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20 Different Ways To Wish ‘Happy Birthday’

Today, I am going to teach you better alternative ways of wishing people happy birthday, and happy anniversary.

Right, let's get started with the lesson.

Let's start with happy birthday.

Okay, this is a very common phrase, and we tend to repeat the same thing over and over again.

But today, I'm going to show you 14 interesting, witty, and funny ways of wishing somebody a happy birthday.

Now the first one is mainly used jokingly, via text message.

Sometimes if we want to wish somebody a happy birthday, but we don't want to act like we're putting in too much effort, we just say HB.

HB, and everybody knows what it means.

In these big WhatsApp groups we have now, it's very common in the UK to just have a page full of HB.

It's quite funny.

Some people consider it rude, but I think as long as the receiver knows that you're joking, it's nice.

We have number two, which is commonly found inside birthday cards.

It is many happy returns.

Many happy returns.

Now, when I was a child, I never understood this phrase when I saw it on birthday cards.

But it means many happy returns of the day.

As in, I hope you have many more birthdays.

I hope you live a long life.

So many happy returns is a very nice one.

It's slightly more formal.

Number three is have a great one.

Have a great one.

This one is very informal.

Sometimes we use the word one in place of something that is already known to the listener.

Have a great one, they know that I'm talking about their birthday.

Have a great day, have a great birthday, have a great one.

In number four, we have an alternative phrase for birthday.

It is special day.

On your birthday, on your special day.

You more or less know that if it's somebody's special day, it's their birthday.

Unless it's their wedding, or another celebration like that.

So you could say, I wish you the best on your special day.

Number five is slightly fancier.

It is wishing you a day that is as special as you are. So fancy.

Wishing you a day that is as special as you are.

Now it should be, I am wishing, or we are wishing, but sometimes we just shorten it down to wishing you were here, I am wishing you were here, wishing you a great day.

We're wishing you a great day.

Another alternative, wishing you many more candles to blow.

When we have a birthday, we blow out a certain number of candles on our cake.

So we're implying that we hope the person lives for a long time.

This tends to be a theme.

A really nice alternative way of just saying happy birthday.

So much more interesting, wishing you many more candles to blow.

Number seven is a funny one.

It is happy 21st.

Happy 21st birthday.

Now why do we use 21st in particular?

If somebody is quite a lot older than 21, often we'll say, happy 21st, pretending that we don't think they look any older than 21 years old.

I wonder if you have this in your own language, and if it's the same number, 21, or if it's a different number.

Is there a dream age at which everyone wants to remain?

Number eight is a really nice one.

May your day be filled with laughter and presents.

Obviously the most important thing about birthdays, apart from the cake, presents.

I get so excited about giving and receiving presents.Number nine, this is something that you can say to people who really like beer.

Happy beer day, happy beer day! (laughing) 'Cause a birthday is a fantastic excuse to drink far more beer than usual.

Number 10 is a funny one.

It is, hmm, didn't we celebrate this just a year ago?Terrible!

I love it though.

I really like number 11, it is, congratulations, you survived another trip around the sun.

'Cause obviously we go round the sun every 365 days.

I don't think I need to explain that to you, I think I'm underestimating your intelligence.

(laughing) But now you know what it means.

Number 12 is possibly my favourite.

In fact, it is my favourite.

It is happy womb eviction day.  So obviously, the womb is where you lived before you were born, and you were evicted on your birthday.

Number 13 is a lovely compliment.

It's a nice way of telling somebody that they are older.

You have to say, you're ageing like a fine wine.

'Cause obviously fine wines get better with age.

So if you're ageing like a fine wine, you're ageing beautifully, you're getting better with age.

And let's end this section on a really cute one.

It is, don't count the candles, just enjoy the glow.  I really like that.

Don't worry about how old you are, just enjoy the celebration.

Right, let's move on to wishing people a happy anniversary.

I've split this into two sections.

The first is wishing happy anniversary to another couple.

And the second section is wishing a happy anniversary to your partner.

So much more romantic in the second section.

Number one, the first one that you'll wish to another couple is, wishing a perfect pair a perfect day together.

If two people are a perfect pair, it means they were made for each other, they are perfect together.

Number two is a lovely one.

It can be said as a toast, cheers.

You can also say it to your romantic partner.

It is here's to another year of being great together.

Of you two being great together.

Number three is another year, another reason to celebrate.

I've explained this a lot on my vlogging channel, but my family like to celebrate anything, anything.

On Valentine's day, my mother decorates the house, and makes heart shaped biscuits.

On Halloween, we had cobwebs all over the house, and she dressed up as a witch, normally. So we love reasons to celebrate, and an anniversary is definitely a reason to celebrate.

Another year, another reason to celebrate.

Number four is so, so cute.

It's, I always knew you two had something special.

So if you have some friends that have always had a wonderful relationship, you can say this to them.

I always knew you two had something special.

Had a special chemistry or a special spark together.

And number five, the last one that you can say to another couple is, love and cheer to one of our favourite couples.

If that's coming from just you, to one of my favourite couples.

It's a big honour to be told that you're one of someone's favourite couples.

And finally, we have five more romantic ways to wish your partner a happy anniversary.

The first one is lovely.

It is I love you more and more every year.

My love just grows for you.

I love you more and more every year.

Number two is a very common one, but it's actually one that I find really annoying.

(chuckling) And I'll explain why.

It is thanks for putting up with me for another year.

Now, why does this annoy me?

Well, to put up with someone is to tolerate, or endure someone.

So this is jokingly saying, thank you for tolerating me, or thank you for enduring me for another year.

I just don't think it's very nice, I don't think we should just tolerate each other, we should adore each other! (laughing) I'm just joking.

I know it's a joke.

I just, yes, it's not something I'll be putting in my anniversary card to Will.

Number three is here's to five years and 5 million memories.

So you can replace the number as you wish.

Here's to 10 years, but 10 million memories.

That's really, really nice.

'Cause it's not about how long you've been together, it's about the things you've done together, and the memories you've made.

Number four, a really common phrase in anniversary cards, and messages to each other is, I can't believe it's been four years already.

I can't believe it's been 20 years already.

Time flies when you're having fun.

Unless you're just putting up with someone.

Sorry, I need to let that go. (laughing) Okay.

The last one, number five, is quite an interesting one.

It is happy ruby anniversary, happy gold anniversary, happy paper anniversary.

What am I talking about?

Well, for each year you're together, there is an anniversary name.

And some people give gifts corresponding to this name.

So your first anniversary is your paper anniversary.

So someone might write a love letter.

Second is cotton, third is leather.

And it goes all the way up to number 10, which is tin.

Then you have 20, which is platinum, silver, which is 25th, ruby, which is the 40th, gold, which is 50th, and diamond, which is 60th.

My grandparents made it to their 60th diamond anniversary.

And if you make it to 60 years of marriage in the UK, then you can apply for the queen to write you a letter or card of congratulations.

And they did receive that card.

She will also write you a letter if you reach 100 years of age.

So that's a really nice thing to look forward to. (chuckling) Right, that's it for today's lesson.

I hope you enjoyed it, and I hope you learnt something.

Don't forget to complete the quiz.

I've got everything we've spoken about today on the PDF worksheet, as well as a quiz.

If you'd like to download it for free, you can click on the link in the description box, enter your name and your email address.

You sign up to my mailing list, and I send it directly to your inbox.

If you're looking to acquire some further vocabulary, and improve your listening skills, then I also have a vlogging channel, where I vlog my daily life on a farm in the UK.

And importantly, every video is fully subtitled.

So you can use it to learn new vocabulary in context, and also practise your listening.

Don't forget to connect with me on all of my social media.

I've got my Facebook, my Instagram, and my website, englishwithlucy.co.uk.

There, I have got an amazing interactive pronunciation tool.

So you can click on sounds and hear me pronounce them.

