Secrets for Closing the Sale
by Brian Tracy
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
-- 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 oftentimes, because
it is difficult to become successful in sales, 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.
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
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. Iím going to reveal 3 closing secrets that can easily triple
your sales in the next 90 days.
You may have heard about 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 key excerpts
from courses I've taught to salespeople all over the world. Many
of the sales professionals who have learned these secrets have gone on
to become the biggest money-makers in the sales industry.
If you master these lessons, and practice them faithfully, I guarantee
that you will be far ahead of the pack.
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 your prospect customer
selects, you would make 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 instance.
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.
Secret #2: The Secondary Close
The second closing technique is the Secondary Close. This is extremely
popular. It is a way of helping your customer make a big
decision by having him make a small decision that assumes
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
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 your prospect 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 obtain commitment bit by bit to
the entire offer.
Secret #3: The Authorization Close
The third closing technique is the Authorization Close, which is often
used to conclude multimillion-dollar transactions.
Here's how it works:
At the end of the sales conversation, you simply ask if the prospect has
any questions or concerns that haven't been covered. If the
prospect has no further questions or concerns, you take out the
contract, open it up to the signature page, place a check mark where the
prospect has to sign, and push it over to him saying, "Well then,
if you will just authorize this, we'll get started on it right
The word "authorize" is better than the word "sign"
because it is less threatening. 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
way seems 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.