With alternative close, whichever one customer selects, you would have made a sale either way. You should always try to give customer two choices. Even if you are selling a single product, you can give him two choices with regard to payment, or delivery. For example, "Would you like this delivered to your office or to your home address?" "Will that be MasterCard or Visa?" "Would you like ATM 26 or ATM 30?" And so on.

Killer Closing Secret #2: The Secondary Close

The second closing technique is Secondary Close. This is extremely popular. It is a way of helping a customer making a big decision by having him make a small decision that infers big decision. Instead of asking customer to go ahead with product or service, you ask a question about a peripheral detail, acceptance of which means that he has decided to buy larger product.

For example, you could ask, "Would you want this shipped in a wooden crate, or would cardboard be all right?" "Would you like us to include drapes and rods in offer?" "Did you want standard rims or would you like customized racing rims on your car?"

In each case, if customer agrees to or chooses smaller item, he has indirectly said, "yes" to entire offering. People often find it easier to agree to small details than they do to making a larger commitment. That's why this is sometimes called Incremental Close, where you get commitment bit by bit to entire offer.

Killer Closing Secret #3: The Authorization Close

The third closing technique is Authorization Close, which is often used to conclude multimillion-dollar transactions. At end of sales conversation, salesperson simply asks if prospect has any questions or concerns that haven't been covered. If prospect has no further questions or concerns, salesperson takes out contract, opens it up to signature page, places a check mark where customer has to sign, and pushes it over to him saying, "Well then, if you will just authorize this, we'll get started on it right away." The word "authorize" is better than word "sign." A check mark is better than an X. Offering to "get started right away" is better than sitting there hoping for best.

However you do it, be prepared to ask for order in whichever ways seem appropriate at moment.

Right away people were coming in telling us what a "cool" idea venue is. I found myself passing out business cards right and left. Some customers wanted to remember our web site address. Others were musicians wanting our phone number for later reference.

In process of taking to people and handing out cards I met several folks who could be of help to us. One, a designer with terrific ideas for our decor, wrote her name, number, and slogan on back of one of my cards and handed it back to me.

Have a wad of cards handy when you find yourself in a group. Don't try to sell, just pass out your card with an invitation to call or email.

Collect other people's cards, organize them, then call a week later to pick up conversation again and...this time..do some selling.

If you're a bit on shy side, like I am, hold a drink. A soda or bottle of water is fine. It can make talking to people easier. In restaurants, clubs, and many meetings, holding a drink is perfectly acceptable and often puts other person at ease as well.

Repeatedly running your advertisements are another way to ensure your name runs rampant in business community. Have you ever run a one time ad and then wondered why you didn't get much response?

Advertising and marketing almost always takes repeated use to work properly. Once in a while you will get a product or service that sells with first ad, but most take time to sink in with customers.

There's an old newspaperman's joke that dates back more than 100 years that illustrates how ads work.

1. The first time a man looks at an ad, he doesn't see it. 2. The second time, he doesn't notice it. 3. The third time, he is conscious of its existence. 4. The fourth time, he faintly remembers having seen it.

The joke continues on until sixteenth time has him thinking he'll buy some day and twentieth time he sees ad he instructs his wife to go out and buy product.

So, you can see that throwing your name around is best way to get people to notice you and eventually buy your product or service. Don't get discouraged if your efforts aren't recognized immediately, it might just take a few more tries.