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Best way to close sales

by 1TIME
15 replies
I have my first meeting coming up soon with a client who is interested in SMS marketing. I really wanna sell him on the value of the product and make sure I close the sale by getting money upfront. Can anyone give me a basic rundown or template that I can use so I can feel extra confident in explaining how the product or service will benefit and most importantly and effective way to close him.
#close #sales
  • Profile picture of the author Voasi
    Dude, do you know anything about SMS Marketing? Or what about his business in particular...know anything about that? If NO to both answers, I'd start there.

    You want to feel confident? Give him benefits, not features. If you're selling him on SMS, then why should he use SMS? Will it get him more customers? Will he sell more products?

    Selling to clients his easy - show them benefits.
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    • Profile picture of the author manny2513
      Originally Posted by Voasi View Post

      Dude, do you know anything about SMS Marketing? Or what about his business in particular...know anything about that? If NO to both answers, I'd start there.

      You want to feel confident? Give him benefits, not features. If you're selling him on SMS, then why should he use SMS? Will it get him more customers? Will he sell more products?

      Selling to clients his easy - show them benefits.
      Yes you should concentrate on how the SMS advertising will benefit your clients business and you should also assume the sale at the end. Don't be shy act profesional and you will close the deal man.
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      • Profile picture of the author DebbieB
        Honestly, I'd think less about the end game and more about providing a real solution for your potential client.

        It's not about whether he gives you money up front. Tailor the entire conversation to figuring out what would be best for his business. Maybe it's SMS, maybe not.

        Do a lot of listening and even more asking of questions. Let your potential client describe his business, his problems and his future plans.

        Does he even have a business plan? A marketing plan?

        That's where I start. The first step ought to be a detailed plan of some kind, into which possibly the SMS marketing may fit. When you have a strategic plan in place, you'll easily be able to show that your potential client may be in need of a whole range of services.

        Debbie
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        • Profile picture of the author Michael Bucker
          Originally Posted by DebbieB View Post

          Honestly, I'd think less about the end game and more about providing a real solution for your potential client.


          Do a lot of listening and even more asking of questions. Let your potential client describe his business, his problems and his future plans.

          Does he even have a business plan? A marketing plan?


          Debbie
          I agree with Debbie. Great advice Deb.


          "He who asks the most questions wins." The art of asking questions does several things for you. Here are two of those truths.

          1. You gain direction of the sale

          Direction is exactly what you want. Not control as some teach. When asking questions two things happen. You gain direction of the sale through the questions and the client feels in control because he is doing most of the talking.

          2. The care factor

          Asking questions helps your client feel you actually care about their needs and the depth of those needs. Example: Say you fall off a ladder and break your leg. You are in front of three doctors.

          The first doctor asks: What's wrong? You reply: I broke my leg. He says jump up here and ill fix it.

          The second doctor asks: What's wrong? You reply: I broke my leg. He says, oh really no problem I have the perfect solution for that. I will take care of it.

          The third doctor asks: What's wrong. You reply: I broke my leg. He says oh Im sorry. How did you break your leg? You fell off a ladder huh? How tall would you say it was? How did you land? Does it hurt anywhere else such as maybe your back? How long ago did this happen?

          Which doctor do you choose? The third doctor is who you choose, because he seems to care the most. Why? He who asks the most questions wins!

          Hint: After the client answers each question ask "How do you mean?" This question is good or another that asks them to expand. Don't assume what they mean even if it seems clear.
          It both allows more detail and is another question which shows your true interest in understanding their position fully. By the end of it all they will have talked the most, but feel the best about you and the check should be easier to obtain.

          Hope this helps. Happy hunting.
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          • Profile picture of the author John Durham
            Originally Posted by Michael Bucker View Post

            I agree with Debbie. Great advice Deb.


            "He who asks the most questions wins." The art of asking questions does several things for you. Here are two of those truths.

            1. You gain direction of the sale

            Direction is exactly what you want. Not control as some teach. When asking questions two things happen. You gain direction of the sale through the questions and the client feels in control because he is doing most of the talking.

            2. The care factor

            Asking questions helps your client feel you actually care about their needs and the depth of those needs. Example: Say you fall off a ladder and break your leg. You are in front of three doctors.

            The first doctor asks: What’s wrong? You reply: I broke my leg. He says jump up here and ill fix it.

