So I’m sitting here on the beach of the
New Jersey shore…
Probably the only jackass for 50 miles
with a laptop on the beach, but I just
got an amazing lesson in sales closing
so I thought I’d share it with you ASAP.
…it just happened 30 minutes ago.
I can’t see anything because of the glare,
so if I misspell a few things, that’s why.
Anyway, today’s Underdog Millionaire Tip
Sheet is all about closing the sale.
I was just at an outdoor flea market
buying knock-off sunglasses for me and
my girlfriend.
The sunglasses dude was a sales master.
I almost went back just so I get go
through his “treament” again.
He did everything right and I am gonna
share his formula, and mine, with you
today.
Here goes:
1. Be friendly and accomodating. He
was straight forward about his pricing
and stepped back.
2. Add a ton of value. He gave us a sweet
deal… or so I thought until we left, but
that just made me smile. We got a second
pair for $5 instead of $10, the normal
rate.
3. Give the customer what they want, not
what you want. I wante polarized shades,
so he only showed me those. He then had
this sweet little demo to prove that they
were ploarized, a little picture of a shark
that you can’t see with the naked eye.
4. He locked up the sale AFTER the close
with an unadvertised FREE bonus.
This is sometthing that Joe Girard, the
greatest salesman in the world, teaches.
The sunglass guy give you a free microfiber
case AFTER he has closed you oin the
sunglasses.
He offers to shine them up for you and
teaches you how to take care of them.
By locking up the sale, he removes buyers
remourse by adding on another freebie and
shining them up for you.
It reinforces your purchse decision.
It’s hahrd to explain the whole thing
in words, and a non sales-nerd would probably
not even notice, but I walked away feeling
like I just talked to a master craftsman.
…even though he only had about 3 teeth and
smelled a little bit.
So there you have it. It doesn’t matter what
you sell. If you give people what they want
and lock up the sale after you close, you’ll
sell a ton.
In fact, I’m just finishing up a new product
called the Underdog Sales Bible. It’s
about 60 pages with 37 magical lessons of
ethical sales.
It will improve your closing ratio for sure.
It’s almost done, and I’ll let you know as
soon as it’s available.
I’ve even got stuff in there for people that
are painfully shy like me, so you can sell
without having to sell at all.
Ok, gotta get back in the water. Until tomorrow,
-Joshua Black
Copyright 2009, Outer Limit Productions LLC.
All rights reserved.
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