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20 Rules of closing a deal (Always ask one more time! (figure out another…
20 Rules of closing a deal
Always remain seated
present on your feet, close the terms from your seat
keep your buyer seated as well
remaining seated you suggest that you are not done
Always present your proposal in writing
people believe what they see
talk is cheap
always have a contract available with you
Always clearly communicate your proposal
speak clearly and confidently
suggest
confidence
optimism
pride
credibility
Always maintain eye contact
look directly into prospect's eyes
It suggests interest
It suggest confidence in
yourself
your products
your service
what you are proposing
Always have a pen available for signing
All agreements require signatures
that requires ink
or electronic signature
Use humor to relieve pressure
make people feel good, inspired, or hopeful
Humor combined with the right techniques on how to close will make you unstoppable
Always ask one more time!
figure out another way to circle back after being told no
the only way to wear out resistance is through persistence
this area of persistence is a social issue
persistence is the sign of success and prosperity
winners never quit and quitters never win
Always have an arsenal of closes available so you don’t repeat yourself
prospects close after many attempts
many closes to handle all the various customer types and objections
9.Always stay with the buyer and reduce the number of times you leave the buyer alone
create and leverage credibility and believability with your customer
Always know you can come to an agreement
mental attitude
to be developed
to be protected
“where there is a will, there is a way.”
Always treat the prospect like a buyer
Regardless of the circumstances
no money
no budget
taxes
not the decision maker
can’t make a decision
Always maintain a positive demeanor no matter
the response from the buyer or, for that matter, from your own management
maintain an attiude of being positive
negativity always succumbs to positivity
the meek will inherit the earth
Always smile no matter the outcome, response, objection or communication
it regards your physical manifestation
smile big and smile always
walk around and see how children smile
with a smile
argue
disagree
negotiate
overcome objections
close
Always treat the buyer like they can!
Treat them like a buyer no matter what
You will create the buyer you believe them to be
15 Always acknowledge the buyer for any offer or communication they make
Take the time to say
I appreciate that
thank you
I want to congratulate you for making this suggestion
anything that demonstrates that you are listening to the buye
Always agree with the buyer
Disagreementonly results in not closing deals!
Lose the battle, win the war!
Always look for a solution
always keep things moving forward
not hold up the negotiations
“there has to be a way, let’s figure this out together.”
people appreciate those who never give up
Care so much you refuse not to close
Care more and you will close more
how much
you care
you want to help another
Use the full arsenal of closes
you must become familiar with every one of the tools available to you
become confident to use them all
Always know you don’t provide a service until you close!
the close is ultimately for the buyer not for you or your company
until the customer closes they can not benefit from your service or offer
Author: Luigi Poderico
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From an original idea of
Grant Cardone