All you have to do is to circulate, see the people, tell your story, be pleasant-and always be in there trying to close the sale.
Learn how to close and the world is yours.
You must earn the right to ask for the order! But then you must ask!
The close is everything.
Closing is the pinnacle of selling achievement...It's a science you can learn.
The close is the simplest, most obvious step of the sale.
You must be willing to miss in order to hit.
The top secret of closing: be willng to try to close all sales.
The plain truth: a salesperson who cannot go out and close sales (which seldom close themselves), who cannot make up customers' minds for them, who cannot overcome their procrastination, and who cannot bring in orders isn't a salesperson at all. He or she is a business visitor or a conversationalist.
Great closers always try one more time to close.
There's one other essential you need: the desire to close-a desire so strong everything in your life is insignificant in comparison.
High aim is what breaks sales records.
Winners are clearly defined, risk takers reap huge rewards, success requires grit and perseverance.
Never say no to a customer. Everything is negotiable.
Know your competitor's product better than you competitor does.
Think it through...work up the courage. You'll usually find a way.
There is nothing wrong in using a little pressure. Often it works.
Think, live, and act closing each hour of the day. Soon closing will be part of your persona and part of your life.
Try early. Don't be afraid to be turned down.
If you want success, copy from success.
There's more to closing sales than showing wares.
Expect success from morning till day-end.
Communicate by everything you do or say that you will close every sale.
Sunday, March 4, 2007
"If You Can't Close, You Can't Sell"
Since my first workday as "The Closing Machine" is right around the corner, I spent tonight reading a book that I've had on my shelf for awhile, Secrets of Closing Sales by Charles B. Roth and Roy Alexander. I only got through about 50 pages so far, but I underlined some of the passages that popped out at me. Nothing groundbreaking or earth-shattering so far, but I think it was a worthwhile read if only to get me in the right frame of mind.
Big Changes
I realize that in order for me to truly become a "Closing Machine," I need to make some significant lifestyle changes. There are only 20 business days left in March, which is not much time at all in the sales game. I'm going to need to do a few things, fast.
During 8am to 5pm Monday through Friday I need to resolve to cut out a few of my bad habits:
I can't stop working even after 5pm, and the following steps should help me in life no matter what I'm doing:
During work hours:
During 8am to 5pm Monday through Friday I need to resolve to cut out a few of my bad habits:
- No more eating out for lunch.
- Get off my ass and make more cold calls.
- Cut down on driving time.
- Be more productive with my time while I'm in the car.
After work hours:
I can't stop working even after 5pm, and the following steps should help me in life no matter what I'm doing:
- Get organized.
- Exercise.
- No TV.
- Read more.
Saturday, March 3, 2007
"The Closing Machine"
From this moment forward I am no longer John. I am John, "The Closing Machine."
I need to close some deals and make some money - and plain old 'John' just wasn't making the cut. My activity levels were decent (with room for major improvement) in most areas of the sales process - the phones, cold calling, prospecting, appointments, etc - but no matter how many proposals I presented, I wasn't closing anything. The clients would just sit on the quote for weeks without making any decision, or just end up doing business elsewhere at the last moment - even after an appointment to sign paperwork had been set. The old John was great at showing businesses that they had a need for his product, but just couldn't close any of them himself.
John "The Closing Machine" needs to have a different attitude. He needs to stop being such a "nice" guy to decision makers (because we know what place nice guys finish). He needs to bump up his activity levels and hit the streets harder. He needs to recoup some of his $56,000 revenue deficit from the first two months of the year and have an awesome March.
I know I can be a great salesman. And I see the potential for earning lots of money where I'm at. But I need to have a total attitude adjustment and start closing some deals real soon or I will most likely be out of a job.
This purpose of this site is to document what steps I'm taking to close some deals. I have several hot prospects already this month that I know are closeable. I also need to find new business so that April and beyond will be successful too. I will be posting any relevant tips and information on closing that I come across in books and on the web on the site as well.
I'd appreciate any advice and support. Please leave comments or email me at closingmachine@gmail.com.
I need to close some deals and make some money - and plain old 'John' just wasn't making the cut. My activity levels were decent (with room for major improvement) in most areas of the sales process - the phones, cold calling, prospecting, appointments, etc - but no matter how many proposals I presented, I wasn't closing anything. The clients would just sit on the quote for weeks without making any decision, or just end up doing business elsewhere at the last moment - even after an appointment to sign paperwork had been set. The old John was great at showing businesses that they had a need for his product, but just couldn't close any of them himself.
John "The Closing Machine" needs to have a different attitude. He needs to stop being such a "nice" guy to decision makers (because we know what place nice guys finish). He needs to bump up his activity levels and hit the streets harder. He needs to recoup some of his $56,000 revenue deficit from the first two months of the year and have an awesome March.
I know I can be a great salesman. And I see the potential for earning lots of money where I'm at. But I need to have a total attitude adjustment and start closing some deals real soon or I will most likely be out of a job.
This purpose of this site is to document what steps I'm taking to close some deals. I have several hot prospects already this month that I know are closeable. I also need to find new business so that April and beyond will be successful too. I will be posting any relevant tips and information on closing that I come across in books and on the web on the site as well.
I'd appreciate any advice and support. Please leave comments or email me at closingmachine@gmail.com.
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