17 Highly-Guarded Strategies to Close Every Sale – Strategy #12: You’re Right About That

When the realtor that showed me the home that Christie and I currently live in asked me, “So, what do you like best about the house?” I actually said, “I absolutely love the view. I am so close to the course that I can actually chat with the golfers.” We wanted a view where we could see the sunset. That was really important to us. I also liked the pool, but the view was the selling point. However, there were other things in the home that we didn’t like, and we knew that we were going to have to remodel the majority of the house.

In my situation, I negotiated a great price with the realtor due to the fact that we did like something really great about house. But let me show you how the “You’re right about that” strategy would have worked for the realtor. After I told the realtor my thoughts about the view, he should have said: “John and Christie, you’re absolutely right about that. That is a gorgeous view and the sunsets are absolutely spectacular.”

Why would it benefit the realtor to make that statement during the sales process? He would have enhanced the one very thing that we absolutely loved about the house. Let me give you another example. You are in car sales and your buyer just drove the new BMW 5 series. You
can tell that she absolutely loves the car, but has some price objections. After the test drive, you ask her “What do you like best about the car?” She says something like “I love the way that it drives.” Your response begins with “You’re right about that.” Then you expound upon the unique driving style of the car and what she really likes best about it.

You see, we are moving through the successful sales process:

Opening

Presentation

Asking, “What do you like best about it?”

Listening to their answer

Agreeing with the buyer with “You’re right about that”

Focusing on the strengths of the product, service, business, etc.

Closing the sale with the paperwork that you have already prepared

Ultimately, creating a long-term relationship

Strategy #12 Champion Tip: Use “You’re right about that” enhance what the buyer really likes about the product.

17 Highly-Guarded Strategies to Close Every Sale – Strategy #11: The Opening Million Dollar Question

I’ve already shared a little bit of this strategy with you, and many of you have seen me teach this live at boot camps. It is so crucial. Close your sales presentation with an open ended, positive question. Let me break that down for you before I get to the million dollar question.

Open-ended means that you are stating a question in a way that it is going to encourage a full answer. You aren’t going to allow your potential customer to get away with saying something like no, yes, uh-huh or any other answer that doesn’t give the opportunity to know exactly what they are thinking about your product, service, business, etc. This type of question also clearly lets the business prospect know that you are finished with your presentation, and it’s their turn to ask questions or voice concerns.

Let me give you a few examples for those of you that sell real estate: “John and Christie, what did you like best about the home?” do you see how that question empowers the buyer to not only answer the question fully, but also to focus on the positive things that they like about the house first? What you are doing is you are extracting, developing, and building from them a positive response. What if you would have said this instead: “John and Christie, what did you think about the home?”

That’s a horrible question! Why? Because most people “think” negative. You never want to ask anyone what they “think” about your product, service, business or whatever your selling. Those are weak words and don’t empower the buyer to do anything other than to complain.

After you ask the open-ended, positive question, you just listen to their response and then build off of that response to handle their questions and concerns. I already let the cat out of the bag in which it is likely obvious to you that the real million dollar closing question is “What did you like best about it?” You will just replace the “it” with whatever you are selling.

The next few strategies are short and sweet and tie together so make sure that you are taking notes and not skipping ahead on the reading.

Strategy #11 Champion Tip: Always use open-ended positive questions at the end of your presentation to empower your buyer to answer the question fully and in a positive manner.

17 Highly-Guarded Strategies to Close Every Sale – Strategy #10: Closing/Opening Words

When you show your sales presentation, never use the words “if” or “think.” I hear so many people say, “If you like this product, you may want to think about getting a hold of it today. These words are deadly words. If and think are fear-based words that cause your potential buyer to question whether or not they really want to close the deal.

Instead, use words like “I believe” or “When you invest in the package” or “What did you like best about it?” Did you see the flip switch there? The language went from questioning the sale to empowering the buyer to invest in the product/services. Every word that you say during your presentation has to be focused on closing the sale and opening up the relationship.

These are the top four closing/opening phrases that you must use at the end of your presentation:

• Let’s recap
• Let’s summarize
• Let me tie it all together for you
• With that said, do you have any questions?

No, you don’t use all of them at one time. You can just use one phrase to sum up your entire presentation for the customer.

Many of you have seen me use these same phrases in e-mails and at live events when I present my product offer from stage. It’s a closing strategy that brings it all together.
If you don’t have a recap after your presentation, you often lose key points in the mix of things. It’s also a great way to transition from your presentation to your close not matter what you are selling or who you are selling to.

