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BizSuccess Breakthroughs for
May 23, 2001
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++++++++++++++++++++++++++
TABLE OF CONTENTS
++++++++++++++++++++++++++
..WELCOME to BizSuccess Breakthroughs
..THIS ISSUE'S MESSAGE - "3 Killer Secrets for
Closing the Sale"
..SPOTLIGHTS - Products and Services for you and your
enterprise
..QUOTES - To Get You Thinking
..THE FUNNIES - On the Lighter Side of Business
..MORE RESOURCES AT BizSuccess.com
..PUBLISHER CONTACT INFO
..YOUR COMMENTS PLEASE?
..SUBSCRIPTION INSTRUCTIONS
++++++++++++++++++
WELCOME
++++++++++++++++++
Hello. Gary Lockwood here again with more breakthrough ideas
and information on how to:
Grow your business - Make more money - Have more fun.
Thank you again for referring this newsletter to your friends and
colleagues. I really appreciate you for helping to pass the word
about this newsletter.
Over the years, I've had several careers and have started a few
businesses. As I look back, I see the common denominator for
all these is sales. As my business coach used to tell me, "Nothing
happens until somebody sells something."
Selling is the only profession where your potential earnings are
beyond what 95% of the world's population could ever earn. Yet,
you get none of those earnings until you close the sale.
Our guest author this issue is Brian Tracy. Brian has a worldwide
reputation as a million-dollar master of peak sales performance
who has trained 2 million people in 23 countries. In his article
today, he shares three secrets for closing more sales. I've used
these techniques. They work. Read about them and try them for
yourself.
My hope is that you use the ideas and information in these
BizSuccess Breakthroughs broadcasts to get the results you
really want.
If you want some help in putting them into practice, or if you
have questions, email or call me.
SUCCESS to You....
Gary Lockwood
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++++++++++++++++++++++++++++++
THIS ISSUE'S MESSAGE
++++++++++++++++++++++++++++++
3 Killer Secrets for Closing the Sale
by Brian Tracy
"Inherently, each one of us has the substance within to achieve
whatever our goals and dreams define. What is missing from
each of us is the training, education, knowledge and insight to
utilize what we already have." -- Mark Twain
FACT: Selling is the only profession wherein your potential
earnings are beyond what 95% of the world's population could
ever earn - but only if you know how to close the sale. Selling
is a wonderful profession -- but because it is oftentimes
difficult to become successful at it, it is also considered one
of the toughest professions in the world.
As a salesperson, you need to be thankful that making the sale
is so difficult, because if it were easy, the field would be
flooded with amateurs -- and the amount of money you could earn
would be greatly reduced. Your job is to find ways to make the
sales process easier so that you can become one of the highest
paid people in your field, if not the world.
The Major Challenge in Selling
Closing the sale is perhaps the most stressful and challenging
part of the sales process. This is where the rubber meets the
proverbial road.
Hi, I'm Brian Tracy -- and there are secrets I know that can
unlock the real firepower that lies dormant in your very own
selling skills, and these secrets will change the course of your
sales career forever. I'm going to reveal 3 closing secrets
that can easily triple your sales in the next 90 days.
You may have heard about me through my high-powered sales
seminars attended by approximately 400,000 men and women each
year in 23 countries - or perhaps you have come across one of my
16 best-selling books or 300 learning programs.
The 3 killer secrets that I'm about to reveal are excerpts of
techniques I've taught to salespeople all over the world, many
of whom have gone on to become the biggest money-makers in the
sales industry. I guarantee that if you master these lessons
and practice them faithfully, you will at least triple your
sales within the next 90 days.
Killer Closing Secret #1: The Preference Close
The first technique is the Alternative Close, also called the
Preference Close. It is based on the fact that people like to
have choices. They don't like to be given what may sound like
an ultimatum to either buy it or not buy it.
To apply this technique, you simply structure your close by
saying, "Which of these would you prefer, A or B?"
With the alternative close, whichever one the customer selects,
you would have made a sale either way. You should always try to
give the customer two choices. Even if you are selling a single
product, you can give him two choices with regard to payment, or
delivery. For example, "Would you like this delivered to your
office or to your home address?" "Will that be MasterCard or
Visa?" "Would you like the ATM 26 or the ATM 30?" And
so on.
Killer Closing Secret #2: The Secondary Close
The second closing technique is the Secondary Close. This is
extremely popular. It is a way of helping a customer making a
big decision by having him make a small decision that infers the
big decision. Instead of asking the customer to go ahead with
the product or service, you ask a question about a peripheral
detail, the acceptance of which means that he has decided to buy
the larger product.
For example, you could ask, "Would you want this shipped in a
wooden crate, or would cardboard be all right?" "Would you like
us to include the drapes and rods in the offer?" "Did you want
the standard rims or would you like the customized racing rims
on your car?"
In each case, if the customer agrees to or chooses the smaller
item, he has indirectly said, "yes" to the entire offering.
