17 Highly-Guarded Strategies to Close Every Sale – Strategy #8: Shotgun Versus Sniper (1 of 2)

No, I’m not talking about the military. Listen up…Everyone walks into sales presentations like a shotgun. They try to blow up their prospects with tons of information, details, statistics and other useless knowledge. The presentation is not structured and takes too much time. The tactic is to confuse them to close them. Unfortunately, there are many sales managers that teach this tactic and it’s completely unethical. I can guarantee you that anyone that teaches or uses that type of closing strategy does not have long-lasting, profitable relationships.

Instead, be a sniper during your presentation. Know exactly what you need to cover briefly in order to close the sale and open the relationship. Share with them just enough to pique
their interest and generate questions. If you expect to handle every objection and every concern during your presentation, you are wasting your time. You can handle the majority of them, but there’s simply no way that you will be able to tackle every question and concern during the initial presentation.

Unlike a shotgun, a sniper will focus in and take one shot at their target. No, I’m not saying to annihilate your customer, but you have to be as focused as a sniper on your ultimate goal. Your target is to close every sale and open up a long-term prosperous relationship. You don’t want to just confuse the daylights out of the person, close the sale and move on to the next victim. Once again, that’s unethical and no way to build a prosperous business.

Here’s a bonus for you. Most sales presentations should be limited to one hour. Yes, that’s only 60 minutes in which you will present your business/product for the first 30 minutes. The remaining 30 minutes will be completely devoted to any questions or concerns voiced by your customer. After you finish your presentation, ask them, “What did you like best about it?” This empowers the person to speak positively about our presentation. This is their time so just let them talk and ask questions. You basically shut-up and listen at this point.

A HABIT (Part Two)

One of my daily habits, which is the foundation of my life, is spending 45-60 minutes each and every morning feeding my body physically by exercising and feeding my mental spirit either by reading or listening to a motivational message to warm me up for the day ahead. Everyone washes their physical body and feeds their body every morning, but 95% of people will find an excuse about why they can not find the “TIME” to invest in a habit of feeding their MINDS! I consider this particular daily habit of mine to be the driving force behind my intense focus on success and living a dream life.

Is it easy all the time? Of course not, but when it becomes a habit – you will do it! If you commit today to begin each morning warming yourself up for the day ahead by feeding your mental spirit, your entire life will change in a very positive fashion very quickly. It is like driving a race car with the emergency brake on and you try to go ahead, but you can’t move. You stay in the same location with your wheels spinning, burning up, making a lot of noise, but not going anywhere! All it takes is to release the brake and you will fly towards toward your WHY in life!!

You need to review what your habits are and ask yourself…”Would I recommend MY habits to someone I truly love and care about?” Your entire future lies in your daily habits—positive or negative. You have the most powerful force right now in your hands, the ability to decide what your habits will begin to be.

HOW TO FINALLY TURN RESOLUTIONS INTO NEW YEAR’S RESULTS REVEALED

Are you tired of making all of those New Year’s resolutions, and then breaking them on January 2nd? Are you ready to learn how to finally turn your New Year’s resolutions into New Year’s results? The key word here is “new”, because you want to create “new” results. You must analyze your old year that has passed and your future, which means do not think “re-run/replay” instead think about forging forward into the New Year. In order to create “New Year” results, you must decide to analyze, develop and implement.

Spend about 60 minutes of uninterrupted time analyzing the last 12 months of your life. Examine exactly what you did over the last 365 days to create the results that you have now. Don’t worry about these results and don’t complain about them either. Simply analyze them and understand that you are exactly where you are today because of your actions over the past year. That’s right, your actions created your results in 2004. Your actions turned into your decisions that produced the results that your are experiencing.

Now, are you satisfied with your results in from last year? If not, then how do you turn your New Year’s resolutions into results? You must implement NEW action steps. New actions steps will create new decisions that will produce your new results. Analyze what you did every day to develop these new action steps. Look at your business. How large is your business? Have you prospected enough? Have you attended enough seminars? Have you invested enough money into personal self development? Are you a member of the motivational club? Have you taken advantage of all that’s available for you to produce the results that you want?

If you are not happy with your results from last year, then just imagine where you will be at the end of this year if you continue to take the same actions and make the same decisions. It doesn’t matter what kind of resolutions you make if you don’t develop NEW daily action steps.

I challenge you to forget about those New Year’s Resolutions; instead, analyze last year’s results then develop and implement New Daily Actions that will lead to New Decisions and produce New Results for your New Year!