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.

17 Highly-Guarded Strategies to Close Every Sale – Strategy #7: The Power of Visualization (2 of 2)

Let’s say that you’re selling insurance and you open up the door of a potential client. You have to visualize yourself leaving with the signed insurance forms. Always have the agreement entirely filled out. Here’s the most important part…Always use a yellow highlighter to highlight where they need to sign rather than using red pen to make an X before their signature. People don’t like to sign contracts anyway so why would you use a big huge X red to mark the spot. It’s so negative. Using a yellow highlighter is less intrusive and more reader friendly than a giant X.

Also, never be fumbling around. When a person is ready to do the deal, you need to be ready to authorize the paperwork. You don’t need to be filling out their name, address, and all that stuff that you could have done before hand. Do everything you can prior to entering the sales arena. Prepare to close the deal. Flip the paperwork around, slide it across the table to the buyer, review the details and explain to him that you need his signature on the highlighted areas. Use positive keywords like authorize, endorse, agree, and invest. Show the buyer that you are serious about your business and building a relationship with them.

I challenged you to test this for 90 days. Test out the power of visualization. As you’re driving, obviously you can’t close your eyes, but speak the words. “Today is the day that my client is authorizing the paperwork to own the $1 million piece of real estate that I am marketing to him. Today is the day that he will take ownership of the million dollar piece of real estate that I am listing.” How much would those positive words and visualization change your sales revenues? The power of

visualization is unbelievable. In other words, not believable to the average person, but believable to the champion, and that’s what you are. I guarantee this will close your sales. Test it for 90 days and email me with your results at John@LifestyleFreedomClub.com.

Strategy # 7 Champion Tip: Invest time in the power of visualization. Visualize the paperwork being completed and endorsed by your new client. Remember to use a yellow highlighter instead of a red pen. Simple strategies yield great results.

17 Highly-Guarded Strategies to Close Every Sale – Strategy #3: Never Prejudge (1 of 2)

Let me share with you what the word prejudge means. Prejudge means making a mental decision prior to even engaging in a sales conversation or presentation. In your mind, you’re already saying “You know what? This person doesn’t have what it takes to invest in this home. This person doesn’t have what it takes to invest in this network marketing opportunity. This person doesn’t have what it takes to invest in this product or service.” Never prejudge a potential client, customer, or prospect. This will be one of the worst mistakes that you make in your career!

Remember, I was never prospected for the industry of network marketing. No one ever prospected me. I was a stuttering twenty-four year old kid from Yonkers, New York that was simply not attractive to the average business builder. Here’s the kicker…If someone would have prospected that stuttering kid, they would have earned over $1.1 million off the
business that I built. I learned the industry, and I was looking but no one ever approached me and gave me a chance to show my potential. Please don’t e-mail me and prospect me now, I earned my financial freedom many years ago and retired from network marketing. I still get prospected several times a day, but my answer will ALWAYS be no. Why? Because I respect the fact that many of my students are involved with various companies and I would never jeopardize those relationships by joining any company.

Back to the topic…people prejudged me. They looked at me and saw a 24-year old stuttering kid that worked for his successful family business and had a good education. They assumed that I was completely content with my great level of success. That mindset cost numerous people millions — literally over a million dollars. What they didn’t see was that I was tired of working around the clock and was actively looking for another way of achieving financial freedom. I was hungry for change!

Think about it for a second. I lived in Yonkers, New York. I was often in Manhattan or Long Island. These are very heavily populated areas yet no one, no one, no one (I’m not stuttering) – NO ONE ever walked up to me and said, “By any chance are you looking to earn extra income? Do you love what you’re doing? Do you want to be free?” Instead, people rejudged me. They walked by me every single day. It was definitely their loss!

Never prejudge. You must internalize this by saying to yourself, “I will NEVER prejudge someone in my business.” You never know where someone’s coming from. Don’t judge them by their dress, by the car they drive or where they live. You never know what’s going on inside their mind. Most people who you think have money don’t have it, and those you think that don’t have it, have tons of it.

When you meet a potential client, have an open mind. This was one strategy that catapulted my level of success. I treated every single person that I showed my business presentation to like they were my next top business partner. When you walk into a sales presentation and you’re already saying to yourself, “I don’t think this person has what it takes to invest in my product. I don’t think this person has what it takes to get involved in this business”, you are wasting your time. I don’t care what you are selling – alarm systems, high-end art, furniture, kitchen cabinets, real estate, insurance, etc.

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