This document provides tips for salespeople on objections and closing sales. It emphasizes taking notes, maintaining proper posture to project confidence, deflecting objections with responses like "that's fine," and assuming the sale by continuing through the sales process instead of waiting for an explicit yes. Transitions between steps are important for moving the customer forward without seeming complicated. The close should be set up with statements like "in a second, I will..." to assume the sale and avoid letting fears prevent completing it.

1. Objections and Closing
SALES TRAINING

3. EVERYONE IS LEARNING
Take Notes
Participate in the meetings
Record others approaches and important things
Even though I had 7 yrs. of alarm sales under my belt, nearly every
meeting, I was taking notes or recording.

4. Grab paper or your iPad; I want you to write down a few of things:
• The top three objections you personally get on the doors
• Each key step or transitions you use in your approach

5. APPEARANCE IS EVERYTHING
Proper Posture
• The position of the limbs or the carriage of the body as a whole:
poor posture; a sitting posture. (Dictionary.com)
• One's image or policy as perceived by the public.
(Dictionary.com)
• Confidence / Lack of confidence radiates

6. PASSIVE-AGGRESSIVE POSTURE
It starts with a Passive-Aggressive Posture
• What does passive-aggressive mean?
Why is Passive-Aggressive important in this sale?
• Very easy to deflect sales resistance and smoke screens
– Not argumentative, your just doing your job

7. SMOKE SCREENS
First time objection comes up …. (Water off the ducks back )
1. Don’t acknowledge it!!!!!!
2. Deflect: That’s fine, that’s perfect, not a problem, etc…
3. Re-direct: Continue your approach! **Very important**
Second time objection comes up
• Feel – Felt – Found
Third time… Setup transition
– “I understand, in a second I will come in and go over everything with
you.”

8. CLOSING THE SALE
Your close is only as good as your transitions.

9. TRANSITIONS
Words are powerful; portray an image of simplicity
• No one moves forward if they think it is a complicated process
– “Super simple and straightforward”
ASSUME THE SALE ***Don’t wait for a yes to move forward***
• Steps or transitions of the approach
– Everything we do and say is to move to the next step or transition
• You don’t leave until you are ready to leave
– Who is in control (You or the Customer)

10. THE FINAL CLOSE
During the sale, posture shifts from “just doing your job” to “the
professional.”
• Confidence doesn’t change
– As trust builds their perception of you changes
Don’t let your fears prevent you from moving forward.
Setup the close
• “In a second, I am going to…”

11. ASSUME THE SALE…
MOVE THROUGH THE STEPS