People often find it easier to agree to small details than they
do to making a larger commitment. That's why this is sometimes
called the Incremental Close, where you get commitment bit by
bit to the entire offer.
Killer Closing Secret #3: The Authorization Close
The third closing technique is the Authorization Close, which is
often used to conclude multimillion-dollar transactions. At the
end of the sales conversation, the salesperson simply asks if
the prospect has any questions or concerns that haven't been
covered. If the prospect has no further questions or concerns,
the salesperson takes out the contract, opens it up to the
signature page, places a check mark where the customer has to
sign, and pushes it over to him saying, "Well then, if you will
just authorize this, we'll get started on it right away." The
word "authorize" is better than the word "sign." A
check mark
is better than an X. Offering to "get started right away" is
better than sitting there hoping for the best.
However you do it, be prepared to ask for the order in whichever
ways seem appropriate at the moment.
================
Brian Tracy is a million-dollar master of peak sales performance
and personal success strategies. As the world-renowned creator
of 300 video and audio learning programs, and the best-selling
author of 16 books, his ideas and approaches are used by most of
the big money makers and the superstars of selling. In his
RealVideo course, "24 Techniques for Closing the Sale," Brian
shows you powerful tactics that can double or triple your sales
closing rate -- and teach you how to sell 50% to 100% of all
prospects that you come in contact with -- all in just 63
minutes. http://www.roibot.com/r_24.cgi?IM9841_24text
+++++++++++++++++++
SPOTLIGHTS
+++++++++++++++++++
LEARN THE SECRETS TO SUCCESS IN MLM!
FREE GENERIC Training for ANY Network Marketer from
TEN of the industry's Top Trainers including: John Milton Fogg,
Randy Gage, Jan Ruhe, Doug Firebaugh,and many others!
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http://www.SecretsToMLM.com
************************
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************************
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************************
DISCLAIMER
Although we make an effort to check out the advertisements in the
Spotlight section, we cannot assume responsibility for the actions
of our advertisers.
+++++++++++++++++++++++++++++++++
QUOTES To Get You Thinking
+++++++++++++++++++++++++++++++++
Death is life's way of telling you you're fired.
Democracy is three wolves and one sheep voting
on what to have for supper.
Despite the high cost of living, it remains very popular.
Destiny is not a matter of chance, it is a matter of choice;
it is not a thing to be waited for, it is a thing to be achieved.
William Jennings Bryan
Discretion is being able to raise your eyebrow
instead of your voice.
Growing old is mandatory; growing up is optional.
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THE FUNNIES
+++++++++++++++++++++++
Stop by our website every day to see the Business Cartoon
of the Day by Ted Goff. http://www.bizsuccess.com/cartoon.htm
------------
My kids love going to the Web, and they keep track of their
passwords by writing them on Post-it notes. I noticed their
Disney password was "MickeyMinnieGoofyPluto," and asked why
it was so long. "Because," my son explained, "they say it has
to have at least four characters."
------------
I work in a busy office, and when a computer goes down it
causes quite an inconvenience. Recently one of our computers
not only crashed, it made a noise that sounded like a heart
monitor. "This computer has flat-lined," a co-worker called
out with mock horror.
"Does anyone here know how to do mouse-to-mouse?"
------------
Fatherhood is pretending that the present you love most is
soap-on-a-rope.
- Bill Cosby
------------
I went on a diet - had to go on two diets at the same time
'cause one diet wasn't giving me enough food.
- Barry Marter
------------
I love being married... I was single for a long time and I
just got so sick of finishing my own sentences.
- Brian Kiley
***excerpts from: http://www.joker.org/
***
++++++++++++++++++++++++++++++++
RESOURCES AT BizSuccess.com
++++++++++++++++++++++++++++++++
FREE Book!
I'd like to give you a copy of my latest book for free in exchange
for a small favor.
I need your help in getting the word out about my newsletter.
So here's the offer: If you will take 60 seconds now to tell a
friend (or several of your colleagues) about the BizSuccess
Breakthroughs newsletter, I will give you a free gift.
Your friend will receive ONLY a one-time invitation to subscribe.
No pressure. No obligation. And no spam. To thank you for your
referral(s), I will give you my new ebook, "The BizSuccess Book:
Making Changes That Can Transform Your Enterprise" for free.
Please click to http://www.BizSuccess.com/referrals.htm
+++++++++++++++++++++++
PUBLISHER INFO
+++++++++++++++++++++++
Gary Lockwood is Your Business Coach.
Helping business owners, entrepreneurs, and professionals
to get all they really want from their enterprise.
(800) 272-1575 (USA) - 909/984-3344 Fax: (815) 361-3041
Email: mailto:Gary@bizsuccess.com
Visit our website at http://www.bizsuccess.com
Grow your business, make more money,
have more fun!
++++++++++++++++++++++++++++++
YOUR COMMENTS PLEASE?
++++++++++++++++++++++++++++++
I appreciate feedback, corrections, and comments about anything
mentioned in BizSuccess Breakthroughs. Please send your thoughts to:
mailto:Gary@bizsuccess.com
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