Brian Tracy's 24 Techniques for Closing the Sale - 1

[Music] number one closing technique begins with getting appointments is there anybody here who uses a telephone to get appointments you notice how difficult and frustrating is many people do not use the telephone because they've been rejected and turned down so many times on the telephone that the very thought of it causes them to be angry and frustrated and tense so what they do is they find every other way possible to make contacts and the telephone of course is the finest and the fastest way if you know how to use it properly so in approaching a

prospect and using the telephone the key is this that the first thing that you say to the prospect once you have found out who it is has to be something that breaks preoccupation grabs attention and points to the result or benefit of the product now let me give you an example I used to sell Believe It or Not sales training programs and I would qualify my prospects and I would call and make appointments and I found that I could get appointments nine out of 10 times with qualified prospects using this very simple technique what I

do is I'd call up and I ask the secretary I'd say who is the person who makes the decisions in this area who's the person who makes the decisions about sales training for your Salesforce they would say well that would be Mr Jones I'd say fine what is his first name please Bill Jones I find could I speak to Mr Jones hello Mr Jones this is Brian Tracy how would you like to see a method that would enable you to increase your sales by 20 to 30% over the next 12 months now if you're speaking

to the right person the question will be aimed at that's something that is of relevance and something that the other person needs now what do sales managers sit around and think about all day long increasing sales sales being down sales being up but increasing sales when you say would you like to see a system that will enable you to increase your sales by 20 to 30% over the next 12 months the first question or the next question the prospect asks is what is it and that's where you go into the close and when you are

telephoning for an appointment you are telephoning to sell an appointment not to sell a product the biggest mistake we make is we go in to start describing our product on the telephone and the person says well no I'm sorry I'm not interested can't afford I don't have the time and so on so all you do is you're selling 10 minutes you say that's exactly what I want to talk to you about I need about 10 minutes of your time I'll show you what I've got and you can judge for yourself if it's what you want

if the person says something like and I used to hear this they say how much is it they don't even know what it is have you ever heard that how much is it and this is the way you handle that you say Mr Prospect if it's not exactly what you're looking for there's no charge at all very good very good response get the price thing out of the way it's not exactly what you're looking for it doesn't cost you anything then the person says well could you tell me a little bit about it I say

well that's why I need just 10 minutes of your time just 10 minutes I'll be able to show you what I've got and you can judge for yourself if it's what you're looking for now the pro the person will often now remember this is that good prospects are always busy and hard to get to poor prospects are not busy and they're easy to get to if you call up somebody and you ask for an appointment they say sure come on over anytime you can be sure the person isn't going to buy anything from you so

you have to be very very very sharp in using the telephone now the person's going to say this the prospect is going to say this well could you tell me a little bit about it you say yes I would like to but there's something I have to show you now as soon as you say the word show you've eliminated the necessity to describe it on the telephone first says well uh could you send me something in the mail I say I would like to send it to you in the mail but you know how bad

the mails are why don't I drop it off personally sometime this afternoon now if the person is at all serious they'll say okay drop it off personally sometime this I say will you be there yes I'll be there okay about 3 o'clock I'll be in your neighborhood I'll drop it off personally don't mail information when people say send me some information in the mail what they're saying is go away I'm not interested and when you send it to them in the mail it goes right across the desk and into the waist basket if you're going

to send things in the mail what you do is you put in the envelope throw it in your own waist basket save yourself a stamp uh we make the mistake of thinking we can throw it in the mail and then and we're actually making sales no we're not making sales so what you ask for is 10 minutes and this is the key expression you be the judge you decide for yourself if this is what you're looking for and if you'll say it in that way the person will say well I don't know all I need

is 10 minutes of your time and you can judge for yourself because what this does is this says that you'll only be there for a short period of time you will put no pressure on the person you'll just show them what you've got like a Arab Trader in the bizar Lays out their wees if the person doesn't want to select one in 10 minutes you'll be gone now I have found that if you ask for 30 minutes you will have to wait for weeks maybe forever if you ask for 10 minutes you can always be

slipped in in don't make the mistake of doing the old Insurance salesman's trick God bless the insurance industry of saying how about 10:00 today or 2 o'clock tomorrow this alternative close on it don't do that because it's been used so many times that what it does is it insults the other person just say sometime this afternoon or maybe sometime tomorrow be very flexible once the person gives you a time now this is another thing they do they say why don't you call me on Monday and we'll set up an appointment and what you say to

them is this you say look I've got my calendar right here is your calendar handy dumb question of course the person said their desk their calendar is Handy you say let's set up a time right now how about 10:00 Monday morning don't allow yourself to be put off with this call me back on Monday nonsense because it's just another way of them avoiding seeing you remember the very best customers you'll ever have are the ones you're going to have to fight to get in to see they are the ones who are the best for you

so so when they try to put you off and they try to avoid you and they try to make excuses it's what they're saying is this may be a very very good customer and somebody's going to get to those person that Prospect and somebody's going to sell the prospect it might as well be you so just be persistent be polite be firm say look all you need is 10 minutes of your time just 10 minutes will do it 10 minutes you'll be able to decide for yourself and just sell 10 minutes if they ask you

about your product or service they I it's it's too involved to go into on the phone but it just be take 10 minutes and I'll show you what I've got and sell only that so if you cannot close on the telephone appointment you can't even get to first base and become good at it if you are shy about using the phone if you're anxious if you don't like to use the telephone it's because you've had frustrating experiences in the past okay [Music]