“You got to know which ones are important and stay on those until you close one.” – David Walter in today’s Tip 308
How do you close the process?
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes from David Walter. According to David, he set a record of 15 appointments a day every day for
6 months straight while working in the call center of a PEO firm. He’s also the author of the Million Dollar Rebuttal. Here he is with today’s tip:
David Walter: Today I’m going to talk about closing. Now, of all the steps in the sales process, closing has achieved mythical status. In fact, probably right now there’s a bunch of salespeople gather around the water cooler and they’re swapping their big fish closing stories. Like I said, this when I closed it, magical close. Oh, I said this when I closed it, and so closing is a legendary thing, you know? In fact, I remember clearly years ago when I wrote the Million-Dollar Rebuttal, I worked in the call center and I saw a salesman going by and he had a just amazing suit on, a compliment on the suits that “Man, that’s a great suit.” And then he confided in me, this is my lucky closing suit, and I thought about that. I thought about “Wow, look, you closing suit.” How interesting. And so the problem is that most salespeople, they believe that nothing really happens in the buyer’s mind all the way through the process and that everything hangs the entire decision hangs on the clothes, the magic clothes.
If course, this outdated notion couldn’t be further from the truth. The reality is that every step you take, every word out of your mouth, it’s all part of the closing process. In fact, this idea could best be expressed. And the common mantra that we hear always be closing A, B, C, always be closing. Now the best way I can try to illustrate this concept of always be closing is to compare it to buttoning up a shirt. Don’t you start at the bottom, you button your button up all the way up, and then you button all the way to the top. You know your button, your shirt up. Of course, if you button up your shirt when you button the last button, you don’t celebrate. Say, “Oh, it all hinged on this last button. This was the only thing I needed was this last button.” That’d be completely ridiculous, right? Every button along the way is just as important as the next. So basically when you think about like this closing, the last step is simply the next step in the process and they are all connected together. Just like buttoning up your shirt. Now the best way to apply this concept, if you, any kind of sales professional usually have a slide deck. So what you need to do is you need to look at the slide deck. Each slide individually needs to be closed. You don’t want to move on to the next one, the next one until you close the idea. You know, basically most salespeople just simply go through and do the information and move on to the next one, next one, next one. Because they’re waiting and in their mind, everything hinges on that last slide or there, whatever their clothes is. That’s what they focus everything on is that clothes, right? But what we’re talking about is everything’s connected. Each one is connected together. So each slide has to be closed. Now, I’m not saying that you have to get an absolute yes from each person. Each slide, you’ve got to pick your battles. You got to know you know which ones are important and stay on those until you close one. But sometimes you can move. They may not agree with every slide and you can move onto the next one. Otherwise, you’re going to beat him over the head. You must answer, you must answer yes before we move on to the next one. You don’t want to be that rigid, right? That’s not what I’m talking about throughout the entire presentation. There’s some core principles that some of the slides that you must get an agreement with before moving on, and so what I’m talking about is that I’m advocating explaining your principle. Then you have an illustration like I used here with the button, right? Buttoning up illustration. You may have some examples. Then you want to ask questions and of course, you’ve got to have that pivotal question that you get them on record agreeing to the principle. You know, if this happened, then that would be great for you. Sorta like Zig Ziglar’s three-question close the way he put people on. You know, if you agree to this and that, then this, so you can use that. You want to focus on each slide and then move onto the next one. So ultimately, if you apply this principle and you can stop thinking that the close is magical and everything hinges on the close, it’s still important, but it’s not the most important. You think of the processes every step in the process. Everything you do is part of closing. Remember to always be closing,
Scott Ingram: You can learn more about David and the Million Dollar Rebuttal by clicking over to DailySales.Tips/308. David is also offering 5 copies of his book to Daily Sales Tips listeners. All you have to do is make sure you’re on the listener list which you can also join when you’re learning about David and watching the video version of his tip at DailySales.Tips/308 and then just send me an email to [email protected] If you’re one of the first 5 and haven’t claimed another book in the last 30 days you’ll win. If not, your consolation prize isn’t a set of steak knives, but an email from me.
Thanks for listening and be sure to come back tomorrow for another great sales tip from Adam Hempenstall