I will see you soon for another lesson.
  1. 2022/10/30(日) 14:55:21|
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DO NOT say "you're welcome"!

Today, I am going to be teaching you all of the ways that you can respond to thank you.

Now you're welcome or you are welcome is a perfectly valid way to respond to a thank you.

But I think it's a little bit overused, especially by learners of English.

It's completely natural.

You find one way you like to say things and then you say it again, and again, and again.

The purpose of this video is to expand your vocabulary bank, so that you have many more options when somebody thanks you.

I advise you to take a book that you already have, a book that you've maybe already read and download the audio version and listen to it whilst you are reading.

Just reading alone will not help you with your pronunciation because English is not a phonetic language.

If you are hearing the word as you read it, your brain will make the connection, and next time you see that word, you will know how to pronounce it.

And next time you hear that word, you will know how it's spelt.

I really encourage you to try out this method because it could transform your pronunciation, your spelling, your vocabulary and you're listening.

Right, let's get started with the lesson.

Let's begin with informal or casual phrases that you can use with your friends and family.

The first one is, you're welcome.

But let's expand on that a little bit.

If you really want to emphasise that their thanks has been taken into consideration, you can say, you're very welcome.

Number two, this one is slightly more American.

It's, no problem, no problem.

Bear in mind that the older generation seem to dislike this one.

So keep that in your head if a slightly older person is thanking you.

An example, thanks for the help today.

No problem, I enjoyed helping you.

Number three, the third way to respond to thank you is, thank you.

But this one is all about the emphasis.

If somebody thanks you but you think that they should be thanked, you can say, no, thank you.

Or just, thank you.

For example, thanks for accepting the invitation.

Thank you.

I'm emphasising that really, I should be thanking them because they invited me somewhere.

Number four, this one is much more formal.

If we say it in its entire form it's, the pleasure is mine.

The pleasure is mine.

You can also shorten it to make it less formal by saying, my pleasure, or simply, pleasure, that's very casual.

For example, thanks for taking the parcel in for me.


That's a short way of saying it was my pleasure, or the pleasure is mine, or was mine.

Number five is a very friendly one.

Only use this with people you know well.

It's, I know you'd do the same for me.

For example, I'd like to thank you for looking after my cat so well.

The response, I know you'd do the same for me.

I know you'd look after my cat, so I looked after yours.

Even Stevens.

Number six is much more casual.

And it's slightly less heartfelt.

You might say this if you don't really care, or if somebody is thanking you for doing something that you might not have wanted to do.

But depending on the intonation and the tone of voice, it can also be quite warm.

It's, that's all right.

So I could say, thank you for picking me up from the station.

I could say either, that's all right.

Or, that's all right.

My tone of voice is telling you everything you need to know there.

Number seven is a very casual one.

It's, no worries, no worries.

In use, thanks for letting me know that my car alarm was going off.

No worries, I thought I'd better tell you.

It's quite self-deprecating.

It's, don't mention it.

For example, thank you so much for bringing the desert.

Oh, don't mention it.

It was a lot of effort to bring dessert probably.

And they probably do want you to mention it, but we just say, don't mention it because, oh, it was nothing.

Number nine is very heartfelt.

It is, it was the least I could do.

For example, thank you for visiting me in hospital.

Oh, it was the least I could do.

Again, very British, very self-deprecating.

Number 10 is quite casual.

It's, anytime.

Thank you for stopping by, oh, anytime.

It's quite a generous response, I like this one.

Number 11 is a really American one.

But I thought I should teach it to you because British English is not the only English, it's good to know about all of the different slang phrases.

And yes, this is a very casual one, it is, sure.

A one word answer to say you're welcome.

Thank you for thinking of me, sure.

It often goes hand in hand with no problem.

Sure, no problem.

Number 12 is, oh, it was nothing.

Again, another self-deprecating one.

It's a way of saying that what they are thanking you for was no extra effort.

Thank you for picking my kids up from school.

Oh, it was nothing, my kids already needed picking up.

No extra effort here.

Now I want to talk to you about four more formal ways of responding to thank you.

And these are more likely to be used in business situations, or maybe in a shop or restaurant.

Number one is very British, it's quite old fashioned, and it is, much obliged.

The full formal way of saying it is, I'm very much obliged to you.

For example, thank you so much doctor, I'm very much obliged to you.

This is shortened down to, I actually experienced this one in use the other day at a shoe shop.

I said, thank you so much after paying and he said, "Much obliged."

And I thought, oh, I haven't heard that phrase in a while, I'm gonna put it in a video.

The guy had an amazing Cockney accent as well, he was really nice, really helpful.

Great shoes, they had a gel bottom.

Number two is a more formal way of saying you're welcome it is, you're most welcome.

Now, this does sound very posh.

So I wouldn't use it willy-nilly, willy-nilly means without careful thought, or planning.

I wouldn't use it willy-nilly.

But if you're in a formal situation, for example, I thanked my solicitor on the phone the other day for sending me some forms.

And she replied with, you're most welcome because she's quite a formal person, and it was a formal legal situation.

Number three is, we appreciate your business or we appreciate your custom.

Custom if you're talking to a customer and business if you're talking to a business client.

For example, thank you for sending the sample so promptly.

We appreciate your business.

And the last one, definitely a business one, it's, I'm happy to help.

For example, thank you for helping me carry the coffees to the office.

Oh, I'm happy to help.

Right, that's it for today's lesson.

I hope you enjoyed it and I hope you learned something.

Again, really consider starting to listen to audiobooks, you can claim your free audio book by clicking on the link in the description box.

Don't forget to connect with me on all of my social media.

I've got my Facebook, I've got my Instagram and I've got my twitter.

And I shall see you soon

  1. 2022/10/30(日) 14:43:6|
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How to sell anything

The reason we're teaching you 24 sales closing techniques is simply this.
The average sale over 80 of sales are closed after the fifth attempt at closing.

That means after the fifth time that you have asked or given the prospect an opportunity to buy that's when over 80 percent of the closes take place

and only about 10 percent of sales people have enough closing techniques and have enough ability to ask for the sale more than five times without giving up

the more closing techniques you know the more likely it is that you will close the sale in the course of the sales interview

remember selling is a skill

good sales people are made not born

most of the most successful sales people in america were at one time shy insecure and clumsy at selling

they became great salespeople by learning and practicing the essential skills of selling including how to close the sale and if you do what they do you'll be successful too and nothing can stop you

before you start talking about the closes i'd like to talk about the antecedents to closing

i think one of murphy's laws is that before you do anything you have to do something else first and before you close you have to do several other things first let me give you the two psychological antecedents to closing

in other words you must have these if you want to be effective number one of course which you've heard a thousand times is enthusiasm

