Secrets of a Master Closer: A Simpler, Easier, and Faster Way to Sell Anything to Anyone, Anytime, Anywhere by Mike Kaplan

Author:Mike Kaplan [Kaplan, Mike]
Language: eng
Format: mobi, epub
Publisher: Waterbury Publishers, Inc.
Published: 2012-06-11T14:00:00+00:00

EXERCISES:

Write your answers on a separate piece of paper.

1. When does the final close of a sale occur?

2. What are the two steps of the final close?

3. What must happen for a prospect to be closed on wanting the product or service?

4. Practice, with a friend or co-worker, confirming that she is closed on wanting the product or service (Final Close #1). Practice until you can do it smoothly and confidently.

5. What has to happen with the prospect regarding the value of the product or service before she will agree to the price and terms?

6. Why does the Closer assume the price and terms will be acceptable to the prospect?

7. How does the Closer keep the momentum going from Final Close #1 (close on wanting product or service) to Final Close #2 (close on price and terms)?

8. Does the Closer pause between Final Close #1 and Final Close #2? Why or why not?

9. What does a Closer do if he is asked a question in the middle of his close?

10. Why does the Closer say, “Here’s what we need to do...” not, “Here’s what you need to do...” on Final Close #2?

11. At the final close, the Closer is not asking for the order but is doing what? List the four things.

12. Create your own wording for the full final close, steps #1 and #2, for your product or service. Make the necessary changes to the wording in this chapter to fit your product or service.

13. Practice, with a friend or co-worker, your full final close (steps #1 and #2) as written in #12 above. Practice this until you can do it smoothly and confidently.

14. Practice, with a friend or co-worker, doing an “add-on sale” at the close. Practice this until you can do it smoothly and confidently.

15. Practice, with a friend or co-worker, negotiating the price by properly offering discounts or freebies as an incentive to buy now. Practice this until you can do it smoothly and confidently.

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