Regardless of the product or service you are selling, the ability to close a sale is a crucial part of your sales success. Brian Tracy has written this book to help you master the art of closing, and turn every sales opportunity into a success story!
The book covers not only practical sales techniques, but also the right mindsets that can make you a successful sales professional. The author emphasizes that your personality determines fully 80% of your sales success.
1. Know Your Product or Service
High ticket sales is a crucial step in the sales process. This can make or break a deal, so it’s important to know how to do it right.
First, you need to know your product or service. This includes understanding what benefits it provides, how it differs from competitors and any additional features that you may want to highlight.
Second, you need to know your customer. This can be done by asking purposeful questions, which will help you get a better sense of their needs and wants.
This will allow you to tailor your conversation and offer them a solution that fits their needs perfectly. Once you’ve done this, you can turn every sales opportunity into a success story! This will give you the confidence you need to close more sales.
2. Know Your Prospect
There are a few things that you need to understand about your prospects before you can close a deal. First, you need to know what your prospects are looking for in a product or service.
Secondly, you need to be familiar with their core problems. This will help you position your product or service as the ideal solution for their pain points.
Thirdly, you need to be able to tell your prospect’s story in a way that satisfies their deepest emotional desires.
This is important because it will help you turn every sales opportunity into a success story! It will also help you build your credibility as an expert and a trusted advisor.
3. Know Yourself
Sales closing is the most important part of your sales process. This is the time when you learn whether your prospect is ready to associate with your company or not.
Mastering the Art of Closing: How to Turn Every Sales Opportunity into a Success Story teaches you the most effective closing techniques that have helped Tom Hopkins close more than one million sales!
It also explains how to develop the right mindset that will help you improve your overall sales performance. In particular, it shows how to master your self-esteem and confidence to increase your sales skills.
4. Know Your Objections
Sales closing is a crucial step in the sales process. It can either make or break a deal.
In order to close more sales, you need to know your objections and how to respond to them. You also need to know what motivates your prospect to buy from you.
One of the most effective ways to do this is by asking questions. The answers to these questions can help you build a strong storyline that highlights your prospects’ pain points and their fears.
5. Know Your Closing Statement
Closing is one of the most important parts of a sales process. It’s where you lay out your final offer to your prospect.
It’s also where you’ll learn whether your prospect is ready to associate with your company or not. If not, you can use this as an opportunity to change your strategy and improve your closing rate.
The closing statement (formerly the HUD-1) is sent by the title company a few days before the closing to explain how the sale works and what charges apply. Make sure you read it carefully and ask your agent or lender for more information if you have questions.