51 of all closing effectiveness comes from your enthusiasm your excitement about the product and as a matter of fact one of the best definitions i ever heard of how to of a sale is that a sale is what takes place when there is a transfer of enthusiasm

in other words when you transfer your enthusiasm about the product or service into the mind of the other person a sale takes place

now this requires of course that you have some enthusiasm to transfer into the mind of the other person which means that the most effective sales people know their product they believe in their product they love their product and they believe that their product has very worthwhile benefits for their customer

and this is something that i suggest to you and i've suggested to thousands of sales people that if you don't believe in your product if you don't love your product if you wouldn't use it yourself if you wouldn't sell it to your best friend or your mother then you're probably selling the wrong product

because you can never get that head of enthusiasm that is transferred into the mind of the prospect that caused them to buy now

with regard to enthusiasm i don't mean the raw raw jump around type of enthusiasm i mean what is called constrained enthusiasm it's when the enthusiasm is kept inside you like a kettle a boiling kettle with the lid put on it so that you literally bristle with enthusiasm you have sort of a dynamic tension of excitement about you but it isn't in the speed of talk or it isn't in your actions it's contained within and constrained enthusiasm has one of it has perhaps the most powerful effect on human personality that you can imagine

as ralph waldo emerson said nothing great was ever accomplished without enthusiasm

well the second psychological quality is confident expectations

you must confidently expect that the person is going to say yes if you ask often enough if you ask the person to buy you must confidently expect them to buy so you actually ask expectantly would you like the red one or the green one today in other words not uh are you going to take one or not is this what you had in mind but you ask it expectantly and the more confident that you expect to sell the more likely it is that you will sell and of course again confidence in selling comes from knowledge it comes from practice it comes from experience it comes from believing that the product can do

what you say the product will do well in the process of selling there are other steps that you have to take the first step of course is qualifying that you cannot sell a product until you have thoroughly qualified the prospect and every one of us has been in a situation where we have walked into a store or onto a used car lot and somebody comes up and says why don't you take it or are you gonna buy it today or they try to close you without ever asking you what it is you want or what you need and there's nothing makes us more furious than to have somebody treat us like an idiot

so you have to qualify the prospect you have to find out four things the answers to four things question

number one does the prospect need what you're selling

question number two can the prospect use what you're selling like many companies may need a computer but they may not be able to use it because of uh the manpower because of the configuration of the organization

number three can the person afford the product and

number four does the person want

the product you see before you can close the prospect has to have demonstrated that he or she has a desire to enjoy the benefits of your product or service

so once you've gone through the presentation once you've gone through and you've qualified on all four of those categories and the person wants to buy it then you're in a position to begin closing most of the close in every sale is made in the presentations in some products especially in real estate most of the closes made in how well you present the product to the prospect the

closing technique at the end is almost irrelevant in many products the closing technique is very very important the

key reason why the closing technique is important is this is that the moment of closing is always difficult there's always a moment of tension we call this buyer's remorse in advance if you like where whenever we feel that whenever we reach the point where we have to make an important decision whenever we have to put up money lay ourselves on the line what happens is this tension wells up inside of us and

this tension is called the fear of failure and every single one of us as human beings has this fear of failure in on the part of the customer the tension in the closing moments of the sale is caused by the fear of making a mistake the fear of buying the wrong thing the fear of pain too much the fear of being criticized by other people it's cause and what happens when a person feels this fear it's it's almost like having a spear in the stomach what do they do they back away

and whenever they have this fear they back away and they say things like um let me think it over leave me some material could you call me back next week i have to talk it over with someone else i have to check it out i can't afford it and so on and so

these are simply ways of the prospect telling you that i don't think if i make this decision it'll be the right thing for me

well the other key stopping point at the close is the fear of rejection the fear of the person saying no you see we each down each of us deep down inside has this fear of being told no to this fear of being rejected

so one of the things that we do is we very elaborately structure our lives in such a way that we don't put ourselves in front of people that say no

and by the way if you have an uneasiness about people saying no to you've picked a very interesting profession to get into

because four out of five sales calls end with no's even in the very best of time in the most boom economy with the finest product eighty percent of the people you talk to are going to say no and when times are tough ninety percent and when times are tougher ninety-five percent yeah are you quite aware of this and it goes up and up and up

so you must be aware that people are going to say no and one of the key factors in being successful and selling is be prepared to hear and know and continue when the person says no i don't think so you must be able to just let it roll off your back like water off and ducks back

you must realize that a no excuse me i know is not personal when a person says no to you they're not saying no to you in most cases they're saying no to a whole package of things and for a whole package of reasons

well when you get to the end of the close when you get to the end of the sales presentation you've done your prospecting you've done your contact and you've done your presentation you've overcome objections

now you come to the final moments you know the person wants it but there's this approach avoidance there's a sales resistance there's this fear that's uneasy this tension starts to build up and your job is to get through that moment that tense moment as rapidly and as painlessly as possible

and closing techniques are not techniques to manipulate other people they're not techniques to get people to buy things they don't want don't need can't use and can't afford their techniques to get people past that moment of tension and the professional closer takes the person smoothly past the point of um of the clothes and the unprofessional person sits there and at the end of the presentation they say well what do you think you ever done that well what do you think

and you know what the person says the attention starts to build up boom boom boom boom boom like jaws like that shark coming in boom boom boom the person says well i think i'll think it over i think i have to talk it over to someone else

even if they want it the tension starts to build up so in this presentation in the next few minutes we're going to talk about the 24 best closing techniques

number one closing technique begins with getting appointments

does anybody here use the telephone to get appointments

you notice how difficult and frustrating is

many people do not use the telephone because they've been rejected and turned down so many times on the telephone that the very thought of it causes them to be angry and frustrated and tense

so what they do is they find every other way possible to make contacts and the telephone of course is the finest and the fastest way if you know how to use it properly

so in approaching a prospect and using the telephone the key is this

that the first thing that you say to the prospect once you have found out who it is has to be something that breaks preoccupation grabs attention and points to the result or benefit of the product

now let me give you an example i used to sell believe it or not sales training programs and i would qualify my prospects and i would call and make appointments and i found that i could get appointments 9 out of 10 times with qualified prospects using this very simple technique

what i do is i'd call up and i asked the secretary i said who is the person who makes the decisions in this area who's the person who makes the decisions about sales training for your sales force they would say well that would be mr jones i'd say fine what is his first name please bill jones can i speak to mr jonas hello mr jones this is brian tracy how would you like to see a method that would enable you to increase your sales by 20 to 30 percent over the next 12 months

now if you're speaking to the right person the question will be aimed at something that is of relevance and something that the other person needs now what do sales managers sit around and think about all day long

increasing sales sales being down sales being up but increasing sales when you say would you like to see a system that enables you to increase your sales by 20 to 30 over the next 12 months

the first question or the next question the prospect asks is what is it and that's where you go into the close and when you are telephoning for an appointment you are telephoning to sell an appointment

not to sell a product the biggest mistake we make is we go in to start describing our product on the telephone and the person says well no i'm sorry i'm not interested i can't afford i don't have the time and so on so all you do is you're selling 10 minutes

you say that's exactly what i want to talk to you about i need about 10 minutes of your time i'll show you what i've got and you can judge for yourself if it's what you want if the person says something like and i used to hear this they say how much is it they don't even know what it is you heard that how much is it and this is the way you handle that

you say mr prospect if it's not exactly what you're looking for there's no charge at all very good very good response

get the price thing out of the way it's not exactly what you're looking for it doesn't cost you anything

then the person says well could you tell me a little bit about it

i say well that's why i need just 10 minutes of your time just 10 minutes i'll be able to show you what i've got and you can judge for yourself if it's what you're looking

for now the person will often remember this is that good prospects are always busy and hard to get to poor prospects are not busy and they're easy to get to

if you call up somebody you ask for an appointment they say sure come on over anytime you can be sure the person is going to buy anything from you

so you have to be very very sharp in using the telephone the person's going to say this the prospect is going to say this well could you tell me a little bit about it you

say yes i would like to but there's something i have to show you as soon as you say the word show you've eliminated the necessity to describe it on the telephone first says well could you send me something in the mail i say i would like to send it to you in the mail but you know how bad the mails are why don't i drop it off personally sometime this afternoon now if the person is at all serious they'll say okay drop it off personally sometimes i'll say will you be there yes i'll be there okay about three o'clock i'll be in your neighborhood i'll drop it off personally

don't mail information when people say send me some information in the mail what they're saying is go away i'm not interested and when you send it to them in the mail it goes right across the desk and into the waste basket if you're going to send things in the mail what you do is you put in the envelope throw it in your own waste basket save yourself a stamp

we make the mistake of thinking we can throw it in the mail and then and we're actually making sales

no we're not making sales so what you ask for is 10 minutes and this is the key expression you be the judge you decide for yourself if this is what you're looking for and if you say it in that way the person will say well i don't know all i need is 10 minutes of your time and you can judge for yourself because what this does is it says that you'll only be there for a short period of time you will put no pressure on the person

