From the Masters of success video training series featuring
J Douglas Edwards
Unlock the Secrets to Persuasive Selling
Sales is more than just showcasing a product or service; it’s about creating a
decision. Professionals and amateurs alike know that closing the sale is the
defining difference in the art of selling. In today’s fast-paced economy,
consumers are trained to want things, but they are equally trained to
procrastinate when making decisions. How can salespeople overcome this
natural hesitation and guide their prospects toward a confident “yes”? The
answer lies in perfected closing techniques. These techniques must be learned
until they become internalised. Once internalised, they can be used in
combination with tremendous powers
Why Closing Matters
Closing isn’t about forcing a decision—it’s about persuading buyers to act on
their own desire to say yes. Prospects already want the product; however, they
need an excuse to commit to the purchase. This is where skilled closing
techniques come into play, providing pleasant opportunities for clients to
overcome resistance and move forward.… Please check out www.thesalesdoctor.com.au … E-books …
25 BEST CLOSING skills for you to learn and internalise whilst becoming a
master in the art of closing sales edited by the Sales Doctor, David Jackson.
Understanding Buyer Psychology
In free-enterprise economies, buyers are conditioned to want things. On
seeing a new product or service, an automatic reflex kicks in: “I want it, I want
it, I want it.” However, this desire clashes with an equally strong inclination to
procrastinate. Sales professionals must strike a balance—resolving objections
while turning hesitation into enthusiasm.
A Salesperson tells, good salespersons explain, a great
salesperson demonstrates … Harvey Mackay
Powerful Closing Strategies
To succeed in closing, let’s explore some of the most effective techniques:
… Please review www.thesalesdoctor.com.au … CLOSING SALES
ENCYCLOPAEDIA … Over 100 closing techniques including real estate and
automotive specific examples … All with examples for you to learn from.
Reduction to the Ridiculous
One of the most common objections in sales is the price. Clients often say, “It
costs too much.” This technique breaks the total cost into smaller, manageable
amounts. For instance, a cookware salesperson might reduce a $385 purchase
into a cost of just a few cents per meal, presenting it as a tiny daily investment
instead of a large upfront sum. This reframing helps buyers see the value in a
way that feels achievable.
Addressing “See John” Objections
When prospects say they need to consult someone else—be it an attorney, a
spouse, or a friend—the “See John” close provides clarity. By confirming the
prospect’s satisfaction with the product and asking them to call their intended
advisor immediately, this technique either resolves the objection or uncovers
underlying resistance, which can then be addressed directly.Turning “I’ll Think It Over” into Action
“I’ll think it over” is a common stall tactic, but it’s too vague to handle
effectively. This method reduces the hesitation to specific objections, allowing
the salesperson to tackle them one by one. By clarifying whether the issue lies
with integrity, benefits, or cost, objections become tangible, and the
salesperson can work to overcome them
Ask … What is it specifically you need to think over, is it this or is it that?
The Secondary Question Close
This approach poses a major decision question followed immediately by a
minor alternative.
For example, a real estate agent might ask, “Would you prefer to move in on
the 1st or the 15th?” Choosing the minor alternative choice question subtly
commits the prospect to the larger decision.
The Question Summary
This professional-level technique involves listing every objection the prospect
might have and addressing them systematically. If all objections are resolved,
the prospect has no reason not to proceed. This close requires deep product
knowledge and confidence, making it ideal for seasoned professionals. Use a
pad and paper all preferred computer or iPad to make a valuable list of the
concerns.
“People don’t care how much you know until they know how
much you care”….Theodore Roosevelt
Becoming a Closing Pro
To excel in closing sales, you must continually practice, drill, and rehearse. As
highlighted in a study of successful salespeople, top performers can recite an
average of 57 different closes. The key to their success lies in their preparation
and ability to adapt their techniques to different situations.
“Establishing trust is better than any sales technique” … Mike
PugliaCheck it out … Our ENCYCLOPEDIA OF CLOSING SALES is now
available www.thesalesdoctor.com.au. It contains over 100 closing skills for
you to select your favourite from. All the closes are shown with examples.
Good Selling!
Before your day begins, warm up by practicing your closes. With mastery
comes confidence, and with confidence comes sales success. Remember,
every close is an opportunity to help clients make decisions they already
want to make.
Are you ready to become a closer? Start practising your skills and watch
your sales and confidence soar!
Good Selling … TThe Sales Doctor.