            The second doctor asks: What’s wrong? You reply: I broke my leg. He says, oh really no problem I have the perfect solution for that. I will take care of it.

            The third doctor asks: What’s wrong. You reply: I broke my leg. He says oh Im sorry. How did you break your leg? You fell off a ladder huh? How tall would you say it was? How did you land? Does it hurt anywhere else such as maybe your back? How long ago did this happen?

            Which doctor do you choose? The third doctor is who you choose, because he seems to care the most. Why? He who asks the most questions wins!

            Hint: After the client answers each question ask “How do you mean?” This question is good or another that asks them to expand. Don’t assume what they mean even if it seems clear.
            It both allows more detail and is another question which shows your true interest in understanding their position fully. By the end of it all they will have talked the most, but feel the best about you and the check should be easier to obtain.

            Hope this helps. Happy hunting.
            Awww... What do you know?

            This is my blood brother Michael guys. He just joined the warrior forum, and I have been telling you about him. He regularly gets thousands of dollars per day doing sales training seminars... Im not promoting him, just sayin "He's cool..." lol

            I know for a bonifide warrior FACT that this man makes significant money doing what he says he does, in fact I have been to his seminars and they are FULL of awesome stuff, no big secret, you can go to one too, he doesnt have to pre launch a seminar here, because he books them every day with no help from any forum...Mike doesnt hide behind an avatar or anything, he's a real person!

            I have even stayed in his beautiful home and checked out (oops) I mean 'hugged" his trophy wife! JK. But she is a gem... He's a real person , not a spammer.

            Good to see you on the WF bro. Finally taking big brothers advice after years of hearing about the warrior forum.

            This is where the most brilliant minds in the internet marketing world exists. You are swimming with Whales here - and that is appropriate.
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  • Profile picture of the author Jason Kanigan
    What does your client want to achieve with SMS marketing? What are his expectations? How does he think it works? Is that different from the reality? Does he have the budget for your solution, if it turns out it's a fit?

    There are a lot of questions which you need answers to before you provide any solution. You call him a "client"; have you sold to him already, or is he actually a "prospect" you're trying to convert into a client? It will be easier if you have sold to him before and have developed some trust.

    Don't sell him a service: sell him on the results of the service. Quantify as clearly as possible.
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    • Profile picture of the author midasman09
      Banned
      A "closing tool" that always works for me is...."Show a Setup Fee and at closing time ....offer to Drop the SetUp Fee PROVIDED they order right now!"

      Don Alm
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  • Profile picture of the author kayetaylor
    Voasi is right, nice advice.
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  • Profile picture of the author mariazz
    Yeah right! in offering our product to the prospective client, they are more interested with the benefits they can get. How is your product would help him work comfortably.

    then discussed with him the features you've have and how is you're feature very useful for him.
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    • Profile picture of the author 1TIME
      Thanks for the help everyone. I'm looking for advice on specifically what to say. For example should I just say "Would you like to get started now?"
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      • Profile picture of the author midasman09
        Banned
        "Would you like to get started now?"

        No! Emphatecally...NO! You are "Handing your prospect the "Hot Potato"! (I used to do sales seminars on "Hot Potato Selling"!) DON'T DO IT!

        You are selling a service of "sending messages to cell phones!" You explain how the thing works, how you can build a List for him AND....get ready....hold onto yer hat....since you are selling a service dealing with Cell Phones....why not give your prospect a "REAL LIFE EXAMPLE of HOW it can Benefit him!" by....GIVING A DEMONSTRATION!

        (You SHOULD have a phone with you) You ask your prospect if he has access to a Cell Phone. (Either he or someone there HAS a mobile phone)

        Get the number and tell your prospect to set it for 'BUZZ" and to...HOLD THE PHONE!

        You then type in the number to the phone IN HIS HAND!

        When it starts Buzzing....you tell him....THAT is NOT going to be IGNORED by ANYONE on your List!

        Now...don't say another word....get your Order Form out and start writing in his Business Name & Address. Get down to the Payment Section and...what I do is show what's included for what price....show a "Deposit on Acceptance" and "Balance Due"....and...a reduced amount for "Full Payment on Acceptance"....point to the prices with your pen and ask; "Which would you like to do...Deposit and Balance later or Full Payment now at a discount?"