you'll just show them what you've got like a arab trader in the bazaar lays out their wares if the person doesn't want to select one in 10 minutes you'll be gone now i have found that if you ask for 30 minutes you will have to wait for weeks maybe forever if you ask for 10 minutes you can always be slipped in

don't make the mistake of doing the old insurance salesman trick god bless the insurance industry i'm saying how about 10 o'clock today or 2 o'clock tomorrow this alternative close on it don't do that because it's been used so many times that what it does is it insults the other person

just say sometime this afternoon or maybe sometime tomorrow be very flexible once the person gives you a time now there's another thing they do they say why don't you call me on monday and we'll set up an appointment

and what you say to them is this you say look i've got my calendar right here is your calendar handy

dumb question of course the person's at their desk their calendar is handy

you say let's set up a time right now how about 10 o'clock monday morning

don't allow yourself to be put off with this call me back on monday nonsense because it's just another way of them avoiding seeing you remember the very best customers you'll ever have are the ones you're going to have to fight to get in to see

they are the ones who are the best for you so so when they try to put you off and they try to avoid you and they try to make excuses it's what they're saying is this may be a very very good customer

and somebody's going to get to those person that prospect and somebody's going to sell the prospect it might as well be you so just be persistent be polite be firm say look all you need is 10 minutes of your time

just 10 minutes we'll do it

10 minutes you'll be able to decide for yourself and just sell 10 minutes if they ask you about your product or service 8 i

it's it's too involved to go into on the phone better just be take 10 minutes and i'll show you what i've got and sell only that so if you cannot close on the telephone appointments you can't even get to first base

and become good at it if you are shy about using the phone if you're anxious if you don't like to use the telephone it's because you've had frustrating experiences in the past okay

close number two this is called the approach close you use this right at the beginning of the sales presentation and the purpose of the approach close is to get the person to make a commitment to giving a decision at the end of the presentation rather than the person saying afterwards i have to think it over

and the approach closed is something that you use when you have a product or service which is used and needed by almost everybody what you say is this you say

mr prospect recognizing that at the beginning of the sales presentation sales resistance is the highest the person's resistance is up remember we live in a commercial society people are trying to sell us something every single day 50 times a day 2 000 advertisements a day is what we see in our society

radio newspaper television billboard buses and so on everybody's trying to sell us something so we have natural from the age of five years old sales resistance

and you have to overcome it and it's a beautiful way to overcome it at the beginning you simply say this mr prospect i'm not going to try to sell you anything now

i'm not going to try to sell you anything right now

just relax chris says oh that's good you say all i'm going to do is i'm going to show you some of the reasons why people have bought this product continue to buy it over the years or one of the reasons why thousands or some of the reasons why thousands of people have purchased this product and all i ask you to do is look at the reasons why others have bought it and judge for yourself and tell me one way or the other whether or not this applies to you and to your situation is that fair

i'll just show you why others have bought it and you just tell me whether or not it applies to you and your situation a person will say okay see what you're doing is you offer them a deal the deal is i won't try to sell you if you listen with an open mind to my presentation

and the person says okay i'll listen with an open mind and then you go into your normal presentation you go through the presentation at the end of the presentation the prospect cannot say well i have to think it over you say

mr prospect you promised you'd give me an answer one way or another it's a very simple close you promised you'd give me an answer one way or another and from what you've said it seems that this product is just ideal for your situation and you can go right through to the close another close that you can use right at the beginning is called the demonstration close

and boy is this ever effective you can use this for almost anything the demonstration close is what you do to qualify the prospect in the opening statement and to get a clear statement from the prospect that they're in a position to buy and to pay for this product we used to use this in selling mutual funds

i would say mr prospect if i could show you the very best investment you've ever seen in your life are you in a position to put five thousand dollars into it right now

prospect says well i don't know no i haven't got five thousand how about four well i don't know how about three well yeah three yeah if i could show you the best investments you've ever seen would you put three thousand dollars into it are you in a position for three thousand dollars well yeah if you could show me the see now what you've done is you've changed the focus of the discussion

the discussion is not whether or not the person listens to your presentation this discussion is can you demonstrate that you actually have an investment or a product that's as good as that

another thing you can say is i can show you the best sales training system that you've ever seen the best cheapest finest sales training system you've ever seen are you in a position to commit your company to it right now

first says well you know if it's that good are you in a position to make a decision right now so yeah okay now then you go through your presentation at the end of the presentation the person can't say well i've got to check with the boss i've got to talk to harry i've got to crawl across the street they've already said

yes i have the money yes i'm qualified yes i'm in a position to make a decision so a good strong opening question that grabs attention and says geez like if a person is in the stock market or is investing in anything when you say if i could show you the best investments you've ever seen

what's the first thing that they ask what is it tell me more about it i'd like to learn about it i can show you the best investments you've ever seen

are you in a position to make an investment today if i could show you the product that you're looking for are you in a position to make a decision today in real estate i've seen this over and over again one of the first questions that you should ask people when you take them out instead of going to these people who are kicking tires and looking at homes two years before they ever plan

to buy one and say if we could find the exact house you're looking for when would you want to take possession just tell them as you get into the car you know like you'd ask them what do you think of the weather very often people will tell you oh wow we're just looking you know we're just sort of in the market we're just looking at we're visiting 27 other real estate agents uh we're planning to spend two years at it so we know every single house in north chicago or whatever it happens to be um

so ask them that question if we could find exactly the house you're looking for when would you be prepared to take possession and they can tell you they say well i don't know or they'll tell you that they're not in the market at all very simple question and it's not an invasive question it's not a request

okay the hot button closed is considered by many sales professionals to be the most important and most powerful clothes of all

the hot button clothes is based on the fact that 80 percent the old 80 20 rule 80 of the buying decision comes to bear on 20 of the product features and in my experience 90 percent of the buying decision comes to bear on about 10 percent of the product features

in other words it is up to you to find the one or two things in your whole offering that are the key determinants of this person buying the product and then to push that hot button over and over again because every time you mention the hot button the person's desire to own the product goes up

every time you talk about something that is not really important to them in the sales presentation their desire to purchase it goes down and good salespeople are people who question skillfully and listen carefully and we find what is called the freudian slip

the freudian slip says that if you talk to people long enough and give people enough chance to talk they will tell you everything that you need to know to sell them and that's why they the old saying telling is not selling is true you're only really selling when you're asking questions and giving them the opportunity to tell you what they're looking for what they want what they need what they're concerned about what their worries are and listen and the more you listen and the more you ask questions the more likely it is that they will say

this is what i'm looking for hito kabin calls this the key benefit there's a key benefit that a prospect is looking for before they make a decision until they can find that key benefit they won't make the buying decision one of my favorite stories real estate agent takes couple up to see this house it's an old house it's what they call a starter home a pre-owned starter home

if you like handyman special um close up to this house and in the backyard this beautiful flowering cherry tree and the salesman says to the couple what do you think of this house and the wife says look at harry look at that beautiful flowering cherry tree ever since i was a girl i wanted to have a house with a beautiful flowering cherry tree in the backyard

and harry says shut up you know how harry is shut up take it out they go into the house salesman's no dummy walks in behind them harry comes in mr tough guy says geez you're gonna have to replace the steps he says yes but see a beautiful flowering cherry tree just around the corner and

walk into the house these are carpets going yes but from here you can see that beautiful flowering cherry tree mrs smith and i walk through this look at this living room i have to put in new baseboards new lights yes

but look at that beautiful view of that lovely flowering cherry tree every single room they went into the kitchen needs new plumbing yes but you can see that beautiful flowering cherry tree the bedrooms are too small but look at the view of that beautiful flowering cherry tree

at the end of the presentation mrs smith who makes the buying decision in every home purchase says harry i sure do love that beautiful flowering cherry tree

