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24 Techniques for Closing the Sale
Brian Tracy's sales course is packed with 63 powerful minutes of killer sales closing strategies. The RealVideo course 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. Click here to learn more about 24 Techniques for Closing the Sale.

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Article # 1
3 Killer Secrets for Closing the Sale

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3 Killer Secrets for Closing the Sale by Brian Tracy <div align="center"> <table cellSpacing="0" cellPadding="8" width="90%" bgColor="#dfebf9" border="0"> <tbody> <tr> <td width="100%">"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</td> </tr> </tbody> </table> </div> 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. 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 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. 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 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. 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 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 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 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. Killer Closing 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 away." 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 <a href="YOUR AFFILIATE LINK">powerful tactics that can double or triple your sales closing rate</a> -- and teach you how to sell 50% to 100% of all prospects that you come in contact with -- all in just 63 minutes.

Text Version

Article follows: ========================= 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 make 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. YOUR AFFILIATE LINK

Article # 2
How to Close More Online Sales Through the Magic of Questions

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How to Close More Online Sales Through the Magic of Questions by Brian Tracy<O:P> </O:P> <O:P> </O:P> No one can deny that sales closing techniques are absolutely vital in face-to-face selling. But often, people ask me if they can apply my powerful closing techniques to online marketing. My answer is an unequivocal, "Yes!" Of course, there are some closing techniques that are more applicable to the Web than others -- but I'll show you magical closing secrets that can dramatically increase your web sales, and rapidly increase your online income. This works best on direct response websites - i.e., those that focus on getting an immediate response in the form of an order or lead. Before we get started, I must emphasize that much of the sale is made in the presentation. The close is largely determined by how well you've presented the product to the prospect. Your objective, then, is to take the prospect smoothly past the point of closing, making it easy for him or her to come to a buying decision. You can accomplish this with the strategic use of questions. The All-Important Opening Question When you're selling online, you don't have the benefit of interacting with your prospect the way you would in face-to-face selling. Therefore, the first thing you say in your web copy has to be something that breaks preoccupation, grabs attention, and points to the result or benefit of the your product. At any given moment, your prospect's mind is preoccupied with dozens of things. Therefore, a well-crafted question will cause the prospect's thinking to be directed to what you have to say. Your opening question must be aimed at something that is relevant and important, and at something that your prospect needs or wants. What do sales managers, for instance, sit around and think about all day long? Increasing sales! Therefore, if your target market consists of sales managers, here's an example of a question you can use as a headline or as the first part of your copy: "How would you like to see a method that would enable you to increase your sales by 20% to 30% over the next 12 months?" When you ask such a question, the first thing that pops into the mind of the prospect should be, "What is it?" - whereupon you've captured his or her attention, and you can then begin to articulate how your product or service can solve the need posed by the question. Plan your opening question carefully. If your opening question fails to break your prospect's preoccupation and grab his attention, he will click away before giving you the opportunity to present your product or service. Questions That Keep Them Involved Questions are equally vital during the presentation, i.e., in the body of your web copy, for clearly explaining how your product or service solves your prospect's problem in an easy, fast, or cost-effective way. Therefore, install questions within your sales copy that capture attention. Keep your prospect involved, and keep his mind from wandering off in a different direction by using intriguing questions that grab his lapels and jerk him toward you. For the length of time that it takes a prospect to answer a question in his mind, you have his total attention. The prospect is drawn more and more into the sales process as your questioning proceeds. If your questions are logical, orderly and sequential, you can lead the prospect forward toward the inevitable conclusion to purchase your product or service. Tip: Never say something if you can ask it instead! Think of how you can phrase your key selling points as questions. The person who asks questions has control! Closing Questions that Presume the Sale Just as questions are important at the beginning and the body of your web copy, they are even more vital at the end in gaining a commitment to action. The key to asking a closing question is confident expectation. You must skillfully craft your question to convey that you confidently expect the prospect to say, "Yes" or to agree to the sale. For example, you can pose the following question in your web copy: "When would you like to start using <NAME OF YOUR PRODUCT HERE> to multiply your profits?" In other words, you don't ask if they want to buy your product, but when. This way, you're asking for the sale expectantly, and the more confidently you expect to sell, the more likely it is that you will sell. Tip: In crafting your closing question, include the benefit that your prospect will get from your product. When you ask a compelling closing question, you diffuse the tension that normally creeps up on your prospect at the "moment of truth." A prospect's tension leads to the hesitance that kills so many sales - both online and offline. To be truly persuasive in the selling process, learn to use questions judiciously throughout your web copy. Instead of trying to overwhelm your prospects with reasons and rationales for doing what you want them to do, ask strategic questions instead. When you take the time to plan the wording of your questions, your prospect will become more interested in your product -- and consequently, you will make more sales. 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 <a href="YOUR AFFILIATE LINK">powerful tactics that can double or triple your sales closing rate</a> -- and teach you how to sell 50% to 100% of all prospects that you come in contact with -- all in just 63 minutes. </O:P>

