TOP 10 RULES TO CLOSE THE SALE:
1.) Always be seated. Never present your proposal while you are standing. You don’t close the sale that way. Sell on your feet close from your seat!
2.) Always present in writing. Never talk about your proposal without presenting it in writing. Always present with a contract rather than with a conversation.
3.) Always clearly communicate your proposal. Don’t mumble. Clearly ask for the order to close the sale. “Sir if you don’t have any other reservations, sign here.”
4.) Always make eye contact. Make direct eye contact with your customer, be confident and determined to earn the business now not later. Practice this often so that you can maintain eye contact to close the sale.
5.) Always have a pen available. The sales person that doesn’t have pen and contract ready is not a closer. Never be without a pen and contract so that when the opportunity is there, you don’t miss it.
6.) Use humor to relieve pressure. I have never met a closer that didn’t know how to use humor to relieve pressure. I have hundreds of little one-liners to relieve pressure and close the sale.
7.) Always ask one more time! Most sales people never ask for the close one time, much less the 5-6 times that is necessary.
8.) Always have an arsenal of closes available. You need to have closes for every possible stall and objection the buyer can throw at you. It’s human nature to resist a decision. Remember, the buyers don’t make sales, you do.
9.) Always stay with the buyer. Never leave the buyer if possible. You want compression in the close so that the buyer cannot get away from the idea of making a decision. I’ve even traveled home with the customer in order to close the sale!
10.) Always treat the buyer like a buyer. Regardless of the buyer’s financial situation or reasons for not being able to close, always continue to treat the buyer like a buyer despite what they tell you.
Grant Cardone, author of Sell To Survive, is being called The Entrepreneur for the 21st Century. Starting from modest beginnings, he is now the founder and owner of three multi-million dollar companies: a successful software company, a sales training and consulting business, and a real estate company with a portfolio valued at over 100 million dollars. Cardone also speaks internationally to industry leaders, managers, CEOs and entrepreneurs on sales, money, finance, business strategies and business expansion. visit http://www.grantcardone.com