in other words this is the hot button you push the hot button over and over again now what what amazes me is that sales people will go out and talk talk talk talk and people say boy i'm really interested in a house with a pool i'm really interested

here's a beautiful house isn't that a beautiful yard this but it doesn't have a pool and now here's a beautiful one you put a tennis court over there this but it doesn't have a pool and this one has a wonderful basement that doesn't have a pool the person keeps saying this is what i want is a pool and

what you do is you listen to that hot button and you build the sale around that the trial close is something the professional sales person asks throughout the presentation

to find out how well they're doing it's also called the check close this means that you check how far along you are so where you present part of your product and you say what do you think of this so far or does this make sense to you or is this what you're looking for or is this what you had in mind or is this an improvement on what you're doing right now these are check closes now the wonderful thing about a check close is that the person

prospect can answer yes or no and it doesn't end the presentation if you say is this the sort of layout that you're looking for prospect says no you say fine well let's look at this layout over here then or you say is this the colors that you're looking for prospect says yes you say good let's look at more of the colors in this area so the check closes is like you're traveling down a road and you come to a fork and at the fork you say is this what you like or is that what you like and the next fork is this what you like is that what you like on the road to the clothes and

good sales people ask check closes throughout they never present one piece of information without a check close you drive up in front of the house you say you like the outside look at that house yes or no you come in the door you like the entry hallway yes or no you like this color scheme yes or no you like

the way this is laid out yes or no in other words they keep asking questions and the questions keep giving them feedback that enables them eventually to build a picture a composite picture of exactly what the prospect wants the power suggestion closed is based on the fact that we are all very susceptible to the suggestive influences of people around us which means that when a person is excited about something excitement is contagious when a person is enthusiastic about something enthusiasm is contagious so what you say in a power suggestion close is

you say boy you're really going to enjoy the way this car handles on the road my brother's got one of these cars and boy does it ever grip the road when he's driving it in other words you keep talking about the prod to the prospect about the product or service as this they've already got it

you are really going to be happy when you travel in this this summer or you're really going to enjoy this holiday to europe or you are going to love this tour or you're going to enjoy living in this neighborhood this is one of the best neighborhoods in this part of the city

you talk to them as though they've already made the decision to buy and you try to create mental pictures or pictures in their mind of what it's going to be like to use to enjoy to benefit to own the product and

you create these pictures and they go around they go away and they start thinking instead of thinking will i buy it or not they're thinking of how they're going to enjoy it once they've once they've purchased it

the best example of the ascending clothes is called the part by part close or the yes yes yes close and this is best used for mutual funds investments encyclopedias

encyclopedias are the perfect example anybody here ever sold encyclopedias and when you sell encyclopedias they teach you the encyclopedia sales presentation

the presentation is brilliant it was designed by a group of psychiatrists at the cost of a quarter of a million dollars i'll tell you what if you ever want to see something wonderful call one of the encyclopedia companies or fill in one of those cards and get somebody to call on you

absolutely amazing what what it is is this they start off asking you yes questions the basic rule is this every time you ask a yes question the prospect's buying temperature goes up three degrees and the bot we don't know where the prospects buying temperature is starting from but we know that there is a certain point at which the prospect will say i'll take it and

if you can ask a number enough yes questions the prospect will finally come to the point we'll say how do i get it and the encyclopedia sales presentation starts off by saying knock on the door hello there do you live here

very good question they're all qualifying questions if ever the prospect says no the presentation is over you see the prospect says no i'm just visiting there's no point in making a presentation they say yes

he said well i'm we're doing a survey in this neighborhood and we'd like to get uh your opinion on higher education may ask you a few questions

person says yes do you believe in the value of higher education yes well would you be interested in accepting a free set of encyclopedias from us to put in your home

yes may i come in and explain it to you yes yes yes and there's 42 yes questions oh it just should be illegal that's like at the end of at the end of this presentation the person's saying yes yes yes and they've bought 1600 worth of encyclopedias now

any presentation can be designed i usually what i do is i design my sales presentations and i'll take sometimes hours sometimes days to do this to design a sales presentation so it fits on one page and it has about seven to ten questions

each question which can be outlined or explained or drawn on the on one page and each question starts with a yes and each question or each question is answered with a yes

each question requires that the person agree and each question becomes more and more product specific until the final yes is when they're going to take delivery would you like to take delivery right away

yes and so it's a very and and this is the kind of presentation that takes skill to design but it is one of the most powerful presentations that you can imagine if ever you find yourself saying yes yes yes in a sales presentation

you know that you are being given a perfectly professionally designed presentation the

invitational close is where you simply invite the prospect to make a buying decision my favorite invitational close is why don't you give it a try why don't you give it a try very simple close especially for anything that the person is buying when you say why don't you give it a try you're saying or you're suggesting that making the purchase decision is not a permanent thing it's sort of something that you can try like saying why don't you give the car a try you know why don't you give a mercedes a try if you don't like it after a couple of years

you know you can go to another car why don't you give it a try it's a very subtle way of saying it or another one is why don't you take it one real estate salesman found that his sales went up 40 each time he walked out of a house with a couple and turned to them and said you like the house and they say well yeah why don't you take it why don't you make an offer bang they found it people say well sure well why not so why don't you take it another invitational close is um how many would you like or what color would you like or would you like us to get started on this right away or is this exactly what you had in mind for today and

in other words what you do is you invite the person to make a decision you don't run to the end of the presentation and then stand there and say well what do you think i remember the sales person comes back to the office says boyd i have a lot of good interviews today the other one says yeah i didn't sell anything either remember

remember you do not offend people by asking them to make a buying decision once they have indicated an interest in owning or enjoying the benefits of your product or service the

next close is what is called a price close now many people say to me that everybody buys everything on price have you heard that before price is the key thing everybody wants the lowest price and so on almost every case i will tell you this first of all the price is not the major determinant in selling anything unless of course you're selling rice and rice and rice

and it's all the identical brand size shape and quality whenever there's any differentiation in product price is not the determining factor the second thing i'll tell you with regard to price is that it's sales people that make an issue of price the person says hey how much is it and they immediately get into a wrestling match and they say well it's x number of dollars a person says

hey i can't afford that he said yeah but it's worth it well now it's i can get it cheaper somewhere else yes but it's not as good as the one we've got and you get into an argument and it's you can never win on price basic rule on price is price should never come up in a sales presentation until the end of the presentation now if you're selling homes there's no way that you can avoid or even cars for that matter but if you're selling a product that is a little bit more complex it shouldn't come up until the end this is how i deal with price when people say well how much is it before i've had a chance to tell them what they're getting you see people always object to price no matter what it is everything always costs more than people expect to pay isn't that true do you ever find any of your prospects or your customers say boy that's a lot cheaper than i expected everything costs more than they expected to pay the willingness to pay and ability to pay are two different things nobody is willing but most people are able so the key is when the if price comes up before you've had a chance to show the person exactly what it is that they're going to get for the money first thing you say is

mr prospect is price your only concern is price your only concern the prospect will have to say well no price isn't my only concern you say well let's talk about that a little bit later then or another thing i say when they say well how much is this especially if you start a good sales presentation they're going to get interested they can say how much is this you say

mr prospect that's the best part could i come to that in a couple of minutes i say sure and now you go on to the presentation but try not to get into price and by all means never argue over price have a person here's another clothes that you can use free this will give you a bake your first baker's doesn't it's called the just supposed close

adjusted clothes clothes this simply says

mr prospect just suppose that price is not an obstacle or an object here okay can we do that just for a second and let me finish my presentation persons will say okay by the time you get to the end of the presentation you should have spoken so much about the value of what it is that they're going to get that when you mention the price they say well it makes sense

but if you ever mention the price they say geez that's a lot what they're saying is this you haven't given me enough reasons to justify that price by the way when you get a price objection what is a price objection a price objection is a price question

