When I started in the business world in late 2011, I started importing original sunglasses from the United States to sell to some friends and acquaintances, and I didn't know how to make a successful closing of sales.
I thought it would be a very profitable business since I have been aware of how dangerous solar rays can be with our eyes and the damage to health that they can cause and for a long time I tried to make people aware of reality. He knew nothing about sales, but wanted to help people and receive money in return. Later, I realized that without sales technique, the business would not prosper.
During the process and over time I have learned that the art of selling is a mixture of different aspects such as words, tone and attitude. Selling is saying certain words, in a certain way at the right time. And the MOST important thing, knowing when not to say ANYTHING.
Currently I am not dedicated to importing articles, but I am in the Network Marketing industry, with surprising results.
I will share with you the techniques that I have studied and applied by Alex Dey throughout these years to achieve the results that I have achieved:
1. Closing By Conclusion:
It is to conclude that the client DOES want the product. Mindset is everything. Now, whenever I talk to someone about my business, my mind is focused on whether the person wants my products or wants to enter the business that I propose, regardless of their reactions during the conversation.
2. Tie Type Lock
We place a question at the end or beginning of a sentence, to achieve a positive stimulus. We use words like: you don't believe, true that, yes or no, true that, etc.
Examples:
- Don't you think that with each passing day, people's diet gets worse? (you shut up) Having a healthy lifestyle is of great importance to ensure people's health, right? (shut up) Is it true that the ozone layer is currently very deteriorated, and taking care of our eyes will help us prevent long-term loss of vision? (shut up) Is investing in one of the most stable companies in the stock market a great investment, yes or no? (you shut up)
3. Close Bounce
This closure consists of answering a question (or objection) with another question that makes the customer make a purchase decision. The ball bounces.
Customer: I don't like this chocolate-flavored product, does it have a strawberry flavor?
Seller: If I bring it strawberry flavor, would you buy it right now? (you shut up)
Client: I don't like this polo shirt, do you have it with long sleeves? Seller: If I bring it with long sleeve, do you want me to bring it black or white? (you shut up)
4. Envelope Closure:
Ask a question that forces your client to make MENTAL IMAGES using the product. Try to make your questions force the prospect to imagine happy and / or pleasant situations.
- Will you use the glasses to drive the car or to go to the beach? (you shut up) Will she use the car to go to work or also to go out with her family? (you shut up) Do you want to travel in economy class or with the comfort that business class provides? (you shut up)
5. Benjamin Franklin Closure:
It is perhaps the most effective closure there is, since you must WRITE next to the prospect a list of reasons why to BUY the product or service you offer, and wait for him to complement the list with the reasons why NOT TO BUY. What you are looking for is to find the main objection for which you do not want to buy, and if you are able to solve this, you have the sale made.
Example:
Reasons to wear it
- It is of great quality It has extended warranty Your wife approves it You can use it repeatedly The payment method is suitable Helps to solve a current problem You want to have it
Reasons not to wear it
- ……
These are the successful sales closing techniques that I use most effectively and produce the best results for me. Remember that selling is helping the prospect make a good decision, and that sometimes the best decision may be NOT to buy your product (if you help him discover this, you will have won a friend and a fixed customer even if he does not buy from you at that time since he will trust you).
The biggest investment in your business is the one you make in yourself.
