| Closing is obviously the most important step in | | | | their pain. They will reward you with the sale and |
| the sales process. Closing is where the | | | | the commissions and referrals that go with the |
| commission is made or lost. Most sales training | | | | sale. |
| programs do not adequately cover how to close | | | | The problem is most sales training programs don't |
| effectively. Instead most sales training course | | | | teach this NLP sales close. Again, if you do not |
| teach very ineffective sales techniques that rely | | | | spend the time to figure out what the prospects |
| on canned closes that sound more like pick up | | | | pain is and more importantly how they represent |
| lines than actual business dealings. Unfortunately | | | | that pain in their mind, you will not be able to |
| the close is also where most sales people lose the | | | | close effectively. |
| sale. In fact, most sales are lost because sales | | | | The second step is to link that need that you |
| people are too afraid to ask for the close. Even | | | | discover to your product or service. Without |
| when using a consultative selling model, fear of | | | | linking the need your prospect has to your |
| rejection and fear of making a mistake are major | | | | product or service the close is never going to |
| obstacles to closing. | | | | work. Good sales training programs need to |
| By using an NLP sales approach and putting the | | | | emphasize that the prospect will not be able to |
| fears aside for now the best way to close is to | | | | clearly link their own need to your product or |
| repeat back to the prospect exactly what he or | | | | service. The prospect typically cannot see your |
| she told you is important to them. That is you | | | | product or service as the solution to their |
| need to close with the same words that the | | | | problem. |
| prospect unconsciously let you know are | | | | That is why you need to convince them with the |
| important. The benefit of closing with the | | | | NLP sales close. If a prospect could link his own |
| prospect's own words and values are great. Using | | | | need to your product or service then there would |
| this nlp sales technique is much more effective | | | | be no selling required. If you fail to follow this |
| than the standard closes that your prospects | | | | advice, your mistake will cost you. The fact is, |
| have heard over and over. In fact, studies have | | | | most prospects are so stuck in their problem, |
| shown that prospects develop an immunity to | | | | that they are unable to see past the boundaries |
| certain closes, making the close useless. By using | | | | to actually solving the problem. |
| the prospects own words you easily negate this | | | | As a sales professional it is your job to close |
| immunity. The other benefit to closing in this | | | | ONLY after you have found the need, built the |
| manner is the fears involved tend to melt away. | | | | value, and linked the need and value to your |
| This is due to the fact that when the time comes | | | | product or service. Then just use what your |
| to close, you know exactly what to say. | | | | prospect told you was important to close them. |
| The trick is to pay close attention to your | | | | The idea and the practice is simple. |
| prospect. Be sure to ask the right questions and | | | | Again this applies to any persuasion situation, |
| prospects will always tell you how they want to | | | | whether your selling you product or service or |
| be persuaded. Remember it is a sales | | | | trying to convince your kids to do their |
| professional's job to solve your prospect's | | | | homework. This NLP sales close works on anyone |
| problems. Rest assured you are doing the | | | | because it uses their words rather than yours. |
| prospect an incredible service by helping to solve | | | | |