a price question is when they say hey that's too that's too expensive what they're saying is from what you've told me so far i don't see how the product or service can be justified by the price can you give me some more information

basically that's what they're saying but they say it in such a way that somebody said oh geez another people price again so you say

mr prospect it sounds like a lot of money but let me tell you why another thing people say it costs too much i'll say mr prospect we're getting into objections but this is a very good mr prospect you're right well it costs more than your than your competition just a prospect you're right as a matter of fact it costs 1 227 more than our closest competition and yet we sell thousands of these every year to very intelligent people

would you like to know why [Music] sure because you've got to get that price out of the way other than that it seems it's like a big orangutang in the middle of the path between you and the end of the sales presentation

the sudden death is an ultimatum close and you've all had this experience where you've made a presentation to a person or to a company and they've looked at it and you go back and see them and they say they have to think about a little bit more and you go back and have to think about a little bit more and you go back but four or five times you find that you're spending too much time going back to this person who's not made a decision so you use this close and it works in at least 50 percent of cases

you fill out the entire sales contract in all details with except for the signature exactly the way you've discussed it up to now you take it back to the prospect you say

mr prospect you know we've discussed this quite a bit and i know this is taking up a lot of your time this time taking up a lot of your time so either this is a good idea for you or it's not and one way or another let's make a decision right now what do you say

and then take the contract and send it put it across the desk put the pen on top of it and say if you will authorize this now we can get started right away and then become perfectly silent

remember after every closing technique the key is to shut up the key is to be perfectly silent and wait sometimes the silence can be stretched out interminably sometimes the silence can get longer and longer and longer but the longer you wait perfectly quietly without speaking the more likely it is that the person will make the buying decision

the longer the tension is now a very good sales trainer once told me and i like this said the only pressure that you are allowed to use in a sales presentation is the pressure of the silence after you've asked the closing question and the basic rule is this is he who speaks first or she who speaks first after the closing question loses remember the best time to close a sale is at the end of your presentation not the next day or come back next week or let the person think about it at the end of the sales presentation the person has more fresh information and is closer to making a decision than at any other time

the sharp angle close is where you take a this is when the person's you know wants the product and they're bringing up sort of what we call smoke screen objections they're just coming up with objections they say well i don't know if we can afford the monthly payments

you say if we spread the payments and get them down will you take it so you use the objection as a way of turn of closing you close on the objection if you like person says well i don't think that um your product will perform to my specifications you say if we can prove to you that we'll will you take it

you say well i don't think you can get it here on time we can get it to you on schedule will you take it so what you do is you take the objection and just turn it around into a reason for buying because this forces the person to say either well yes i'll take it or that's not the real reason why i'm not making a buying decision

the instant reverse close is something that you can use all the time and it's something that takes a little bit of guts to get used to but it's very simple the person says i can't afford it you say that's exactly why you should take it

what you say that's exactly why you should take it mr prospect i did some training for about 100 people who were selling cable television services and they were going door-to-door tried to try to sign up people for cable and pay television

and they knocked on the door person would knock on the door and they'd say talk in the door and say uh i'm here to talk to you about cable and pay television so i can't afford it

this is exactly why you should take it what because they're about to close the door sorry they can't afford it the reason they haven't taken it because they can't afford it say what do you mean i say it's exactly why you should take it why no now sometimes you may not even know why you have to think of the answer very quickly

the answer just has to be logical it doesn't have to be great it has to be logical you say because look someday you're probably going to get pay and cable aren't you so i mean someday in the course of your life you're going to want to get the movies and the sports and arts and everything else and that right versus well yeah and you want to get it at the very lowest price don't you well yeah well mr prospect this is the time that you can get it at the lowest price ever in the history of pays if you take it right now today that's exactly why you should take it

you call up somebody for an appointment they say i'm not interested ever heard that before say mr prospect that's exactly why i'm calling what you say mr prospect most of our very best customers were initially not interested when we contacted them so what we have found is if a person is really not interested they can probably make maximum uh take maximum advantage of our product or our service whatever happens to be a person so what is it all about and you say it's exactly why i need 10 minutes to show it to you and bang is going to close on the presentation

you see when a person said when a person resists a sales approach it is because of ingrained instinctive buying resistance it's not because of you the product the product could be the very best product in the world this could be a heart transplant for a person who's buying um of of of a diseased heart

but they'll say no because they have instinctive buying resistance you must be able to catch it on the no person says we don't use that in our house that's exactly why you should take it why because if you keep using the same product

mr prospect you'll never have any idea of the better products that are available on the market the change places close is very simple you're into a presentation and the person will not tell you what

we call the key issue the number one reason why they won't buy you see in every sales presentation in every product or service that a person will buy there's a key benefit that they want and there's a key issue

or a key objection that is stopping them from buying it and until you can find out what that key objection is and handle it they will never buy from you so many of your closing techniques are ways of getting the person to tell you what's stopping them from making a decision the change places closes

very simply say mr prospect would you change places with me just for a second put yourself in my shoes which people can do because we are very empathetic

imagine if you were talking to somebody that you really respected and you were showing them a product or service that was really good for them and they wouldn't tell you why it is they wouldn't make a decision one way or another

what would you do if you were in my position almost invariably the person will say well i'll tell you that and they'll actually give you they understand what it is or you can say you can add to that you

say mr prospect what would you do in if you were in my position tell me is it the money and ask them is it the money because if it's not the money they'll say no it's not the money it's something else or they say yes it's the money you say well and this is a good closing question

mr prospect what would we have to do to do a deal just a good question what would we have to do to do a deal or another question is how far apart are we right now

mr prospect tell me how far apart are we right now these are two very powerful closing questions for instance i can't afford it i can't afford it i had a landscape architect uh came to my course and he learned this technique he had put in a bid to do a job of landscape architecture he put in a bid and he the contractor had told him that he wanted it done as cheap as possible within certain specifications so he sharpened his pencil he did it as cheap as it could be he put in a bid for seven thousand and twenty five dollars

that was the cheapest he could possibly get the contractor called him up and said absolutely not it's too expensive it's too much it's way over my budget there's no way i'm paying seven thousand twenty five dollars

he'd been to this course the day before he said well tell me he said how far apart are we he said i've got it in my budget at seven thousand dollars not a penny more and there's no

he said as a matter of fact we're having a special on junipers it's seven thousand dollars opening two smaller trees and he got the deal

but before he'd gotten really mad because he knew that he couldn't get any cheaper than that but he asked how far apart are we and sometimes you'll find that you're so close together and it's an it's not the money it's the issue

sometimes people say well in their mind they will not pay over x number of dollars because their brother-in-law got one just like it for x number of dollars and you could find yourself just a few dollars apart

so ask them how far apart are we or mr prospect what do we have to do to do a deal today you tell me enough i'll find out if it's possible and sometimes they'll most people are honest they'll say this is what we'd have to do to do a deal

and you say okay let me see what i can do at least you still you're still in the game if you're like you're still in the ring the next close is what is called the secondary close and this is one of the most popular one of the most common of all closes this is where you close on a minor point

it's also called the minor question closed uh you're giving a sales presentation on a car and you say by the way will you want the am or the fm radio it doesn't really matter to you whichever if they answer am or fm they've made the decision to buy the car um you're showing them a house

you say by the way would you want possession on the first of the 15th they say the 15th they've made the decision to buy the house in other words you ask and you close on a minor question the reason you do this is it's much easier for a person to say well the 15th rather than yes or no to buying a house

and you could always come to find a minor close you can say well will that be cash or chargex even before the person's decided whether they want to buy

i say would that be cash or charge why pay cash they've made the buying decision how they pay for it is a minor issue another closing technique is called the alternative close and the alternative close is simply based on this rule never offer a prospect a choice between something and something always be to or between something and nothing always between something and something

