Original subtitles

and welcome to session No. 11

and in this session

we are talking about closing

specifically

powerful closing techniques that work in the real world

so what we are doing our best to do

is to show you what to say and exactly how to say it

so prospects give you their money

before I go on

let me remind you about the actions

from the last session

it's very important that you complete all the actions

session by session

so in the last session

we talked about practicing

acknowledging everyone you come across

you can acknowledge your spouse

you can acknowledge your business partners

you can acknowledge your prospects

your clients

your children

just family members

you can acknowledge people

it's just a practice of acknowledging

really helps in communication

then make a list of 10 of your most common objections

and the 10 most common objections could be

I can't afford it

it's too expensive

it's not the right time

what is it for you

and we said

also practice handling or resolving those objections

using the formula that we shared with you

which is to simply acknowledge

ask a question

seek the truth

and keep repeating that

keep acknowledge and ask a question

if they haven't said a yes

that means there are still objections

if they haven't say yes to buying from you

there's an objection

so handle that also daily

on a daily basis throughout this whole program

put your numbers into the white cells

of the dashboard

this is so so important to track how you are doing

what you are doing

and what kind of results you are getting

let me remind you about the sales process

that we mentioned previously

and where it fits in into this particular lesson

remember the first part of the sales process

is to identify your ideal prospect

not everyone is a prospect or a client

for your particular service or product

so you must identify the right person

so you can actually approach it the right way

once you've done that

you've got to know how to approach them

and build rapport

whether you're going to meet them in a live situation

or whether you're going to meet them on zoom

or video conference or on the telephone

then you deliver your pitch

at some point

when they say

what do you do

deliver your pitch

present what you have to offer to them

then handle any objections they may have

about your service that you're presenting

once you've handled the objections

you'll be able to get to a place we call pre closing

or closing I'm gonna talk more about that in a moment

and in the near future

once you've done all that

you can follow up when they become a client

I'm going to talk about what is pre closing

what is closing

how do we do it

so let's get straight into it

you have to

and it's always best to treat this new prospect

as a new relationship

I'm not talking about you're going to marry them

but you've got to

get them warmed up

that other person warmed up in a way

that you know what their answer is going to be

or very close to what their answer is going to be

so in this instance

it doesn't look like this person has really

either done his research or warmed up this part

the other person asking the right questions

or testing whether they are going to say yes

and gets on his knees

and she categorically is not interested

we don't want that to happen to us in a cell situation

however on the flip side

what do we want

we want them to be so amazed

astonished that you are going to do all that for them

you're gonna give them all of that

you've taken the time to understand the prospect

the client so much so they are ready to say what

they are ready to say yes

and it's all a question of timing

it's all about timing

if you ask for the sale too soon

you'll probably get a no

if you don't ask for the sale at all

which some people do

you'll get no business

it's all about timing

and I'm going to take you step by step through that

the two parts we are going to talk about

in terms of asking for their money

so closing is all about asking

for their money

in other words

we want them somehow to make a decision

to transfer their money from their bank account

to your bank account

take it from their purse and put it into yours

take it from their wallet and give it to you

give you their credit card details

send payment

do something

so the way we approach it is

doing what we call a pre close for the sale

and then we go in for the sale

what's the difference between the two

let me explain

so when it comes to pre closing

which is the very first part

the way to look at it is this

just as you wouldn't just meet someone

maybe you've gone on a first date with them

and that first date

you're not going to ask for their handy marriage

are you no but you are going to

as we've done through the cells process

ask the right

ask questions

ask questions

act knowledge

really have this conversation so much so one

you know it's the ideal client for you

because you've done all the research

two you've been asking them questions

you've been fact finding

finding out exactly who they are

what their challenges are

and everything else

you've handled all their objections

so we want to get them more to a place where it

they are very very warm

very very warm

we have a feeling they're gonna say yes

but we don't know if they're gonna say yes

but we have a feeling they're gonna get say yes

but we want to get them there

get them very very warm

and then when it's very warm

we get too hot

and then ask for the sale so let

so in pre closing

we use something called a trial or a test close

sometimes called a trial or a test close

and in doing that

what is a trial close is

this is used to see how a customer feels about the sale

or a particular feature

whereas asking for the Nagoni

for the close

is asking for the business

so the trial close asked for the customer's opinion

not for the sale

so we do the trial close first

we seeking their opinions

we seeking what they think

what their thoughts are

what their beliefs are

whether they are following through on your presentation

whether it makes sense

and then the clothes is actually asking for the money

but some people go straight down to the clothes

they don't know what to say

they don't know how to say it

and it gets a bit funny

they feel a bit strange

but when you do a pre close

which is the trial or test close

you have an idea that they are much warmer

and they more likely to say yes

so let's look at this

there are three parts to this

one is as part of the sales process

continue acknowledging and asking questions

anything they say

acknowledge it

ask another question

not as an interrogation

but more as as inqui

you're inquiring

you're interested

you want to know

and you want to answer their questions

so continue doing that

that doesn't change

get into the habits of doing that

then as you do that

we want to get closer to testing the water

just as you know what it's like

whenever you're going to walk into

or jump into a swimming pool

or go for a nice swimming pool swim

you are typically

most people don't just dive in

head dive head in

they don't do that

most people

test the water

put their toes

put their feet in the

they test the water and think oh

is this warm enough

oh is this is this okay

and then if they feel it's okay

then they jump all in

so just the same way

we are going to seek the truth

remember acknowledge

ask questions

seek the truth

and then test the water

how do we test the water

well basically

the way we test the water

is we are going to ask closed

