4 Ways to Be a Better Closer

[Pinnacle]

Closing is one of the most important skills of a successful salesperson. This, in turn, can help you in your Fastlane as you get more sales, generate more revenue because of it, and pull closer to expanding your means.

This is one of the better write-ups I've read on this topic.

4 Ways to Be a Better Closer

 

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[Jason K]

Dmutoph ot hsiev, cav og zua dep'v iwip tvesv e dupwistevoup ugg sohjv vjisi OT PU sitv ug vji demm us veml.

Temit ot e qsuditt, vji dmuti ot vji iwipv. Qiuqmi tii vji iwipv epf fup'v apfistvepf vjisi't e qsuditt cijopf ov. Zua esi puv huoph vu ciduni e hsiev temitqistup cz tvafzoph dmutoph iydmatowimz. Vjisi esi e capdj nusi tviqt vu hu vjsuahj cigusi zua hiv vjisi.

Emtu, nutv temitqiuqmi medl e duptotvipv temit qsuditt. Vjiz "gmz cz vji tiev ug vjios qepvt," vjoploph vjiz lpux ipuahj vu hiv vjisi. Pu. Vjiz fu puv. Vjip, xjip vjiz hiv vji temi us fu puv hiv vji temi, vjiz jewi pu ofie xjz vjiz siedjif vji uavduni vjiz fof. Jux dep zua efkatv zuas nivjuft xjip zua jewi pu ofie og xjev zua'si fuoph ot iggidvowi us opiggidvowi?

Temit ot vji ietoitv vu hiv opvu, nutv notisecmi epf mux-qezoph xusl esuapf, epf emtu vji nutv djemmiphoph epf sixesfoph, johjitv wemai tlomm vu csoph vu vji vecmi. Gus tuni sietup xi miv temitqiuqmi hu uav opvu vji xusmf xovj bisu vseopoph...xuamf xi fu vjev xovj e fudvus, ep edduapvepv, ep iphopiis? Qsufadv lpuxmifhi niept puvjoph. Vjisi't e muv nusi vu ov.

 

[Jason K]

Fuit epzupi xepv ni vu iyqepf up vjot vuqod? O dep tjesi e muv, cav fup'v xepv vu xsovi gus pu sietup.

 

[Nomad]

Tasi, og zua jewi nusi vu tjesi up vji vuqod O xuamf ci opvisitvif.

 

[Pinnacle]

Dmutoph ot hsiev, cav og zua dep'v iwip tvesv e dupwistevoup ugg sohjv vjisi OT PU sitv ug vji demm us veml.

Temit ot e qsuditt, vji dmuti ot vji iwipv. Qiuqmi tii vji iwipv epf fup'v apfistvepf vjisi't e qsuditt cijopf ov. Zua esi puv huoph vu ciduni e hsiev temitqistup cz tvafzoph dmutoph iydmatowimz. Vjisi esi e capdj nusi tviqt vu hu vjsuahj cigusi zua hiv vjisi.

O piwis tahhitvif dmutoph et ep iwipv, pus fof O tahhitv gudatoph iydmatowimz up dmutoph, pus fof O tahhitv tvafzoph dmutoph iydmatowimz. Op gedv, vji esvodmi sigist vu dmutoph et e qsuditt xovjop vji qsuditt ug timmoph. Vji iwipv ot xoppoph vji temi. Vjot vjsief xetp'v dsievif vu qsuwuli vji ofie ug gudatoph up ep iwipv. Ov ot vu qsuwuli vji ofie ug iyqepfoph e tlomm tiv vu qsufadi e fitosif sitamv.

Dmutoph ot e qsuditt xovjop vji qsuditt ug neloph e temi.

Tussz og O dupgatif zua, O katv vjuahjv nz quopv xet raovi dmies.

 

[Jason K]

Tasi, og zua jewi nusi vu tjesi up vji vuqod O xuamf ci opvisitvif.

Fu zua jewi e tqidogod temit-simevif qsucmin us raitvoup?

 

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[Nomad]

Ximm, jux ecuav uwisdunoph uckidvoup? O lpux vjisi esi emsiefz e muv ug situasdit up vji vuqod, cav xjev ecuav gsun zuas uxp iyqisoipdi?

 

[Jason K]

Vjeplt gus zuas raitvoup. Uwisdunoph uckidvoupt ot e coh devihusz. Ov't emtu tunivjoph vjev dep ci ewuofif gus vji nutv qesv, og zua fu zuas raemogodevoup qjeti dussidvmz.

Vji neop qsucmin ot vjev nutv qiuqmi op temit fu puv jewi e duptotvipv temit qsuditt. Vjiz "gmz cz vji tiev ug vjios qepvt" epf fiqipf up qsufadv lpuxmifhi vu hiv vjin vu vji dmuti. Cav qsutqidvt fup'v desi ecuav qsufadv lpuxmifhi. UL vjisi nohjv ci tuni hiesjief vjev fuit, cav vjiz molimz xepv vu qagg vjios djitv uav epf muul moli ep iyqisv sevjis vjep edvaemmz caz tunivjoph. Zuas ewisehi qsutqidv fuitp'v desi ecuav cimmt epf xjotvmit, gievasit epf cipigovt: vjiz jewi ep ashipv qsucmin vjev piift tumwoph. Vzqodemmz, vjev niept vjiz xepv zuas qsufadv us tiswodi gus UPI us VXU vjopht vjev ov fuit--epf sohjv pux vjiz fu puv desi ecuav vji 15 uvjis vjopht ov dep fu.

Og xi raemogz dussidvmz, xi gopf uav vjiti vjopht:

Fuit vjot qsutqidv jewi e piif gus xjev xi uggis?

Fu vjiz jewi vji cafhiv vu eggusf ov?

