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.

17 Highly-Guarded Strategies to Close Every Sale – Strategy #1: The Fear of Closing (1 of 2)

You have to combat the fear of closing to overcome that obstacle. You can’t even move forward in the sales process until you have conquered this fear. The underlying fear of closing is the fear of success. Your mind is saying is, “What if I actually create a relationship with the person, open up a relationship, develop a bond with the person, and they trust me to do business. All of a sudden, I’ve got the right to close the sale and earn that 6% commission.” Let’s say 6% of $1,000,000 is $60,000.00. You have never earned that before so your internal belief structure is full of fear. Not only is that a lot of money, but the responsibility that goes along with it and the dedication to the client is terrifying for most people.

You must self-develop and stretch yourself. I have seen so many people that have a great product, have a great service, and they have an absolute right to earn huge income, but they have a fear of closing. They simply don’t believe in themselves enough to take a step of faith and just do it. The only way to combat that underlying fear of closing that is holding you back is to get totally immersed in self-development. I’ve never met a person that invests time in personal development material that is completely shell-shocked at the thought of closing. Why? Because their belief in their own abilities and their business vehicle outweighs that fear.

Don’t even think about giving me the excuse that you don’t have time or the money to invest in success and motivation. It’s literally minutes and pennies a day! Isn’t your success worth that? If you don’t know where to start, then become a member of our Lifestyle Freedom Club where you have the ability to immerse yourself in personal development 24 hours a day, 7 days a week. We bombard you with incredible information that allows you to build a solid foundation of self-belief. You see, I love to close. Why? Because I know that I am opening long-term relationships with people that want to succeed. Print this out, circle this, and put it in front of you: “I love to close, because I am opening up a long-term relationship.”

Like I said before…When one door closes, another one opens. Isn’t it amazing to know that every time you close a sale, you open a door of opportunity not only for that customer but also yourself. You must internalize that opportunity and look forward to closing the sale so that you can open those life-changing doors.

THE WINNER’S MINDSET VS. A LOSER’S MINDSET

We all have the ability to make decisions that will determine the ultimate outcome and the achievement of our WHY in life! There is a very thin line between being a Winner or being a Loser. The Olympic Games are a great example of this statement. You could win a Gold Medal by beating your competitor by the tiniest one thousandth of a second! When you compare life to the Olympics, it is the same. You need to always maintain a “Winner’s Mindset” in order to attain your WHY in Life!

The following is a comparison of a Winner’s Mindset vs. a Loser’s Mindset.

Where are you? Better yet, where are the people who are on your Mastermind Team?

W – The winner is always part of the answer;
I – The loser is always part of the problem;
N – The winner always has a program;
N – The loser always has an excuse;
E – The winner says, “Let me do it for you;”
E – The loser says, “That’s not my job;”
R – The winner sees an answer for every problem;

VS. – The loser sees a problem for every answer;

L – The winner sees a green near every sand trap;
O – The loser sees two or three sand traps near every green;
S – The winner says, “It may be difficult, but it’s possible;
E – The loser says, “It may be possible, but it’s too difficult.”
R – BE A WINNER!!!

Now you truly need to make a conscious decision to be a Winner and always maintain a Winner’s mindset in order to win the Gold Medal in YOUR life! Just like Olympian athletes, you need to train EACH AND EVERY DAY CONSISTENTLY to win your Gold Medal! The #1 training method is to continually feed your mind with top-quality mental and motivational nourishment. As you feed your mind, the winner’s mindset will start to flourish.

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.

PAYING THE PRICE

Time and time again, we hear that there is a price that must be paid for any achievement in life of great value. I know that everyone reading this will eventually have to deal with a major hurdle in your journey to success, and you will need to know there is a price to pay. Therefore, my compilation of articles over the next five weeks could be life changing for you. This week I am going to focus on the first letter in the word price, “P”, which stands for persistence. Persistence is defined by Webster’s Dictionary as “to go on resolutely or stubbornly in spite of difficulties”. The #1 word here to internalize in your spirit is the word “go”! Go means to keep on keeping on when everyone else and even you may say to yourself – What am I doing? When you say something like that to yourself remember this quote “And let us not grow weary while doing good for in due season we shall reap if we do not lose heart”. The key word to internalize from this citation is “reap”.

Most people have big dreams and goals, but when it is time to be persistent and go on towards reaping their harvest ninety-five percent of these big dreamers fail to pay the price. There are thousands of people who say they want to win in life and be the best they can be for God, their family and themselves! But and this is the big BUT, when the road to success gets a little tough most of these same people give up, quit or make an excuse like “it just wasn’t for me”. I would rather not go on and just focus on what I wish to reap from my work than fall victim to the mindset of “well, it just was not meant for me”!

The first letter “P” in price means to expect that you will be in a situation where it would much easier to quit than to go on and be persistent to win. Today, you need to commit to your goal and say – I know there is a price I am going to pay – I expect it -I accept the challenge – I will win -I will pay the price and put myself into that 5% ratio of people who pay the price to fulfill their ultimate Dream! Remember, you must be persistent as you pay the PRICE to achieve your Why!