ended questions

so that they can say yes

and the more yes is they can say to us

we know that we are on the right track

they are saying no

then we've got to handle their objections furthermore

but remember

you are there to help this client

you want them to have the best

and if you have a great service

then you have to help them

but you are leading them in making a decision

about buying from you

buying from you in a way that they are totally happy

and you are happy

so it becomes a win win situation

so let's have a look at this

let me give you a couple of examples

for pre closing questions

in other words

these are trial or test closed type questions

so here you could

once you feel things are a bit warmer

and you want to move to asking for the money

you can then do this test

and here's a test you can ask questions like these

these are closed ended questions

for example

are you looking forward to making that change

or is this the kind of result you are looking for

ideally they say yes

or you may try a different type of question

which could be

can you see how this will work for you too

yes that's what we want

have I answered all your questions

yes I think you have

and if they say no

then handle their objections

let's see how this goes

you may go from pre closing

in other words a trial or test close

back to handling objection

back to trial or test close

okay you may go backwards and forward a little bit

but that's the idea behind the trial or test closed

so that you know if you are ready to ask for the sale

this is right for your business

isn't it yes okay

now once you've done the test close or the trial close

remember is just to seek their opinion

just to check that they are with you

just to check that they are warm enough for them to

for you to do

to do the sale

now then we're gonna move to asking for the sale

or the order

now at this place

we should be

they should have a

they should be ready

internally smiling

internally happy that someone's gonna be servicing them

and giving them a good

good deal a good

good offer someone's gonna look after them

and that person is you

so here are some examples for closing the sale and

if you're following our methodology

our formula

nothing still nothing changes

you're still going to acknowledge them

ask a question

acknowledge them

ask a question right the way through

so even with the closing

people still think you need

or do I need special technique

yeah there are many closing techniques you can use

I'll give you two or three in a moment

but as long as you are present to that client

you know what they want

then asking for the sale would be easier

because you're just going to acknowledge them

ask a question

so let me give you a few examples anyway

so this particular technique

is called the alternative close

and the alternative close simply assumes

that you've got the sale already

so assume you've got the sale

and you're asking questions relating to the product

or service options

so what does that look like

you may say something like this

would you like it in blue or red

or would you like it delivered on Monday or Wednesday

or would you like to pay by visa card or Mastercard

so these are an alternative

so just give them

typically I prefer to use

give them one alternative

don't give too many alternatives

otherwise there's too many options

and they become concerned

so just another alternative to

so they can compare and make a choice

so if someone says to you

I'd rather pay

if they say

when you say

would you like to pay by visa card or Mastercard

and they say Mastercard

then you know they are ready to give you their money

so now you can process it

let's talk about the affordable clothes

this one's slightly different

this is where you structure the deal

around the customer's ability to pay you

so if through the objections

they're saying

it's too expensive

I can't afford it

then really look at it and say okay

you may then come up with an affordable

way of them being able to get into

the service that you have

you do this by finding out how much they can afford

and then presenting them with a payment plan

that is affordable

so you may say something

in a moment

I'll give it to you

but you could do this by spreading the payments

or by taking less important elements out of

what you have to offer

and so you may say something like this

based on your requirement

we could split the costs into three

equal payments for you

would that be better for you

excellent yes good or

you could split the payments into 12 monthly payments

whatever will make it affordable for them

or it could be

based on everything we've discussed

I understand you're happy to make a sizable deposit

50% deposit

and then you want to pay the remainder

over three months

is that right

okay great we can do that for you

there's this is the affordable clothes

so you may have a preceding question that may see

you may say

when they say

oh it's it's too expensive

you may ask the question

you may say

I understand that prices are concerned

so what is your budget

just out of interest

and if they tell you their budget

then maybe take that payment and split the rest

that they can't afford at this moment in time

let's have one more

this is the checklist closed

and for some people

this works better

there are literally

there are over 100 different ways that you can close

but don't be too obsessed about that

don't be too obsessed about the technique itself

but be obsessed by wanting to help them

so let's look at the checklist close

this is where you find out

what your prospects needs are

and you write them all down

so as you go through your presentation

you can see that they need this

or they concern about this

and you write them all down

then as you describe your product or your service

when you present

you also ensure

and you make it clearly evident to the client

or the prospect

oh he was concerned about this

is that right

okay good we

our product

our service covers that for you

he was concerned about this

okay and one of the challenges you mount is this

is that right

and you take it off

the physical act of ticking the needs off

your list is what is most convincing

it causes a prospect to feel a psychological close

that they feel all

that someone's gonna really help them

someone really understands

and that someone is you

so towards the end of your presentation

or your clothes

it may sound like this now

let's take a moment to check off all your requirements

I believe we have

we have everything covered

is that right

so would you like to start this month or next month

or would you like us to deliver it

this week or next week

so you can use the checklist close as well

so that covers the

this part in session No. 11

so your home actions in this session is

make a list of at least

at least a minimum of five pre closing questions

that you can start using

make a list of five closing questions

remember this is where you're asking for their money

you're asking for a definitive

you're ready to start

okay so make 5

a list of 5

minimum of five closing questions you could ask

and above all

practice pre closing

and closing with prospects or clients

and if you are still looking for prospects or clients

then reach out to a friend

a business partner

a family member

and practice with them

the essence

or the people get the best results in sales

are the people who actually practice

so practice in advance

before you get in front of any prospects or any clients

they'll serve you well