In the new economy your potential clients do not want a sales pitch – they want a good conversation! And a good conversation requires exploring common interests to develop trust and likeability. The more “stuff” you know, the easier it is to create the basis for a relaxed, easy conversation with your prospects.
I learned early on that my sheltered, religious upbringing left me unprepared for worldly success. I was often asked to travel at a moment’s notice, and to quickly gain rapport with my clients, I needed to be able to converse intelligently about the different cities I visited. So I developed a “reading list” to inform myself and help me establish rapport and relationship with my potential clients. This tool helped me immensely when I began my sales career. Feel free to modify it for your own profession.
First, understand exactly who your customers or clients are. Are they male or female? Younger or older? Blue-collar or executive? What are their interests? Income? What do they read? What do they do for entertainment? The clearer the picture you have of your typical customer, the more you’ll be able to determine what they’re interested in – so you can study up!
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Similar to The Test-Drive Close, the Live-In Boyfriend Close is more direct for increasing sales. It is based on the assumption in the sales process that the customer isn’t yet ready to fully commit. Many people want to test the strength of the relationship before they commit. In the world of exotic dance, it was common for the dancers to agree to a live-in relationship because most men can’t control their jealousy over a girlfriend who’s a stripper! The ones that can are worth keeping!
The Live-In Boyfriend Close requires a direct question about whether your client wants to buy after you end your sales presentation.
Ask, “Was what I showed you interesting?” When the client says, “Yes!” or anything positive in tone, ask directly, “Well, why don’t you try it out!” When you use the word, “try,” it sounds like an easy decision to make. Customers who are apprehensive about saying a firm “yes” may be willing to, “try it out.” You just have to ask!
The art of closing can be very boring depending on the presenter – were you bored at all with this post? Survey says….NO! I bet you’ll even remember the graphic details of The Live in Boyfriend Close!™
One of the most effective closes — hands down — is the Test Drive Close! Admit it – we all want to touch, taste, see or feel something before we buy it. We might even want to try it out for a while before we commit. It’s like test-driving a car – or a significant other – before you make the final commitment!
Examples of this close include offering a “free trial,” collecting their payment information up front to make it easier for the customer to keep the product than go through the hassle of returning it!
Billions of dollars per year are sold with this close in all industries. Food, personal care products, even pet stores use this close – allowing a customer to take a puppy for the weekend so they end up falling in love!
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The Friends with Benefits Close is all about…Benefits! Benefits make customers want to buy! Benefits provide value and benefits trigger endorphins. Here’s how it works:
When quite a few benefits and features are included in your offer (which there should be!) as you move toward the end of the sales process and prepare for close, say, “We’ve covered a ton of valuable information. Let me give you a brief recap , then you can make your decision either way! Is that okay?” Then they will say, “Yes.”
Recap your benefits, then ask, “Have I covered it well?” Then if he or she says, “yes.” You can ask, “How quickly do you need it?”
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My no-nonsense approach to sales developed out of two experiences. First, I’ve closed thousands of sales — literally naked. Unless you’ve actually done it, you can’t imagine the psychological barriers that have to be broken, how it sharpens your inner game, and the heights of self-confidence it demands.
Second, I’ve observed that in traditional business, closing the deal is the bane of existence for many salespeople and business owners. Closing has never been made fun and graphic, until now!
The purpose of these closing techniques is for you to remember how people think, feel, and communicate – so you’ll gain the most leverage possible. Most people are walking around unconscious like zombies. They don’t understand the reasons why they do the things they do. You have to be able communicate in many different ways to many different types of people to be successful at closing.
I’ve given my closing techniques ridiculous and expressive names to help you realize that closing the deal can be fun. Especially if you’re thinking about racy titles to remind you of the stories I tell and how they perfectly integrate into the process of selling! So here they are, in their naked splendor, in no particular order!
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Figuring out what gets you into the zone and ads zing to your step is the hard part - until now!
In this series of revealing Effective Sales Closing Techniques, one of the most important things to do first is to get into the zone. It’s no secret that success begins with your mental outlook! Here are six innovative ways to mentally prepare for business from The Naked Close™ that will get you there fast.
1. Recognize that You are an Actor!
The people of the 21st century must be entertained while they are informed. As a professional salesperson, you are a performer. People are watching you from the moment you enter the room. Your role is to sell — and to create an atmosphere of high value and honesty for your clients.
Everyone who comes into your store or business wants to change the way they feel. They want to meet a practical need or to feel good – loved, special or excited, depending on their situation. It is your job to make your clients feel great. If you are happy and vibrant, it will rub off on everyone around you, making people want to be around you and helping your customers want to spend money with you.
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Getting the sales skills you can rely on – through differentiating your services like no other– you can establish your impeccable reputation for customer service. Believe me, word gets around fast! What’s more, having effective sales closing techniques in your arsenal will maximize your return and stop you from wasting time you don’t have in your small business. This is a most critical aspect of The Naked Close™ system.
Once you have thought about and chosen your passions, determined who your audience is, identified your niche and what type of product or service you are going to deliver that is unique and differentiated, you are now going to produce a total package of services that not many other providers do. You will also have the sales skills to close the deal.
Bear in mind, you are going to be charging premium rates, so you better deliver premium goods.
The entire point of The Naked Close blog is financial freedom, not financial mediocrity.
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It’s time for some Naked Truth and transparency in our businesses in regards to our target audience. Discovering your target audience is one of the most powerful things you can do in small business sales. If you have a “list” of 100k people online or you go on Oprah tomorrow – how do you know that the people watching you will like you? Like your products? Services? And how will you monetize?
Now that you have taken the time to find your niche market after reading the last article in this series, The Naked Truth: Discovering Your Niche in Sales, to figure out what your true calling and passion are in terms of helping others within your niche market, it’s time to hone in on your target audience and customer.
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The first article in this series entitled, The Naked Truth About Who Sales People Really Are, a riveting discovery was made that so many entrepreneurs and businesses neglect: We are ALL sales People! And furthermore, it is a “barrier of entry” into ultimate success and wealth. Effective selling skills will transform your business.
According to the latest Small Business Association statistics, you have a 50/50 chance for survival within the first five years you start your business. Michael Gerber states in his book The E-Myth Revisited that 80% of businesses will fail in the first five years. And of the remaining 20%, 80% of those will fail within 10 years. That leaves a grand total of 4 (or 4%) out of every 100 businesses that stay afloat!
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Packers vs. Steelers at Superbowl XLV 2011
If we’ve learned anything from the game this past weekend – aside from the close rivalry of the Packers and Steelers, to ultimately crowning the Green Bay Packers as the winners of Superbowl XLV – it is that the Superbowl Sells! There are many reasons for this – the strong cultural ties that Americans have with the sport, the colorful history and strong characters that the NFL has produced, but there is one reason we can all apply in our businesses starting today: the entertainment value found in it’s visual spectacle!
In today’s economy it is an absolute necessity to have entertainment value in any products or services that you are selling. The Naked Close frequently speaks about adding value to your customers and gives you strategies and best practices for you to do so – and one of the major TYPES of value that you can have is entertainment and visual appeal. Continue reading →
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