In today’s busy world, nothing could be better than a winning done-for-you script that you can follow to close more deals in less time. But has the art of selling become a turn off for people that have been seeing the same sales techniques for years? The perfect closing script will show you a winning formula that will close more deals quickly with less effort.
Let’s begin with a close look at what’s not working with traditional sales techniques and how you can refresh those techniques with a new advantage.
Traditional Sales Techniques To Avoid
Forbes claims that “traditional sales” is ineffective. All the old methods are no longer working to make sales today. These are some of the techniques that we were using before, and decades later, we are still using them now:
- The Alternative Close: the salesperson puts forth two or three alternatives before a prospect in order to complete the sale-process
- The Assumptive Close: the salesperson intentionally assumes that the prospect has already agreed to buy
- The Now or Never Close: the salesperson presents an option that the prospect must take now
- The Summary Close: the salesperson reiterates the items the customer is hopefully purchasing (stressing value and benefits)
- The Sharp angle Close: the prospect is likely to buy but they have one nagging objection
- The Columbo Close: when the prospect thinks the sales call is almost over, the salesperson says, “Just one more thing.”
- The Hard Close: salespeople use this as a last ditch effort to bluntly ask the prospect to close the sale because it’s usually thought of as a bridge burner
- The Takeaway Close: when the salesperson removes a feature or service and offers a discounted price to the prospect, and the prospect focuses more on what was taken away than the discount.
If everyone is doing the exact same thing, how can you stand out from your competition? After all, your prospects are just going to compare your benefits and features with your competitor’s benefits and features.
So what can you do to stand out from everyone else? Be wildly different. Change HOW you sell your offer.
How To Gain A Massive Competitive Advantage
If you want to be in control of your massive, competitive advantage, immediately stop making traditional, sales killing mistakes now.
- Don’t take prospect objections at face value
- Don’t be aggressive, pushy, slimy, and unethical
- Don’t try to sell prospects on features and benefits
- Don’t give the prospect control of the sales conversation
- Don’t be scared to ask for BIG money
To close deals faster, with more ease, less resistance, do the opposite of what everyone else is doing. Your prospects will appreciate it, and they will be chasing you because
- You’ll see their objections for what they really are and handle them masterfully… instead of giving into their excuses and losing the sale
- You’ll be different from your competition because you actually care
- You’ll let the prospects sell themselves on your product or service
- You’ll take control of the sales conversation
- You’ll ask for BIG money if you think your product is what’s best for them
The Effective Sales Formula
Here’s the formula that luxury stores like Tom Ford, Gucci, Prada and Versace are using to close sales:
- They find out what you’re looking for.
- They find what’s wrong with what you’ve got right now.
- They help paint the picture for you
- They close the deal.
This is the opposite of old school sales advice. Instead of selling a prospect on your product or service, you find out what is your prospect’s pain. What brings them to your business? What problem of theirs can you solve?
When you discover their problem after a deep conversation with them, you want to help them come to the conclusion that you are the right person with the right solution to their problem.
If you use this method to close the sale, you’ll be surprised at how receptive your prospect will be to your offer.
You will also be surprised that when your prospect’s desire or pain is high enough, no price point is too high. So now that you’ve seen what does and doesn’t work for your sales formula, the next step is to take a closer look at the fresh, new sales script that’s been working for any industry and service.
How To Back Up Bold Claims
What you want to do next is back up all the claims you’re about to make about your product or service. You might be using the sales script correctly, but if your prospect isn’t clear who you are, your sales process isn’t going to be as effective.
So here you are, you’ve found out your prospect’s pain points and how you can be the solution to their pain. But at this point they’re going to want to know more about you and your company. After all, it’s like going to see the doctor about a health problem you’re having. You like your doctor’s diagnosis, and the doctor writes a prescription to make you better, but a sudden observation jolts you.
You don’t see any framed certificates on the wall. There is no framed license to practice. As you’re leaving the office, you also realize you never saw any other patients at the office the entire time you were there. Should you trust the doctor’s advice?
That’s why it’s important to have proof about how your business has helped other customers in the past. The questions you should answer are:
- Who are you?
- What do you do?
- Do you have social proof?
- What results have you given your customers?
Notice how I answer some of these questions in the following examples. Which questions am I addressing in each example?
Now that you know more about me and how I’ve helped people in the past to get amazing results, let’s look at the newest approaches for closing more deals and how you can implement this script in your sales techniques.
Close More Deals In Less Time
If you want to close more deals in less time, there’s three easy methods that will win over your prospects faster.
1.Win The Respect Of Your Prospects
First and most importantly, respect your prospect’s time. Don’t shove your product or service down your prospect’s throat because that’s the best way to turn them off from buying anything from you.
So don’t ask a question like, “How could you not want this deal?” Don’t ask them questions that immediately turn them off either. You’ve heard that question before, when a salesperson asks, “How can I help you?” when you walk into their store. Maybe you were slightly intrigued by an item you’re looking at, but you answer, “I’m just browsing.”
Even if you might have wanted to buy something, you want to buy it on your terms, not because you got a salesperson’s attention. So as a salesperson, you don’t want to be asking questions that trigger a negative response.
2. Diagnose Problems Like A Highly Experienced Doctor
A doctor who can’t diagnose a patient’s problems won’t be in business very long. A salesperson has to diagnose the prospect’s problem and understand the vision of where they want to be. Then their job is to sell their product or service as the bridge that will get the prospect from the problem to the vision.
If you can’t understand what the gap is, you can’t sell the bridge. Sometimes, the prospect might not know what the problem is. Like a patient telling their doctor about nasal congestion and sneezing but not realizing that what they have is a cold. It’s the doctor’s job to diagnose that the patient has a cold. Similarly, it’s the salesperson’s job to diagnose what problem the prospect is having.
