3 Killer Secrets for Closing the Sale

Written by Brian Tracy

Continued from page 1

Withrepparttar alternative close, whichever onerepparttar 127431 customer selects, you would have made a sale either way. You should always try to giverepparttar 127432 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 likerepparttar 127433 ATM 26 orrepparttar 127434 ATM 30?" And so on.

Killer Closing Secret #2: The Secondary Close

The second closing technique isrepparttar 127435 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 infersrepparttar 127436 big decision. Instead of askingrepparttar 127437 customer to go ahead withrepparttar 127438 product or service, you ask a question about a peripheral detail,repparttar 127439 acceptance of which means that he has decided to buyrepparttar 127440 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 includerepparttar 127441 drapes and rods inrepparttar 127442 offer?" "Did you wantrepparttar 127443 standard rims or would you likerepparttar 127444 customized racing rims on your car?"

In each case, ifrepparttar 127445 customer agrees to or choosesrepparttar 127446 smaller item, he has indirectly said, "yes" torepparttar 127447 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 calledrepparttar 127448 Incremental Close, where you get commitment bit by bit torepparttar 127449 entire offer.

Killer Closing Secret #3: The Authorization Close

The third closing technique isrepparttar 127450 Authorization Close, which is often used to conclude multimillion-dollar transactions. Atrepparttar 127451 end ofrepparttar 127452 sales conversation,repparttar 127453 salesperson simply asks ifrepparttar 127454 prospect has any questions or concerns that haven't been covered. Ifrepparttar 127455 prospect has no further questions or concerns,repparttar 127456 salesperson takes outrepparttar 127457 contract, opens it up torepparttar 127458 signature page, places a check mark whererepparttar 127459 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 thanrepparttar 127460 word "sign." A check mark is better than an X. Offering to "get started right away" is better than sitting there hoping forrepparttar 127461 best.

However you do it, be prepared to ask forrepparttar 127462 order in whichever ways seem appropriate atrepparttar 127463 moment.

Brian Tracy is a million-dollar master of peak sales performance and personal success strategies. As the world-renowned creator of 300 video and audio learning programs, and the best-selling author of 16 books, his ideas and approaches are used by most of the big money makers and the superstars of selling. http://www.roibot.com/r_24.cgi?R16916_24text

Writing Great Sales Copy

Written by Kevin Nunley

Continued from page 1

And finally, once you've got your sales letter or ad set up in this clean and simple format, make sure you're using clean and simple language to match, and not gobbledygook.

We all know what gobbledygook is, it's that overcomplicated, cliched and unnecessarily formal language that can either totally confuse us or just put us to sleep. Either way it losesrepparttar customer, and loses yourepparttar 127430 sale.

In an effort to seem smart or serious or professional, bad business writers often end up using gobbledygook. I see sales letters and emails allrepparttar 127431 time with business-speak phrases like "in our considered opinion" and "enclosed please find." This makesrepparttar 127432 seller sound stuffy and unapproachable. Simplify these into everyday language. Write how you would speak: "we think" and "here is," are much better choices. Customers relate to conversational language.

If you follow these pointers you should be able to come up with some pretty good copy. Keep plugging away at it, and you'll find you get pretty good. Who knows? People might even start coming to you for writing advice.

Kevin Nunley provides marketing advice, copywriting, and promotional packages. See all his tips to help your business or career at http://DrNunley.com Reach Kevin at kevin@drnunley.com, or 801-328-9006.

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