I highly suggest that you record every single presentation that you do so you can listen to your words and hear what you sound like. You will be able to determine how effective you were in not only tying everything together, but also using positive keywords. Don’t make it so obvious to the client that’s listening. Just stick a recording in your briefcase so that you can hear yourself. Believe me. After you do this a few times, you will pick up on everything that you said that may have jeopardized your sale or relationship with the client.

Strategy #10: “With all that said, let’s recap. Let’s summarize. Let me tie it all together for you.” You are preparing for your closing and confident in what you have just presented.

17 Highly-Guarded Strategies to Close Every Sale – Strategy #9: An Offensive Mindset Versus a Defensive Mindset (2 of 2)

There are many people that I meet at seminars, but many of them never “do business” with me that particular day. I don’t huff and puff about their decision not to invest in my products and services. That’s fine, because I believe in creating long-term relationships. I believe in the near future, they will invest in one of my product or services. Maybe they become a member of the Lifestyle Freedom Club, attend a boot camp or hire me to do a motivational seminar for their company. I handled that initial rejection of my products and services appropriately and welcomed them to tie into my emails, tele-classes, etc., which led to their investment at a later date. Creating long-term relationships despite not closing that initial sale is a huge part of maintaining an offensive mindset.

What if I would have responded with a defensive mindset? “I don’t need their money anyway. I would rather keep my products, because they aren’t going to use them.” The chances of that person tying into my company resources and investing at a later date just flew out the door. Who wants to do business with someone that gets so defensive over another person’s decision not to do business at that time? More importantly, why would that person refer you to anyone else that is looking for the product/service that you have to offer with an attitude like that? For most people, it’s easy to get hot under the collar when a buyer is talking bad about a business that you believe in, but always remember the importance of opening those relationships. You can remain strong in your convictions about your business without completely ruining the sale. Just focus on the question or concern and address it with the reasons that you stand behind your product. You can even say something like, “That’s an excellent question.” If they say, it costs too much, then simply say, “I see you’re concerned about value?” Instead of giving off the feeling that you think they are just being cheap. Strive to satisfy their questions with your belief. Remember, if you don’t believe in what you are selling, then stop trying to sell it to others.

Strategy #9 Champion Tip: Maintain an offensive mindset that’s full of energy, excitement, focus and strength. When questions arise, get excited. Stand behind your business product/services and allow your belief to drive you to handle all questions and concerns.

17 Highly-Guarded Strategies to Close Every Sale – Strategy #8: Shotgun Versus Sniper (2 of 2)

Let’s say for real estate, the time of the showing will vary due to the factors involved in showing the home, but still don’t drag out the showing. Be prompt and courteous of the buyer’s time. After the showing, ask the buyer, “What did you like best about the house?” Of course, they will tell you the positive side of things after the question. This question will lead into them telling you what they didn’t like about the house such as they really wanted a view of the ocean. You still have the upper hand in this situation, because you can respond with something like, “Excellent! As a matter of fact, I have three more homes with that a view of the ocean that I can show to you tomorrow.” Even though that house wasn’t for the buyer, you listened and focused in on the buyer’s need to have the opportunity to show them a few other properties.

I know that I can sell product that I believe in, and I mean anything – real estate, high-end cars, furniture, nutrition, kitchen cabinets, anything under the sun, etc. Give me a sales presentation to do, and I will outsell the number one salesman, I guarantee it. It’s not based on my knowledge of the product. The end result of the sale is all about my belief in myself, the product and the sniper sales process. I’m confident that I can show the plan, handle the objections, close the sale and open a relationship with the prospect. It’s not difficult. You just have to be laser-focused!

That’s why most salespeople never achieve any success, because they never get to the point. They just go on and on and on and on and on and on. Excuse my language, but I call it diarrhea of the mouth. By the time the salesperson is finished, the client has already decided not to invest in the product. All that useless information is highly ineffective and completely unnecessary.

You have to out-listen your competition. Since you know that most sales professionals talk too much, just make the decision to out-listen them. Listen to that potential client’s
questions and concerns like you are being told the biggest secret in the world. You have to have ears like Dumbo tuned into every word that they are saying. Of course, your ultimate goal is to outsell your competition, but you have to out-listen first and then your sales will skyrocket.

Strategy #8 Champion Tip: Become a sniper and focus on your target. Out-listen to outsell your competition.

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