Close more sales. Great training for entrepreneurs, business owners, sales managers and sales and marketing professionals. Improve sales closing rate and bottom line profits and increase sales closing ratios and become a better sales manager, too.

1. How to Close Every
Sale
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It is possible
if you follow
these steps!

2. The selling attitude
Myth of the "Natural Born" salesperson.
There is no such thing!
Selling is a combination of two elements:
1.Attitude
2.Skill
Selling is a learned process
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3. The psychology of selling
A Qualified Prospect:
1.Must be able to buy
1.Must be able to enjoy a benefit
1.Must be the decision maker
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4. The psychology of selling
Step 1: Build trust and rapport.
Step 2: Find the need. Probe to isolate needs,
opportunities and wants. Isolate the dominant
buying motive.
Step 3: Fill the need. Present products and
services that fill the dominant buying motive.
Step 4: Close. Motivate them to take action.
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5. The selling attitude
"How can I help this person get what he
wants?"
This attitude will give you at least a 25%
increase in sales.
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6. The selling attitude
1.Get motivated for sales.
1.Set goals and objectives.
2.Have a winning attitude.
3.Manage your language.
4.Follow the STP rules:
1.See the people
2.Sell the people
3.Service the people
4.Stop the procrastination
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7. How to open the sale
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1.Take the pressure off.
2.Have people contact you.
3.Follow these rules:
1.Think of yourself as the customer’s host.
2.Don’t judge by appearance.
3.Use an opening line that has nothing to do with business.
4.Try to relate to the customer on a personal basis first.
5.Consider each prospect willing and able to buy until you
determine otherwise.
4.Don't use cliches.

8. Probing
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Probing: The process by which you determine
the wants and needs of your customer.
●Ask the probing questions:
oWho
oWhat
oWhere
oWhen
oHow
oWhy

9. Filling the dominant buying
motive
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When presenting the product, use “FABBTD”
Features or facts
Advantages
Benefits
Bridge
Tie it down

10. Filling the dominant buying
motive
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Seven forms of evidence:
1.Demonstrate
2.Exhibit
3.Facts
4.Examples
5.Analogy
6.Testimonials
7.Statistics

11. Motivating them to take action
Closing the sale
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1.Ask closing questions.
2.Assumptive close.
3.Alternative choice close.
4.Minor point close.
5.Instruction close.
ONCE YOU ASK FOR THE SALE. . . SHUT UP!

12. Overcoming Objections
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●Methods for overcoming objections prior
to having asked them to buy:
1.Smile.
2.Call them by name.
3.Agree with the way they feel.

13. Overcoming Objections
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●Methods for overcoming objections after
having asked them to buy:
1.Use the R E A D Y method:
Reverse it.
Explain it.
Admit it.
Deny it.
Ask why.

14. Learning to upsell
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1.Create complementary products together.
2.Always assume that they are going to buy the
package.
3.“Let me show you what other people have
bought to go with this.”
4.“Should we add the …”
5.“Go ahead and try this …”
The key is packaging

15. If you are interested in learning
more go to
www.RapidROIModel.com
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