| My twin daughters must have been on a few | | | | |
| direct sales training courses. | | | | 1. Don't be afraid of the word "No" ( It might just |
| They have perfected one of the most simple but | | | | mean "No not at the moment") |
| powerful sales closing techniques that makes | | | | 2. Never accept a "No" without asking "Why" and |
| them the best closers in the world. | | | | if they can't give you the reason "Why" then the |
| At only four and a half years old they have | | | | initial "No" might just have been a defence |
| already learned the priceless lesson that "No" | | | | reaction. Dig deeper and find out the "why". |
| doesn't always mean "No!" | | | | 3. When you get the why out into the open you |
| I'll give you an example. | | | | now have a genuine objection to overcome and |
| When they come to me to ask for something | | | | you can start using your closing techniques again |
| and my first answer is "No" they immediately ask | | | | to overcome the real objection. |
| "Why?" | | | | 4. Find several ways of asking the same question |
| It might be that I'm in the middle of something | | | | to slowly break down the sales defence barriers. |
| important and I need stop what I'm doing to get | | | | 5. Ask for a bigger deal you can always negotiate |
| them something that they want so they realise | | | | down to an affordable option later when you |
| that maybe I didn't really mean "No, end of | | | | have got it down to just the money. |
| story", I just meant "No, not at the moment". | | | | 6. Remember that when one person has said "No" |
| If I say "No because....." I have now given them an | | | | it doesn't always mean that their partner agrees |
| objection to overcome and believe me, children | | | | with them and they could help to close the deal |
| are the best closers in the world when it comes | | | | for you by putting their point of view over to the |
| to overcoming objections and getting what they | | | | negative partner, so always trial close all people |
| want. They have perfected the art of closing and | | | | that are present on the presentation. |
| can use some of the most powerful sales closing | | | | Lastly, children are such powerful closers because |
| techniques you will ever come across! | | | | they focus 100% on what they want and they |
| They will start by asking the same question from | | | | will not be swayed until they get it. |
| different angles until I have run out of reasons to | | | | Nothing else exists in their heads until they have |
| say no. | | | | got what they wanted. |
| They have also already learned to start by asking | | | | We all need to learn to focus 100% on getting |
| for more than they actually want. | | | | the deal every time and when we do a direct |
| For example if they wanted a pony, they'll start | | | | sales presentation there should be nothing else in |
| by asking for a horse knowing that they can | | | | our heads until the sale is made and the contract |
| always negotiate down to a pony or at worst | | | | is signed. |
| riding lessons! | | | | Then we can start to think about how we are |
| And when all else fails and they still can't close me | | | | going to spend all the money we are now making! |
| into a yes, they will start their sales closing | | | | So if you want to start closing more deals and |
| techniques all over again with Mum. | | | | making more sales, get back to basics, think like a |
| So what can we learn from this story to make | | | | child trying to get an icecream and start using |
| ourselves better closers? | | | | some of their powerful sales closing techniques! |