In this comprehensive course, you will master the art of closing a sale. Closing, I believe, is a skill that can be acquired through dedicated learning and practice. Prior to acquiring this skill, I struggled as the least productive member of my sales team.
However, after grasping the techniques of closing, I managed to quintuple my sales performance in less than three months. Subsequently, I have achieved significant success, generating millions of dollars in sales. Through this course, I aim to impart my most effective strategies, which can be readily applied in your upcoming sales presentations.
So, get ready for an unparalleled learning experience in the realm of closing sales. The primary objective of this course is to refine your closing abilities. You will be introduced to my proven 3-step process, honed over 25 years of hands-on experience in the field, actively closing deals just like you. I emphasize that closing is essentially about seeking commitment, a practice that pervades our daily lives.
From persuading children to tidy up to inviting a friend to lunch, we engage in numerous closing interactions daily. By understanding and internalizing this methodology, you will witness a remarkable improvement in your closing ratios and overall sales performance.
In this video course, I will provide insights into my personal background and journey. Watch now to gain a deeper understanding of my story and how I initiated my career in sales.
The Art of Preparation for Successful Closing
To achieve greatness in closing, what does it require? The key lies in preparation! Simply dedicate yourself to honing your skills and striving for improvement. Visualize the sales process as a chain; its strength is equivalent to that of its weakest link. By enhancing any aspect of the chain, your sales effectiveness will increase. This course will specifically concentrate on the art of closing.
Sales Success System
In this course, I will present a couple of success stories from clients who have implemented my sales system. This system is structured as a step-by-step approach that can be mastered by anyone. It is divided into three key components:
The cornerstone of this program is the first phase of my sales system, known as Sales Model. Your sales model represents the frequency of interactions with your prospects during the sales process. For instance, when the Girl Scouts ask, "Would you like to buy some cookies?" it's considered a one-call close. However, in most cases, it takes two or three interactions before a prospect makes a purchase. It's essential to assess how your leads come in and the subsequent steps until they make a purchase. Understanding your sales model is crucial.
The second phase of my sales system is Sales Mountain. In this analogy, you are akin to a mountain climbing guide, responsible for leading the prospect up the sales mountain. The sales mountain serves as a framework for delivering a compelling presentation. You should outline the key areas you need to cover during your presentation. Once you've identified these areas, arrange them in a logical sequence to create your personalized sales mountain. A generic outline for the Sales Mountain includes:
- Lead Generation Strategies
- Appointment Setting
- Building Trust and Rapport
- Identify Customer Needs
- Share the Benefits
- How to Close Sales
- Objection Handling in Sales
- Follow up
- Referrals in Sales
The third and final step in my sales system is the Sales Script. This is where you can witness significant improvements in your closing rates. Human behavior is often predictable, and therefore, you should script your close. Write it down, practice it repeatedly. When you have honed the precise language for your close and it proves effective, you can use it consistently to boost your sales. Even the most successful salespeople use a sales script, whether consciously or not. A script consists of sequenced words that carry meaning. It's crucial to craft your own close script, practice it, engage in role-play, and embody your script.
Elevating Your Closing Results
The Three Pillars
There are three key ways to enhance your closing results: The Inner Game, Outer Game, and Action. The inner game of closing revolves around mindset, the Outer Game focuses on the "how to's", and Action pertains to the actual implementation. Strengthening these pillars will lead to an increase in your closing results.
Developing a crucial mindset involves embracing sales. Often, the common perception of salespeople is negative, associated with arm-twisting and high-pressure tactics. Shifting this mindset is essential to overcoming resistance to sales. Embrace sales by considering the following:
- Viewing selling as a form of service
- Selling with honesty, integrity, and compassion
- Understanding that selling is about leading and moving people to action
The First of Three
Within my closing methodology, I categorize into two groups of three. The first group encompasses the transition into the close, the body of the close, and the final close. This approach involves dissecting the close into smaller components to gain a deeper understanding.
- Transition into the close: A bridge statement from the body of the close to signal the prospect about the impending close.
- Body of the close: Involves elements such as price, inclusions, guarantees, bonuses, operational details, payment methods, terms, and scarcity.
- Final close: The stage where you directly ask for the order, which can be as simple as "Are you ready to get started?"
The Second of Three
In this section, I will delve into the second group of three and provide an example of one of my closing techniques for coaching clients. The second group consists of:
- Making a list of the components of the close, including price, learning outcomes, inclusions, etc.
- Sequencing the components to create an outline, akin to the sales mountain but tailored for the close.
- Scripting: Crafting a mini script for each component.
Congratulations on completing the course! It's time to take action and implement the ideas from this course to refine your closing skills. I look forward to witnessing your success and having you as my next success story!
Who this course is for
New, beginner, and advanced level sales professionals looking to learn new skills to add to their tool belt.
- I love the mentality of how you can focus your mindset to make it much easier to prospect clients! ~ Aaron L
- One of the best course of selling I had done. Even if I already have experience in selling, I learned few new tricks. I truly recommend ~ Alexandru G
- Excellent course!!! Filled with tons of tips and tricks to help make you a better salesperson. Also the instructor is super engaging and fun to watch. I loved it! ~ Kenneth
- What an awesome course. Eric is delivering some really great info, and it is in bite size, understandable, chunks...love it...I'm sure I'll be well-versed in sales with this course ~ Diana R
- Very informative! Receiving lots of information from a very experienced and competent trainer. I'm sure this will help me improve my skills as a sales professional ~ Thomas H
- Eric is really amazing...so focused and I love these Golden Nuggets that make this course really worthwhile. One of those Nuggets will resonate with me and it will 100X the return on my investment in the course ~ Neil E
- I really enjoyed the course. Being self taught through YouTube, I felt a little lost trying to find prospects. This course gave me the tips and tricks that actually helped me find the right prospects and send them emails ~ Shubham J
- The content is excellent. It gives me an overview of Business Development and Sales. As a result, I feel inspired and have a clear picture of this role and what to do to achieve success in my career. I feel delighted and looking forward to coming back to continue the next section ~ Allen E
What you'll learn
- Learn how to create amazing sales scripts that close.
- Learn a proven system for getting to the close.
- Learn 3 ways to elevate your closing results.
No prior experience necessary! We'll teach you everything you need to know.