        Shut up and let him indicate what he'd like to do.

        However....as you begin writing in his Name and he stops you by saying; "Whoa there! I didn't say I was going thru with this" You look at him and say, "Oh! I thought you wanted more business. What question do you have?"

        Let him tell you what's on his mind....answer it and continue writing up the Order.

        Works for me!

        Don Alm....Closer from waaay back
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        • Profile picture of the author 1TIME
          Originally Posted by midasman09 View Post

          "Would you like to get started now?"

          No! Emphatecally...NO! You are "Handing your prospect the "Hot Potato"! (I used to do sales seminars on "Hot Potato Selling"!) DON'T DO IT!

          You are selling a service of "sending messages to cell phones!" You explain how the thing works, how you can build a List for him AND....get ready....hold onto yer hat....since you are selling a service dealing with Cell Phones....why not give your prospect a "REAL LIFE EXAMPLE of HOW it can Benefit him!" by....GIVING A DEMONSTRATION!

          (You SHOULD have a phone with you) You ask your prospect if he has access to a Cell Phone. (Either he or someone there HAS a mobile phone)

          Get the number and tell your prospect to set it for 'BUZZ" and to...HOLD THE PHONE!

          You then type in the number to the phone IN HIS HAND!

          When it starts Buzzing....you tell him....THAT is NOT going to be IGNORED by ANYONE on your List!

          Now...don't say another word....get your Order Form out and start writing in his Business Name & Address. Get down to the Payment Section and...what I do is show what's included for what price....show a "Deposit on Acceptance" and "Balance Due"....and...a reduced amount for "Full Payment on Acceptance"....point to the prices with your pen and ask; "Which would you like to do...Deposit and Balance later or Full Payment now at a discount?"

          Shut up and let him indicate what he'd like to do.

          However....as you begin writing in his Name and he stops you by saying; "Whoa there! I didn't say I was going thru with this" You look at him and say, "Oh! I thought you wanted more business. What question do you have?"

          Let him tell you what's on his mind....answer it and continue writing up the Order.

          Works for me!

          Don Alm....Closer from waaay back

          Wow Don those are some genius closing tactics. Thank you for your help sir!
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  • Profile picture of the author imback
    Want to know my secret?

    ASK FOR THEIR BUSINESS

    Most people forget to close with a strong call to action. If you can make them smile and get the emotions following at any point then ask them for the business.


    CHAD
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    • Profile picture of the author John Durham
      Yes, Im up working late on pitches...


      Guys Im getting the feeling that this isnt a person who needs help... I think we are writing someones wso for them.

      Trust me with 3000 posts worth of helping people, I know how to recognize when Im helping someone... and this guy is digging for content.

      He isnt asking the kinds of questions nor giving the kinds of responses that a person gives when they really are excited about answers, its more like "Wow thanks for all the great content", and its a shame because he has gotten some really good answers.

      All of his responses are geared toward telling you specifically how he wants to be answered... and not saying much else.

      Example of his quotes (outline of his next report I should say)... Just read the red words only:

      Can anyone give me a basic rundown or template that I can use
      I'm looking for advice on specifically what to say.

      “For example” (yeah Ill bet...lol)should I just say "Would you like to get started now?"

      Wow Don those are some genius closing tactics. Thank you for your help sir!

      Can you guys help me with recognizing buying signals from potential customers. For

      example       what should I (to) look out for when looking for a buying signal and what is

      a       powerful way to close them so I can have a high closing ratio on my appointments.

      Thanks John great explanation. So once I answer those questions confidently

      what             (to?)should I say to close smoothly without sounding desperate to get the sale ? From what I've

      read so far you should always ask for the sale as it is proper closing procedure if I'm correct?


      Sorry but these sound like chapter titles like:


      "How to close a sale without sounding desperate"

       "Powerful way to close"....

      or "proper closing procedure"....
      "Genius closing tactics"

       This dude is a writer, not a newby aspiring salesman. Bet me.


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  • Profile picture of the author focused
    midasman09 has some excellent down to earth suggestions
    for getting your client to clearly and effectively understand
    the benefits to his business for the service you can provide.
    Do try to incorporate those suggestions into your presentation.
    Remember that you are there to provide added value to the
    client's business. Establish in a meaningful way to your client
    the value that your service can provide, and you should well.
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