always offer them a choice between product a or product b which house do you like best this one or this one which car do you prefer the two-door or the four-door which type of tires do you want the radial or the uh regular and always give them the choice between the two and

when what happens is the prospect will answer you and say well i like product a better or i like product b better or i don't like either product and you can ask why and it gives you an opportunity to continue selling but don't ever say do you want this or not

always which do you prefer it's also called the preference close which do you prefer asking people which they prefer is a very good way of finding out where you are in the sales presentation another close is what is called the assumption close and

the assumption close is called talking past the sale where you assume that the person has bought you treat them as though they have just said yes i'll take it and you walk right past and you say well how would you like to make payment

uh you've just finished your presentation you say well who's going to handle the mortgage arrangements for this even before they said yes we'll take it or not he said who's going to handle the mortgage arrangements you assume that they've taken it you talk past the sale and you go to wrap up the details it's called the assumption close it's one of the most powerful that i've ever seen

the takeaway close is a neat one now ladies are always suckers for the takeaway cause i'll give you two examples one one first the example of the takeaway close is you finish the presentation and the person hasn't said yes or no and you don't want to say well what do you think and you've asked answered all their objections and they're saying well it seems kind of expensive and i don't know if it's in the budget you say

geez we were talking about the blue one weren't we and you say well yeah i said we've really had a run on the blue ones let me call the office or let me call the warehouse and make sure we still have them in stock and i use your telephone person

says yes you can use my telephone they made the decision to buy you see many people don't realize how badly they want something until you suggest to them that they can't have it and when we going when we're growing up as teenagers we call this plane hard to get

and you can use this and hey hey they use this in shopping all the time you go and you're looking and say well let me make sure we have it in your size uh oh yeah okay make sure we've got it in my size they go back and they say yes we do just one just one left

right another thing that this is another closing technique they use in ladies boutiques i don't know who taught them this but they all use it ladies in there she's trying on something it's expensive never done with anything cheap it's something that's expensive try not something that's expensive and they have a signal

the sales clerks have a signal they sort of go like this or they ring a bell or something and it causes all the other sales clerks to come running over when you've got this ridiculously expensive thing on and they say oh that looks good on you doesn't it and all the girls sit around like hands and they cluck they say yes that looks good on you oh that looks good on you oh that looks good on you and you say really you already think so oh yes yes yes and

as soon as soon as you're saying well okay then they will bang like that and they all shoot back to their customers isn't that right i've my wife has come home with the funniest looking outfits she comes out and she said i want to try on this outfit when she comes in and you know you want to live there you want to go on having regular meals

she comes in she says she says be perfectly honest with me and i say i i don't really think it suits you you know um but she said well everybody in the store said it looked great on me and there's only one left in my size right be very alert to that another clothes that you can use is what is called the puppy dog clothes

now the puppy dog clothes is one of the most powerful and best clothes of all and it's based on the old story of the kids get the parents and say we want a puppy dog we want a puppy dog we want to put on the kids the parents say no damn well you're getting a puppy dog well finally please please please take us to the pet store

so they go to the pet store parents are very circumspect they're saying all right and the pet store owner these guys are smart they know what's going on they say well look you don't want to have to make a decision like this why don't you take this little puppy home and just play with it for the weekend and if you don't like it bring it back on monday

and the kids say yeah yeah yeah just for just for the weekend just for the weekend the parents say well all right just for the weekend just for sunday well now by sunday night the kids are indifferent to the dog and the parents have fallen in love with it

and this works now anytime you can give your prospect an opportunity to touch taste feel smell use the product this is a puppy dog clothes

some of the one of the most successful photocopy distribution companies i've ever seen has to simply one rule place machines and they have about 10 trucks and they have about 30 sales people and all they do is they go in and they beg people to take the machine in their office for a week that's all they do and they sell millions of photocopy machines because once it's been in there for a week people get used to using it originally they say hey no way i'm not interested can't afford it they use it for a week they find the convenience of it and they keep it

i used to have a friend who is a who sold motorhomes these big expensive motorhomes 30 40 000 now let me tell you about a puppy dog clothes beautiful good times and bad this guy is one of the top motor home sales people in america somebody comes to buy a motor home now he knows that people who buy motor homes shop motor homes they go to every single vendor of motorhomes in the whole world anybody here ever bought a motor home

how many how much time did you spend looking for motorhomes well motorhome people are fanatics and they know everything there is to know about so he meets them he talks to them he shows them through the motorhomes he doesn't try to close them he gets it establishes a rapport with him he gives them their name or he gives them his name gives him a card

he gets their name and address and phone number he says we have a newsletter that we send out our motorhomes and we'll put you on the mailing list and so on well next saturday he calls them up about 10 11 o'clock saturday morning where is everybody 10 o'clock 11 o'clock saturday morning they're at home he said i'd like to take you out for lunch i'd like to show you something absolutely fantastic i'll pick you up at your home at 12 o'clock and they say well okay see you at your home 12 o'clock noon for lunch and he drives up in his big 50 000 motorhome

drives up in front he says jump in they get in and a little bit curious i've got to show you something he takes them just outside the city that he lives in there's a beautiful park and the park is long sloping hills and then there's a lake and there's geese that's swim on the lake and there's trees on the other side and there's the mountains in the distance and

he pulls up in this big motor home and he swings the loop and he stops so that you can sit at the table and chairs looking out the window this beautiful view and they sit down he says sit down over here please and they sit down he opens up the microwave heats up the food takes wine out of the refrigerator wine in a bucket pours the glasses lays out the food china

he sits him down and he says as they're eating he says isn't this what you want business wouldn't it be nice to be able to do this every single weekend and he says we have a special on a unit just like this we can have you in this by tomorrow afternoon you are set for the summer

he sells motorhome more motor homes than you can imagine because it gets gives people a chance to experience the product the ben franklin close is one of the most powerful for a very simple reason the ben franklin close 
closely parallels how you and i think

now you and i think when we make a decision we weigh the pros and cons we look at what the reasons are for making the decision and against making the decision and the ben franklin close goes back to ben franklin who was america's first millionaire by the way first self-made millionaire benjamin franklin started off penniless and he used to make his decisions by taking a piece of paper and drawing a line down the center and he'd write all the reasons in favor of making the decision on one side of the paper and all the reasons opposed to it down the other side and then he'd certainly study the reasons and make his decision

now whenever you're selling anything complex this is a very fine method the person is having difficulty making up their mind because of a variety of different factors

you say mr prospect let's use the ben franklin decision making method it's a very simple method ben franklin used to use this and he became one of the richest men in america making decisions on this basis and

this is what we'll do you take a piece of paper draw a line down the center and i say and let's write down all the reasons in favor of making this purchase decision all the reasons in favor of blindness okay and so you sit down and

you start listing the reasons remember we talked about this yes and when we talked about that yes and we talked about this and it does this and it does that and you have this and it includes this and so on you write down every single thing that you can possibly think of that was in the presentation or wasn't in the presentation you restate all the good reasons for buying the product and then you say does that is that everything

mr prospect can you think of anything else prospect says no i think it's everything okay now you fill out the other side and give him the pad of paper in the pen and sit quietly now the best prospect the sharpest prospect i've ever seen couldn't get past item three

they write one two and they think well three and they write it and then you look at it and you say well mr prospect it looks like you've made your decision and the prospect will almost invariably say well yes sir i guess i have i taught this to a gentleman who was in commercial real estate and he said he'd heard this about this close all his life

everybody's heard about this close right he said he never used it until he was in a transaction with a large financial institution which was a trade and purchase and and um and sale of a series of properties between two institutions

uh merging properties selling properties turning some into cash and so on and even going back and forth with these people for three weeks he said finally he said why don't we use the benjamin franklin decision-making method they had nothing to lose with a vice president of this financial institution they sat down and they went through it at the end of it he turned it over he said he did word for word from the course he said turn it over to him said are you right the reason is a post

