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This episode is a business coaching course that explains what confirming the sale is.

Results-Focused Training, Tools, and Workshops from Expert Business Coaches.

Featured Coaching Excerpt - Notes & Transcript, Part 1
  • The Sales Process: 1. Rapport: Getting the customer to like you 2. Needs: Discover their needs and problems 3. Benefits: Must be credible and factual
  • The Sales Process: 1. Rapport: Getting the customer to like you 2. Needs: Discover their needs and problems 3. Benefits: Must be credible and factual
  • The Sales Process: 4. Close: Assume the close
  • How To Effectively Close Deals: 1. Understanding what confirming the sale or closing is all about
  • Notabel Quotable: "The salesperson's objective is to obtain commitments from the buyer, commitments that did not exist prior to the salesperson's arrival."
  • Notabel Quotable: "The close is the commitment toward which other selling moves are directed."
  • Lesson Nugget: Even in the rapport stage, map out your conversation to get your customer to move towards a commitment.

-All right. So Clay, we're going deep into the mail bag. So we got Thrivers sending in questions from all over the world. And we have a Thriver in Arizona, he's wanting to increase his income. But, kind of like, that limiter for him is really closing deals. OK. So he's getting through the sales process, getting to the close, and we want to help him close some deals. The first thing is we have to work off the assumption that you've seen all of the other sales training up until this point. OK?

-If you haven't, it's really important that you do. Some I'm just going to paraphrase to make sure that you know what you need to know. At Thrive 15 here, we try to make sure you don't have any prerequisites, so to speak, where you have to-- you're locked out of this, until you've seen this, but at the same time, sales involves building rapport, establishing rapport, finding the consumer's needs, delivering benefits, and being able to, ultimately, get the buyer to commit, or to close the deal. Now being very specific, rapport means your ability to get them to like and trust you. So hopefully we're saying, check, I've done that. Two-- discover the needs. Helping the person find the problems that you can solve. We're wanting to make sure there's a check there. The third is, you want to deliver credible benefits. When you tell someone you can do something, every time you say something, you want to support it with a fact. So no matter what you're doing, you want to support it with a fact to show that what you're saying is, in fact, true. So you say, our company can do this for you, in fact, let me show you some testimonials, some examples, some social proof. You want to make sure there's a checkbox there. So now we move onto the close, assuming that you've been able to already put a check box-- wow, my hand eye coordination has never been strong, but it's at an all time low-- but we want to make sure you have rapport, needs, benefits, before we really tackle into the close. And so now, we move on, with the assumption that you do know about that, but if not, go watch those trainings.

-Cool. So Clay, take us through the couple steps that are needed in order to close the deal.

-It's a really simple deal, once you have done those first three. It's actually not that bad of a deal. It's an easy deal, so I'm excited to teach it, and hopefully this helps you. I know it will help you, I just hope for you to apply it. That's what I'm looking for here.

One is you have to understand what confirming the sale, or closing, is all about. You have to understand. Step one is understand what it means to confirm or close the sale. So I'm going to give you a notable quotable. Marshall, can you read that off for us real quick?

-Sure. So this notable quotable comes from Jerry Vass. He's the bestselling author of "Soft Selling in a Hard World." He says, "The salesperson's objective is to obtain commitments from the buyer, commitments that did not exist prior to the salesperson's arrival. "

-So what you're trying to do is, remember your job is to get a commitment, either to meet again, or to pay a deposit, or to go ahead and meet me for the follow up meeting, or to go ahead and meet on Tuesday to pay the deposit. You're trying to get them to commit. So sales is a commitment process. So if you're here, and you want to get to here, you're just trying to get the person to commit to the next meeting, or commit to pay the deposit, or commit to meet again, and you're just getting a series of commitments until you, ultimately, get paid in exchange for the value that you offer. Let's read the next notable quotable.

-Cool. He goes on to say, "The close is the commitment toward which other selling moves are directed."

-So when you're doing the rapport, and you're doing the needs, and you're doing the benefits, all of those items should be helping you move towards the close. So a lot of people, when they do rapport-- if a client says to you, how are you today? In our men's grooming lounge, we have-- when someone says, how are you doing today? We have a system we've developed called FORE-- F-O-R-E, and it stands for family, occupation, recreation, and enjoyment. And we say, well tell us-- they say, how are you doing? We say, actually we're doing great. My family and I had a great weekend. And tell me about your family. Tell me about your occupation. We require our staff to stick on the subjects of FORE, which is good.

So when someone's cutting your hair, in our business, Elephant in the Room, it's eitrlounge.com, they're required to stick on the conversational area of FORE-- F-O-R-E, because that builds a rapport, which makes the client ultimately trust you more. It makes them more likely to come back more often. So it's directed towards the commitment. And we have a membership plan. So it's directed towards that commitment that we need. So make sure all of your activities are moving towards that.

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