Whether your in retail sales where your customers come to you or your out banging on doors, you have to know when to close the sale and this slide will show you HOW to do just that. Good luck!

1. HOW TO CLOSE THE SALE
TODAY!
There is no feeling worse in the sales industry then visiting a customer who
has money in hand and does not buy your product because YOU Failed to
lead them in the right direction. – Michael Mendrin
I will NEVER forget that day 7 months ago when I spent 3
hours demonstrating the benefits of our new home care
system using hundreds of samples “We have the money, and
would pay cash for it right now, but we just don’t see the value
of owning your product”
This is for you the beginner as well as an experienced sales
person

2. We all dread the customers response when they reply,
we can’t afford it.
This is dedicated to overcome: WE cannot afford it.
As you continue to read through this whole slide, your mind will begin to
understand why the customer is giving you those responses, AND NO, it’s not
because they cannot afford it, “Instead it is because they cannot logically and
emotionally justify there spending hard earned cash with you”
I have personally worked with hundreds of prospects,
crying broke and walked out with 2 year and 3 year
contracts for purchases in the thousands.
Let’s begin, shall we? Next slide!!!

3. What to do when your prospect says “I cannot
afford it”…. After your finished with your
presentation… Walk away.. and find another. You
lost that one!
When your finished with your initial presentation and you finally ask
them if they can afford it you just gave up all your cards.
The trick is to create 5+ sections in your presentation asking
them to buy your product. 9 out of 10 people are sellable.
Create a test close ¼ of the way into your presentation, this will allow them to get
rid of there “PUKING HABIT” or tell you “there” story of why they cannot buy.
“We have to get the cat braces, pay for kids college, get a new roof , Pay our bills,
we just bought a car and so forth”, while these seem to be believable or
reasonable stories, there not and I will explain in a moment

4. Let’s imagine a teeter totter for a moment, if I place a
block on the logic side of the board, that end will go
down, right, are you following me here?
EmotionLogic
Logic, is great, Logic is selling benefits such as: This will
save you money, how much easier this is to use, how
much time it will save you. “Logic is a needle, it pricks the
skin”
Now if I where to place a Boulder on the emotional side of the
plank, what will happen to the block? Your right, It will fly right
into outer space. “Emotion is a 50lb sledge hammer it drives the
needle into the heart”

5. How do I get the customers emotions involved with buying?
I am glad you’re an active learner, because you have gone this far
learning from this slide places you in the top 10% of sales professionals
world wide, I will show you, and you can go out there, practice it, then
tell me how it improves your closing averages.
It did mine.
By asking WHY.
The why factor is important: when the customer
can clearly tell you why they need your product,
then you can ask them to buy without having
them tell you: it’s not in the budget
How? Let’s say we are selling air filtration machines, as I am showing you
the difference of how our brand CLEAN AIR cleans 99.9% of the air while
brand X which your currently using is only cleaning 50% of the pollutants.
(The sample I just took in your home proves it)

6. I will ask you, is this something you want to be breathing on a day to day basis?
Cust: No,
Me: This is a condition you would rather have in our homes or out of our homes?
Cust: out
Me: is this healthy or unhealthy for our families?
Cust: Unhealthy.
ME: Why is that?
Now the customer WILL tell me why, and begin to logically justify purchasing my
product.
Which I follow up with, when would you like to start?
Cust: as soon as I can,
Customer will begin to make a story right here of why they are not able to afford
your product, which is exactly what you want. <GET THERE STORY OUT ASAP>
IMPORTANT: DO NOT rush straight into the close right here, because it will expose
the hook, and that is not what you want to happen, is it?
READ ON…..

7. Listen to there story and ask, is that all?
When the customer says yes: feed it back to them: So you like the CLEAN AIR,
you would use it if you had and the only thing stopping you is if your house
payments, and kids college?
If those where taken care of you would have gone ahead and purchased the
CLEAN AIR?
Customer will always say: yes of course. (If they like you)
Then ask them: and you’re a man of your word? Customer will again reply:
sure: Grab there commitment: (handshake)
Now you know what is going to be the issue, break this all out, with
emotion building questions.

8. Follow with a story: How much money worth of clothes does your clothes washer clean every
month?
Cust: umm $300 or so
Me: How much money will it protect and clean in 10 years?
Customer: $36,000
Me: If the clothes washer was done washing your clothes and they came out dirty and stained,
would you consider it to be working or broken?
Cust: Broken of course
Me: Why is that?
Cust: Because it ruined my clothes and I don’t want to buy new ones.
Me: If that where the case, would you put your clothes back in and wash them again or would
you buy a new washer?
Cust: Buy a new washer
Me: How would you buy it, cash, credit card or finance plan like most people?
Cust: Finance plan.
Me, I appreciate your honesty, (handshake) Now By Looking at the price sheet, out of those
options, which one would have been the most affordable?
Cust: Option B
Me: if there was a way, we could do option B, we could have earned your business and
welcomed you to the family?
Cust: Yes.
Me: and you’re a man/women of your word?
Cust Yes, (hand shake) This solidifies there commitment.

9. If you found out today that the washer was giving your clothes back dirty and ruined, would
you drive back and forth to the Laundromat with stinky dirty and gross laundry in your nice
clean car to wait for hours at the Laundromat while your clothes are washed, or would you just
save yourself the time and hassle by purchasing a new washer?
Cust: Buying a new washer
Me: Why?
Customer is again forced to come up with a logical and emotional story of why.
Me: Would you wait a couple, weeks months or just take care of it right away and get it over
with?
Cust: Take care of it right away.
Me: By looking at this sample of the unhealthy air we are breathing everyday, are you going to
wait a couple more weeks months or would you like to take care of it right away?
Cust: Right away.
Me: May I welcome you to the family?
Cust: Yes.
And there you have it, take these ideas, sturdy them, try them out and let me know how they
worked for you.