Sales Training: Secrets of a Master Closer - Part 1

Three Types of Sales People

The three types of sales people are: Order Takers, Presenters and Closers. If you were to scale the three types, you would have Order Takers at the bottom, Presenters about a quarter of the way up, and Closers at the very top of the scale.

In this lecture you will learn the main characteristics of each type and the single most important ability needed to be as high up on this scale as possible.

Three Types of Sales People

The three types of sales people are: Order Takers, Presenters and Closers. If you were to scale the three types, you would have Order Takers at the bottom, Presenters about a quarter of the way up, and Closers at the very top of the scale.

In this lecture you will learn the main characteristics of each type and the single most important ability needed to be as high up on this scale as possible.

The Introduction

The Introduction is the first step of the 8-Step ‘road map’ for any sale. The purpose of this step is for the Closer to grab the prospect’s attention and establish control of the conversation.

In this lecture you will learn precisely how this done, with scripted examples, so your prospect will be willing for you to continue the conversation and interested in what you have to say.

The Introduction

The Introduction is the first step of the 8-Step ‘road map’ for any sale. The purpose of this step is for the Closer to grab the prospect’s attention and establish control of the conversation.

In this lecture you will learn precisely how this done, with scripted examples, so your prospect will be willing for you to continue the conversation and interested in what you have to say.

Qualify

Before spending too much time with a new prospect, a Closer wants to find out if he is a true potential buyer.

In this lecture you will learn to smoothly determine if your prospect is ‘qualified’ to buy your product or service, meaning can he use your product, authorize the purchase (or get it authorized), and pay for it. You can try to do all the later steps of the 8-Step road map expertly and still never close the sale if your prospect is not qualified.

Qualify

Before spending too much time with a new prospect, a Closer wants to find out if he is a true potential buyer.

In this lecture you will learn to smoothly determine if your prospect is ‘qualified’ to buy your product or service, meaning can he use your product, authorize the purchase (or get it authorized), and pay for it. You can try to do all the later steps of the 8-Step road map expertly and still never close the sale if your prospect is not qualified.

Find the Problems

Before a Closer will attempt to sell a prospect his solution, he has to first find the prospects biggest problems, concerns, needs, wants and desires that he knows his product or service will solve or fulfill.

In this lecture you will learn the 3 reasons for discovering the prospect’s problems before starting any presentation, as well as methods and scripted wordings to accomplish this.

Find the Problems

Before a Closer will attempt to sell a prospect his solution, he has to first find the prospects biggest problems, concerns, needs, wants and desires that he knows his product or service will solve or fulfill.

In this lecture you will learn the 3 reasons for discovering the prospect’s problems before starting any presentation, as well as methods and scripted wordings to accomplish this.

Set-Up the Presentation

There are two specific smaller agreements that a Closer wants to get from the prospect after uncovering the hot problems or desires, and before starting a presentation:

1. The Closer wants the prospect to agree that the problems or desires found are important and that they need to be solved or fulfilled. The Closer sells the problems to the prospect before selling the product or service.

2. The Closer also wants the prospect to agree to hear the Closer’s solution to the problems.

The Closer takes the hottest problems and then sells them to the prospect, getting her to really see them as problems. He builds the problems up, making them as personal as he can, and increases the urgency to have them solved.

In this lecture, you will learn how to accomplish 1 and 2 above and have your prospect eager to hear your solution (presentation).

Set-Up the Presentation

There are two specific smaller agreements that a Closer wants to get from the prospect after uncovering the hot problems or desires, and before starting a presentation:

1. The Closer wants the prospect to agree that the problems or desires found are important and that they need to be solved or fulfilled. The Closer sells the problems to the prospect before selling the product or service.

2. The Closer also wants the prospect to agree to hear the Closer’s solution to the problems.

The Closer takes the hottest problems and then sells them to the prospect, getting her to really see them as problems. He builds the problems up, making them as personal as he can, and increases the urgency to have them solved.

In this lecture, you will learn how to accomplish 1 and 2 above and have your prospect eager to hear your solution (presentation).

The Presentation

With the prospect correctly set up and eager to hear the solution, the Closer begins his presentation.

A presentation is defined simply as “giving the prospect information about your product or service.”

That defines the activity, but what is the purpose of the presentation? Is it to educate or enlighten the prospect about what your product or service does? Is it to explain the features and benefits? Is it to show him how good it is? While the presentation involves these things, they are not its primary purpose.

In this lecture you will learn the real purpose of the presentation. Just knowing its true purpose and how to precisely achieve it will boost your sales.

The Presentation

With the prospect correctly set up and eager to hear the solution, the Closer begins his presentation.

A presentation is defined simply as “giving the prospect information about your product or service.”

That defines the activity, but what is the purpose of the presentation? Is it to educate or enlighten the prospect about what your product or service does? Is it to explain the features and benefits? Is it to show him how good it is? While the presentation involves these things, they are not its primary purpose.

In this lecture you will learn the real purpose of the presentation. Just knowing its true purpose and how to precisely achieve it will boost your sales.