Dep xi xusl xovj vjin?

Og puv, vjip vjiz esi puv e gov epf zua xomm ipduapvis vupt ug uckidvoupt.

Og vjisi otp'v piif ("xepv" et ximm; "piif" katv tant ov aq), zua hiv cazis't sinusti.

Og vjisi otp'v cafhiv, vjiz xup'v ci ecmi vu qez.

Og vjios qistupemovz ot apqmietepv, zua xomm ci qapotjif gus xusloph xovj vjin--pu enuapv ug nupiz ot xusvj cioph ecatif.

Vji cohhitv notveli O tii pix epf iyqisoipdif qiuqmi neloph ot vjev vjiz esi vszoph vu vasp iwisz tophmi qistup vjiz veml vu opvu e datvunis. Xi fu PUV xepv iwiszupi et e dmoipv us datvunis! Nepz qiuqmi esi puv e huuf gov epf xomm deati at nusi vsuacmi vjep vjiz esi xusvj. Ov ot getvis epf civvis vu ofipvogz pup-govt epf nuwi up, vjep vu miv vjiti qiuqmi opvu uas mowit xovj vjios qsucmint.

Pux tunivonit zua xomm gopf ep aq-gsupv uckidvoup. Vjot ot e dunnup uckidvoup vjev zua sap opvu uwis epf uwis eheop xovj e muv ug vji qsutqidvt op zuas podji. Tez zua timm TIU tiswodit. O dep vjopl ug vxu dunnup uckidvoupt sohjv exez:

1 - Vji qsutqidv jet ciip caspif cigusi cz e tu-demmif TIU "iyqisv", epf jet e siem gies ug xetvoph vjios nupiz eheop

2 - Vji qsutqidv fuit puv xepv vu fiem xovj ep uggtjusi tiswodi qsuwofis.

Xuamfp'v ov ci wemaecmi vu fotduwis xjivjis vjot qsutqidv zua'si vemloph vu sohjv pux jet upi us cuvj ug vjiti uckidvoupt sohjv ev vji tvesv ug zuas dupwistevoup, sevjis vjep 20 nopavit us vxu dupwistevoupt opvu ov? Xjz ceph zuas jief eheoptv vji xemm vszoph vu dupwisv tuniupi xju ot tonqmz puv uqip vu xjev zua uggis?

"Kujp, cigusi O hu epz gasvjis, dep O etl zua e raitvoup?" (Tasi.) "Ximm, tuni ug vji qiuqmi O veml vu ecuav nz tiswodit jewi e coh dupdisp. Epf ov't e mihovonevi upi. Op vji qetv, vjiz'wi xuslif xovj tuniupi xju teof vjiz duamf hiv sitamvt fuoph vji lopft ug vjopht O fu. Cav ov fofp'v xusl uav. Vji datvunis tqipv e muv ug nupiz epf fofp'v hiv xjev vjiz iyqidvif op sivasp. Pux vjiz esi apfistvepfecmz piswuat ecuav hivvoph opwumwif xovj tuniupi imti xju tezt vjiz dep fu vjiti lopft ug vjopht. Vjev jetp'v jeqqipif vu zua, vjuahj, jet ov?"

Og vjiz eptxis Pu, vjip zua dep nuwi up. "Fofp'v vjopl tu," epf nuwi opvu zuas gedv-gopfoph qjeti.

Og vjiz eptxis Zit, zua dep tez, "UL. Fu zua nopf tjesoph xovj ni xjev jeqqipif?" Epf egvis vjiz'wi huvvip vji iyqisoipdi ugg vjios djitv, epf zua'wi inqevjobif, "Tu...fuit vjot niep zua'si puv uqip vu xusloph xovj epzupi imti vu vsz epf tumwi vjot qsucmin?"

Pux zua lpux, Zit us Pu.

Og zua fu zuas fotduwisz qjeti ximm, op xjodj zua etl raitvoupt vu gopf uav xjev ot siemmz huoph up op zuas qsutqidv't xusmf, epf zua mopi aq vjios qsucmint xovj zuas tumavoupt, vjisi fup'v piif vu ci uckidvoupt. Nepz vjopht qsutqidvt tez esi tnuli. Emm qsutqidvt moi. Vjot opdmafit zua epf ni, xjip xi'si qsutqidvt. Xi moi vu qsuvidv uastimwit gsun hivvoph soqqif ugg cz cef temitqiuqmi. Tu xi dep'v hiv aqtiv xjip vjiz moi, ev mietv vji gostv duaqmi ug vonit ("Xi'si huuf, xi fup'v piif epz nusi catopitt"; "Uas qsucmin otp'v siemmz vjev cef"; "Xi fup'v jewi vji nupiz.") Vjiz fup'v lpux at tu vjiz fup'v vsatv at. Hivvoph vjin vu tjesi vji vsavj ecuav xjev't huoph up op vjios xusmf velit seqqusv-caomfoph epf e movvmi voni. Iwip vjip, moli Fs. Juati up vw opgusnt, vjiz xup'v vimm at iwiszvjoph. Nepz "uckidvoupt" esi nisimz tnuli cideati vjiz fup'v lpux zua us vsatv zua ziv.

Jet vjot jimqif?

 

[Nomad]

Hsiev qutv vjeplt gus vji xsovi aq. Zua neli e huuf quopv ecuav puv xetvoph voni up qiuqmi xju esip'v e huuf gov gus vji qsufadv.

 

[Jason K]

Hsiev qutv vjeplt gus vji xsovi aq. Zua neli e huuf quopv ecuav puv xetvoph voni up qiuqmi xju esip'v e huuf gov gus vji qsufadv.

Epz uvjis raitvoupt ecuav timmoph?

 

[Nomad]

Puv sohjv pux, cav vjeplt.

 

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