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The days of the 'hard sell' are over, but almost all buyers still need a little encouragement to make a positive buying decision. It's the professional seller's responsibility to help them make the buying decision. So, we still call it 'closing the sale' because, after all, closing the sale is precisely what it is.
Bruce King has been coaching business owners and their sales personnel on closing the sale successfully for over 25 years and has created the closing the sale section on The Rainmakers platform.
Here Bruce will show you the ten most effective ways of closing the sale. You will not need to use them all. You just need to select the two or three you are most comfortable using and close more sales, faster, more profitably and more enjoyably.
Get immediate access to all these Sales & Marketing tutorials, downloads, resources, tools and much more from resident experts Chris Haycock, Bruce King and guests.
Bruce King interviews and chats with the inimitable Ben Gay III, and Ben shares some of his top tips and experiences over his many years in sales.
Our responsibility is to make it as easy as possible for prospects to say yes. Here is how to do that and get a positive result.
I use this 3-step process at the end of most presentations and sales meetings I have. It's so effective because it's the way to get the prospect to close the sale themselves.
In this video I explain why you should never ask a prospect what they 'think' about your proposals. This may surprise you, and will definitely help you close more sales, much faster.
Sometimes it becomes obvious your prospect is still not convinced of the value and benefits of what you are offering them. That's maybe the time to use the 'Adjournment Close' – see why.
It's a fact that the longer the decision takes to buy your product or service, the more likely you are to fail to win the deal. Here are four ways to overcome this challenge.
This close almost never fails with the right product or service. Listen and learn from the story on this video, and then figure out if you can use this close too.
When you fail to make an appointment with a prospect, or fail to sell at a meeting, my strategy is to always follow up, not once but several times, Here's how I do it.
Let's not mess around or get overly complicated. Often it's much easier to keep it simple and just ask for the business as I show you in this video.
In this and the following videos, I share what I consider to be the most professional and effective ways of asking for the business, and getting it.
Sometimes the sales pipeline gets blocked and sales stall. Here's how I helped a client unblock theirs and it will work for you too.
In this video, I give you the number one rule you must apply, every time you ask someone a question that moves the sales process forward and when you ask them to make a buying decision
I prepare diligently for every sales presentation, but I'll still often ask prospects for their business within a minute or two of meeting them. Here is how I do it and get great results.
The consultant close is one of those rare occasions when you use your 'consultant's hat' to close the sale. Here is how you do that.
Use the scale of 1 to 10 close when you're not quite sure if the prospect is ready to buy, and you are having a challenge uncovering their final concerns.
You probably walk past the opportunity to close a sale many times, and especially when a prospect asks you a question. Listen out for these clues and close more business.
