Published August 14th, 2023, The Art of Business Development & Sales Navigation, your Path to Profitability 

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Blog New Look 

Right, guys and girls we are changing it up with our blog posts, we are going to be doing quick and straight-to-the-point blog posts to get more detailed content out there. This is a progressive change to get more content out there regularly but also controlled shorter bursts rather than lengthy blog posts. We're going to focus on the blog category and get straight to the point, going straight to the source of the blog post. You will also see that we have changed the style of our blog posts, this is because when you start any business you can't stay the same, you need to keep adapting and growing. 

We always say that when you start a new business you should be freshening the business up every year, you don't have to start from the beginning, you need to keep changing and evolving, this way it keeps it fresh and new for existing clients to visit, so they don't get bored. Let's be honest we all like something new it gives you a sense of a fresh feel within yourself. Changing our posts this way will go straight into the topic at hand so you get more detailed content quicker, so for example this blog post is about sales closing techniques, so on our blog it will be easier to search read quickly and move to another topic and so on, of course making notes as you go through the posts, always take notes! 

OK, so closing deals? How easy is it to close a deal? How many deals can you close in a month? If you are struggling to close deals or you want to close more this is the blog post for you. There are various ways to close someone, and truthfully, they vary depending on the product and service! For example, I wouldn't close a deal the same way if I was selling a car to the selling cardboard boxes, the product isn't the same, and they both have different values attached to them.  For me to outline to you the reader successful close techniques means I need to talk about genetic ones, meaning they need to apply to every industry. Of course, if you want The Takeover Strategy to teach you how to close in your industry, we can do that, just book a 15-minute Free Strategy call and let's map out a plan of action.  

Below I am going to list two ways to generically close someone and go into detail on each close technique, listen in, and let's get pedal to the metal. 

The Takeaway Close

I prefer to call this the Takeover close, but I will stick to what it is generally called within the industry. The takeaway close has no rassemblement to having a takeaway either, although I do love a good takeaway, my favorite is pizza! So the takeaway close is quite simple; it's mind games, however, non-manipulative. The best way for me to explain this is to give you a scenario.  But before I do that let me explain briefly. This close is a deep psychological strategic close that gives the buyer/client a sense of loss, for example, if they are interested in purchasing a product or a service and you take that away from them just as they are going to purchase, there is a potential risk in this close, as you could lose them fully, but you will get a sense from them of how desperate they are for what you have, this will then trigger this closing technique, it's the fear of missing out on this product or service that you need to promote in this close. The game is to trigger the client with the fear that they could lose this product and you could sell it to someone else. 

I shall give you an example;

"Customer wants to purchase a product from you" And he or she inquires about it, you could say. "No sorry, I don't have any left" But before you go let me double check as I can see how desperate you are for this, and I want to help you" You come back " I have found one " knowing you have many! " But I think it's been reserved " although it hasn't "Yes sir/madam it's been reserved sorry" You then observe the reaction "OK let me see when this is meant to be picked up" You come back "I am in a tricky situation here, this was meant to be picked up yesterday, however, they didn't come in" it's been paid for! Sorry, I won't be able to help you, read the reaction again! "Wait I have an idea, sorry about this" Customer thinks you are trying to sort this out for them, you go off into the back, you aren't doing anything you are just building the anticipation letting them wonder if they can have it or not! " You come back and say I can let you have this one " However because we have to order stock again for this other client's order, we will have to charge slightly more as we weren't planning on ordering these again for a while, so this will cover the logistics, is that ok?" 9 times out of 10 they will say yes no problem at all because you have shown them you have tried hard to secure this item for them, plus they have had the anticipation of waiting to see if you can give to them or not. You will be able to charge an extra 20-30% on top of the price using this technique. 

Highlighting the Benefits

Highlighting the benefits to a customer is pretty simple, you know your product or service and you highlight what the benefits are to the customer once they are ready to walk away with the product or service. Wrong!! When you are speaking to the customer in general chit chat or you have asked the correct questions in the correct way you should already understand the customer's pains on why they need this product or service. Then what you need to do is then think on your feet, this technique isn't for the faint-hearted, it takes some great logical thinking with speed, but this can be trained. The secret is that you already know they want the product or they are interested, so they need it for something, you have heard them talk about the pains of why they need it, so you then need to tailor your benefits to solve their pains. 

I will explain; 

So let's say they are purchasing a cream and this cream makes your skin smooth, makes you look younger and cleaner, has fewer wrinkles, and so on. They say they have been looking for a cream like this for ages and someone told them it was really good, but it's very expensive. You would ask something like " What are you looking to achieve from this cream, if you don't mind me asking?" He or She will then list the pains, I want it to get rid of these wrinkles, or I want a smoother complexion or my skin is dry. You can then counteract that by saying "Yes, I see ok, I understand why you want this now, yes it is expensive, however with many products you just paying for the brand, but this product has had glowing reviews from all over the world where it has lessened up to 80% of wrinkles within two days, it's making people feel younger and look younger and completely clears dry skin from the first usage, so in this instance, you are paying for the quality of product not just a brand name. If they are still not purchasing " I would say if I had a magic pill in my hand right now and I offered it to you for 100K and you had that 100K and that would make you look 21 years old again would you buy it? Of course, they will say yes, and you would say so clearly Sir/Madam you need to look after yourself and your skin which is fantastic, and this is only $59.99 and it will do the same thing, so clearly you have a bargain. They will laugh, and purchase. 

There are many ways to close deals I could name off the top of my head 15 of them. It's important to practice these closes, you won't get it right first time so don't beat yourself over it. Years ago I use to practice in the mirror on myself, I was a tricky customer, always playing hardball. If you have a wife, husband, girlfriend or boyfriend practice with them and see if you can work your magic on them. 

Below are some key points that you need to be mindful of when closing, I would reflect on these as they haven't been included in the descriptions above. 

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