Salespeople who push the features and benefits of their product or service without first understanding what the prospect is struggling with are not going to get the sale. They’ll be getting one objection after another.
3. Don’t Be That Slimy Salesperson
Here’s what the perfect sales call sounds like. The salesperson makes their presentation, highlighting the features and benefits of their product or service. They tell the prospect why they should act now and not later. Then they deal with all the objections as they come up. Lastly, they justify their price.
That’s the perfect sales call from back in the day when losing a sale was perfectly acceptable and the goal of all salespeople. It was also the sales method used when salespeople had beautiful voices because back then, they did most of the talking.
Today’s top salespeople talk for only 20 percent or less of the sales call. And when they speak, it’s mostly to ask questions. They ask questions to help the prospect and find out if the product or service is the right fit for them.
By asking questions, the salesperson doesn’t sound slimy or unethical. And by asking questions, they can qualify the prospect. As they answer your questions, prospects will close themselves on why they need your product or service.
Another reason why this approach works is you, as the salesperson, are not shoving your offer down the prospect’s throat. And you don’t sound like the typical aggressive salesperson. Most importantly, it shows you care, building an emotional connection with the prospect.
And there is the big secret: people buy based on emotion. An emotional connection makes a bigger impact.
Does everything make sense so far? You’re qualifying the prospect to see if your offer is a fit for them, and you want them to close themselves.
At this point, they’re completely or mostly closed on your product or service but doubts may be rising to the surface. They may start to come up with objections about why they shouldn’t buy. And here is how you handle it.
How To Make Your Offer Irresistible
Show Prospects The Proof
Stop those objections before they come up. Back up your claims with proof. For example, show how customers have been seeing success with your product or service. The proof will answer questions like, “Does your system work? What kind of results can I expect?”
Provide stories about people using your product or service. Show what kinds of results your customer is getting and how the product has impacted their life. Include a picture of the customer and the customer’s name as proof that these are stories about real people.
Another strategy is to include videos from famous people. For these videos, include the celebrity’s name, a short description in case the prospect doesn’t know this celebrity (for example, Brian Tracy, Legendary Sales Trainer) and a short quote from the celebrity.
This description should intrigue the prospect enough to play the video to hear what a celebrity has to say about using your product or service. After all, if your offer is good enough to satisfy someone famous, it’s good enough for your other customers.
Is There A Guarantee?
If you’ve been in business a while, you’ve heard this question many times. Prospects throw it out there as a way to stop a sale from happening. So before they even have a chance to form the question in their mind, just answer it.
Show Them What They’ll Be Getting: Show Them The Bonuses
Prospects want to be reassured that they’re getting a great deal. So in addition to the product that they were initially ready to buy, show them what else they will be getting. Usually, you offer them bonuses. Three is an ideal number.
Be clear on the value of their bonuses, because they’ll be getting these in addition to what they are buying. For example, in addition to the perfect closing script, they get a marketing tool for Instagram, another script for handling objections, and how they can position themselves for a close even before getting on the phone.
And best of all, emphasize that they are getting all that value FREE if they buy the initial product, the one they were going to buy in the first place when they were ready to close the sale.
But now, instead of just getting the initial product for X dollars, they get more bonuses, more value, and still at the same initial price! Better yet, the total value of the bonuses you are offering exceed the price of your product! What reason could they have to hold back from closing the deal?
How To Close The Deal
At this point, your prospect is at the edge of the cliff, ready to take the plunge and invest in your product or service. One final little push and they’re ready to take the leap and close the deal. So what’s missing?
Paint the vision for them. Remind them of what they could accomplish, what problems they would solve if they purchased your product. Remind them of the value the prospect is getting. Create urgency, because if you don’t, they won’t be in a hurry to buy. So tell them to buy TODAY. Tell them to hit that call to action button NOW.
Provide a recap of everything that the prospect will be getting – your product plus all of the additional bonuses.
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And emphasize the value one more time, with an easy to find call to action (CTA) button that makes the decision making an easy as pie process. With the press of a button, they will purchase the product or service that is the solution to their problem.
And to create more urgency, use words such as “today” and “now”. If they miss this opportunity, which others are taking advantage of, other people will get those desired results but the prospect will miss out.
That’s the price for not taking action. A lost opportunity. And their life is no different than before. Their problem is still there when they wake up in the morning. They aren’t one of those people who are willing to do what it takes.
Because if they haven’t taken action by now, your product or solution is not for them. They haven’t taken the plunge “before it’s too late”. And by then they will have reached the end of your perfect sales script. The curtain is closing at that moment.
That’s when you sign your perfect closing script with your name and signature. It’s like this letter was written by you, for your prospect. Your signature is your seal of approval, like saying, “I approve this message” and you stand by it.
Finally, leave them with a question, a thought to think about as your last words. For example, “Are you going to let this opportunity slip by and let your competition steal your clients and customers? Or are you going to take action?”
Final Thoughts On The Perfect Closing Script
Traditional sales techniques are turning into dinosaurs. Customers have caught on and they’re not interested in being pressed into making a purchase just so someone can make a commission.
The fresh face of sales are salespeople who ask questions and show a genuine interest in diagnosing the problem of the prospect. They qualify the prospect to see if they are a fit for the product or service.
They understand what questions could be on the prospect’s mind before they even voice them, such as providing testimonials and guarantees before the prospect voices an objection. And to give them that final nudge when they are on the verge of buying, remind the prospect of the bonuses and value they are getting if they purchase NOW.
After all, if the prospect doesn’t buy today, then they are letting an opportunity slip by to solve their problem and get the results they are looking for.
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