Text Version

How to Close More Online Sales Through the Magic of Questions by Brian Tracy No one can deny that sales closing techniques are absolutely vital in face-to-face selling. But often, people ask me if they can apply my powerful closing techniques to online marketing. My answer is an unequivocal, "Yes!" Of course, there are some closing techniques that are more applicable to the Web than others -- but I'll show you magical closing secrets that can dramatically increase your web sales, and rapidly increase your online income. This works best on direct response websites - i.e., those that focus on getting an immediate response in the form of an order or lead. Before we get started, I must emphasize that much of the sale is made in the presentation. The close is largely determined by how well you've presented the product to the prospect. Your objective, then, is to take the prospect smoothly past the point of closing, making it easy for him or her to come to a buying decision. You can accomplish this with the strategic use of questions. The All-Important Opening Question When you're selling online, you don't have the benefit of interacting with your prospect the way you would in face-to-face selling. Therefore, the first thing you say in your web copy has to be something that breaks preoccupation, grabs attention, and points to the result or benefit of the your product. At any given moment, your prospect's mind is preoccupied with dozens of things. Therefore, a well-crafted question will cause the prospect's thinking to be directed to what you have to say. Your opening question must be aimed at something that is relevant and important, and at something that your prospect needs or wants. What do sales managers, for instance, sit around and think about all day long? Increasing sales! Therefore, if your target market consists of sales managers, here's an example of a question you can use as a headline or as the first part of your copy: "How would you like to see a method that would enable you to increase your sales by 20% to 30% over the next 12 months?" When you ask such a question, the first thing that pops into the mind of the prospect should be, "What is it?" - whereupon you've captured his or her attention, and you can then begin to articulate how your product or service can solve the need posed by the question. Plan your opening question carefully. If your opening question fails to break your prospect's preoccupation and grab his attention, he will click away before giving you the opportunity to present your product or service. Questions That Keep Them Involved Questions are equally vital during the presentation, i.e., in the body of your web copy, for clearly explaining how your product or service solves your prospect's problem in an easy, fast, or cost-effective way. Therefore, install questions within your sales copy that capture attention. Keep your prospect involved, and keep his mind from wandering off in a different direction by using intriguing questions that grab his lapels and jerk him toward you. For the length of time that it takes a prospect to answer a question in his mind, you have his total attention. The prospect is drawn more and more into the sales process as your questioning proceeds. If your questions are logical, orderly and sequential, you can lead the prospect forward toward the inevitable conclusion to purchase your product or service. Tip: Never say something if you can ask it instead! Think of how you can phrase your key selling points as questions. The person who asks questions has control! Closing Questions that Presume the Sale Just as questions are important at the beginning and the body of your web copy, they are even more vital at the end in gaining a commitment to action. The key to asking a closing question is confident expectation. You must skillfully craft your question to convey that you confidently expect the prospect to say, "Yes" or to agree to the sale. For example, you can pose the following question in your web copy: "When would you like to start using <NAME OF YOUR PRODUCT HERE> to multiply your profits?" In other words, you don't ask if they want to buy your product, but when. This way, you're asking for the sale expectantly, and the more confidently you expect to sell, the more likely it is that you will sell. Tip: In crafting your closing question, include the benefit that your prospect will get from your product. When you ask a compelling closing question, you diffuse the tension that normally creeps up on your prospect at the "moment of truth." A prospect's tension leads to the hesitance that kills so many sales - both online and offline. To be truly persuasive in the selling process, learn to use questions judiciously throughout your web copy. Instead of trying to overwhelm your prospects with reasons and rationales for doing what you want them to do, ask strategic questions instead. When you take the time to plan the wording of your questions, your prospect will become more interested in your product -- and consequently, you will make more sales. 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. YOUR AFFILIATE LINK

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