avoid offering the prospect of the election to say no. These small tricks work to some extent. (In my course Telesales Stories training is actually training to encourage the client to say NO. Leave Trust me, I have taken from my senses, just look at developments in the next months and all will be revealed.) However, the problem is that if they are the only strings in his bow sales then be paid into the difficult waters. These were only 5 of the endless list of problems that might encounter when you ignore the sales process and just concentrate on closing.

1. techniques pushy sales
2. Customers are falling out of bed
3. Mayor burn rate
4. Load
5. Complaints – Complaints serious

I just go to speak on the first item in the list above, because all these and many more points are discussed in detail in my stories Telesales Training Course.

Insistent Technical Sales
If you ignore the sales process can not fail to annoy someone somewhere along the line of sales. Believe me, it bothers me a lot of people in my early days of the sale for not listening to the customer what he said. My point is that almost all the sales calls you make, that shoots up and potentially ruin your chances to close the deal if the only thing on her mind is going to end. One of the problems that used to experience was that I was so gung ho to a deal that I literally would ignore the fact that I could hear the voice of the customer who did not want to go ahead with the deal. But as I returned with close after about that pushed so hard to be yes or hung up.

In those days I thought I was a winner in both cases. If you said yes, I punched the air and scored another for sale on the sales board. If I hung up, then I realized that was his loss and I moved to the next customer. My philosophy in those days was simple: "This is a contact sport, the more I get in touch, the more sales I do. 'And that was how I lived my first year in sales. I lived to close the deal, and that was my problem, I just thought of closing. I called as many people as I could every day and went to the close 5,6,7,8,9 or even 10 times in each sales conversation. Customers either belt or hung. Now, for me it's unethical, tender, or a convenient way to sell. In fact is not selling, it's almost intimidating, and that's not the way to be a great success in the field of sales.

The title of this article is "close treatment Part 1 ', and the first thing you must understand if you are good at closing deals then you should see the entire image or process. Sales is like a puzzle. There are many pieces of the final result and not just one thing. So the first thing you have to get into your head is that there is a process to follow.

I am going to refer to selling process in virtually everything I write about sales ratio because it is the backbone of the skill.

I have adapted my own process of all the different I have chosen the path alone and is called The order process and I will talk about that in another article. The sales process is first ever explained to me was in 1990 and it delivered and wrapped in old age AIDA acronym which means:

Attention
Interest
Desire
Action

And for anyone that start in sales that can not go wrong if you follow this easy process. There have been books written about this process, but if I had to summarize in a paragraph would AIDA in this manner.

You have to get customers' attention before they can enter your presentation. Once you have their attention, then you need that are interested in the fact find and release seeds seduction. Now, once there is an interest in what he has to say, this case is to convert that interest the desire by using features and benefits and the molding of your product around customer needs. Once you have successfully done this case must be taken measures, ie, close to the deal.

The point of this article is the real point to close your car is the last thing to do in the sales process. However, from the time to utter his first word at the prospect that they have begun the closure process. You are closing early and never forget. If you adopt the attitude of wanting really help your client reach the fence, is that sales are more rewarding for you as your potential customers.

If you really want help your customer to buy your product you will find that you're going to hear more, understand more, interrupt less, and generally make the whole process more sales agreeable to both parties. And, if you get to the point of sale where the customer is not going to actually buy from you at this time, the call may end on an optimistic note, and has more chance to return to them at a later date and close the deal.

In short, you will have to look at the big picture in order to reach completion. Genuinely trying to help his client to get the best deal for you. Ask as many questions as possible to determine exactly what your customer wants, but so are their problems. Watch Julian ESBL Art of the Quick Bid 2.3 and 4 parts.

About the Author

Julesblee@gmail.com

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