he came up with two or three reasons and he says well it looks like you made your decision and he said you're right i have let's go with him and he said he made about fifteen thousand dollars commission on that deal he said just amazed i met him the day after that he made after he used this he said he'd heard about that closing technique all his life and he never used it because it seems so simple

but it's very very powerful just try it try it once and see what happens the summary close is where you sit down and you say to the prospect all right after the end of the presentation you say well now let's just briefly go over what we've talked about and you say remember we talked about this and you summarize everything that you've discussed you summarize the feature and the benefit the feature and the benefit the feature in the benefit you go through the whole list right down to the end

you say can you think of anything else prospect says no you say then but why don't you give it a try or should we get started on this right away or is this what you had in mind or uh why don't you take it and just simply close you see when you summarize all the reasons for buying the product or service and you summarize it in the order that you want at the end of that summary

the individual will be at their highest buying temperature they'll be the most likely to buy you're selling a home for instance you say well now before you make a decision on this home let's look at all the things that you're looking for in a home let's look at all the things that this home has

well remember it's got this and it's got this and it's got this and it's got this and it's got this and it's got this and it's got this one it's got this and it's got this you can probably get to 40 with a little bit of creativity

the person says geez that's right it's got all those things in it they didn't realize how good the home was until it's perfectly described a car is another way how do they sell cars today well what you do is you have your stripped down basic model which i don't even think comes with seats or steering wheel

uh and then on the window you have all the extras have you seen that it's extra extra extra extra extra extra it's it's something like 10 15 20 different things that you get extra you say geez look at all that you're getting for the money and

it's another form of a summary close the order sheet close is when the presentation begins person comes in to see you the first thing you do is pull out an order sheet write the date on it and then ever after whenever the person says anything about what they're looking at write it on the order sheet

and even the person says hey wait don't write anything down i'm not buying anything today i'm just looking you say i understand but i've got a terrible memory for detail so i like to write everything down and if you don't buy anything today we'll just throw it away

okay fine and you keep writing on the order sheet so the person gets used to seeing their information written on your sales contract now another way that you can use the order sheet close is at the end of the presentation just pull out the order sheet and start filling it out and this is what i used to do

i take out the order sheet and especially with investments that seems to be good and life insurance and i guess encyclopedias a lot of other things i take out the order sheet and i'd say i write the date on it and if they don't stop you from filling out the order sheet they made the decision to buy you see and then i say could you give me the exact spelling of your last name for mailing purposes if they give you the exact s-m-i-t-h smith they give you the exact spelling of spelling of their last name that made the decision to buy

and you say and your first name middle initial what is your exact mailing address and you're going to fill it up it's a it's a very fine close it's kind of like a secondary close it makes it easy for the person to make the buying decision

so just say what is the exact spelling of your last name please start writing it in unless they stop you they made the decision to buy they say well i haven't decided to buy you say why not sometimes they don't know they say well i don't why not or a beautiful a beautiful way of overcoming objections that i learned from a friend of mine is this

when the person says well i don't like it because of this you say why do you feel that way why do you feel that way you see nobody knows why they feel anything if you say why do you think that way people will have an answer but if you say why do you feel that way person will say well i don't know why do i feel that way gloria i don't know why don't you take it yeah okay and they can't even remember why it is that they were objecting

20 second close on our list is called the relevant story close this is a powerful close because we make all of our decisions with the right brain and the right brain is stimulated by stories and pictures and whenever you can create a picture like the power of suggestion close when you can use visual sales aids or whenever you can tell a story about your product or service people will remember a story about a product or service for years and they'll forget all the technical detail in 10 minutes

so the relevant story closes when the person is having difficulty or even in the middle of a presentation tell a relevant story about somebody who was hesitating about buying this product or service and they finally decided to do it and look at how happy they were

they married miss america they won the lottery they traveled around the world in other words wonderful things happened to them and they sure were happy that they made this decision if you're selling homes in a particular neighborhood you could say look a friend of mine or a client of mine or relative of mine moved into this neighborhood a couple of years ago and you couldn't get him out now with a bulldozer

that he thinks this is the finest neighborhood in the whole city it may not be the riches and it may not be the poorest but with regard to transportation and shopping and schools and everything else it's a great neighborhood sometimes people say hey oh it makes a lot of sense

those are the kind of stories that cause people to make buying decisions not the statistics and the facts and the square footage and the cost and the interest rates and so on the doorknob close is the clothes that you use and this doesn't is not necessarily relevant in real estate but it's relevant in many other industries you've made your presentation

you've given it your best shot the prospect has resisted the prospect's got that one major issue that one major objection they're not telling you because they know if they tell you you're gonna get them so they're sitting there like this and you're doing everything possible and is it the money that you're and how far apart are we and what do we have to do to make a deal no well i don't think so and i gotta talk it over and i don't think so right now and i'm not in the market i don't think we can afford it you know they won't tell you what it is that's stopping them you know they've got the money and so on so finally

say mr prospect i know you're busy and i thank you very much for your time i won't take up any more of your time i'll get going now you close your briefcase you get up and you go to the door and as you get to the door you put your hand on the door now the prospect psychologically begins immediately to think about what they're going to do as soon as you leave

they begin to let their sales resistance drop as their sales business comes down as you put your hand on the door you start to open the door the sales resistance dwindles like the air going out of a balloon and then you turn around you say oh

by the way mr prospect just before i go i was wondering i know that you're not going to buy anything today but i wonder if you could help me in my presentation could you tell me what was the reason that you didn't buy today and the prospect will say well i'll tell you the reason was this and you take your hand off the doorknob

and you come back in you set down your briefcase you say mr prospect i'm so glad you told me that that's my fault obviously i didn't explain that part of our offering to you may i go over it just one more time and sit down and now you've got the key reason and if you can answer it effectively sometimes you can close at 50 and more of these closes now

the final close is the referral close and the basic rule is this that you should never leave a prospect or a purchaser without at least two referrals and when you have made a sales presentation of any kind let me give you give me an example with regard to referrals in real estate i passed this on to you from a friend of mine who makes an excess of five hundred thousand dollars a year in commissions in real estate one of the top three people in his area of the country

when he's closed a sale and he usually has as many as 200 listings of his own all of which come to him through referrals when he's closed the sale what he does is he drops by on moving day and he brings them a bucket of kentucky fried chicken and he says look i know you won't have time to cook he said i just thought i'd drop by 10 12 for kentucky fried chicken drop it off

and they say well thank you very much we sure appreciate it larry that's awfully good if you say fine he said look i want you to do me just one favor promise me that before you sell this house you'll get in touch with me and give me a chance to do the same thing same job for you that i've done already and they say well sure sure will you please do this is one more thing promise me if you'd hear of anybody else who wants to buy or sell a house you give me a chance to talk to them

first would you do that for me and they say well sure that's why not and they shake hands on it and they don't realize that when a person makes a promise when you and i make a promise it locks into the subconscious and we have a conscience that will not allow us to break promises so one year two years three years later somebody says i'm thinking of buying or selling a house bang comes up with a wall please i promise

i give the person's name to larry this guy has 200 listings and he doesn't do any prospecting at all it's very very small things he's getting referrals so when you've spoken to a prospect or a client there's a variety of ways that you can do it but here is one way

you finish speaking to the prospect and you say to the prospect well say the person does not buy you say mr prospect i know you're not in a position to make a decision today but could you give me the names of two or three people who you think may be able to take advantage of this offer now this is called the alternative close two or three people prospect will always pick two because it's easy they'll say well yes i can give you a couple of names and they'll give you the names you

say mr prospect would you happen to have their phone numbers now the prospect will always give you the names that come off the top of the mind what is called top of mind awareness people that they know the best people that they're very familiar with people they work with they give you two names you say would you happen to have their phone numbers

yes they do happen to have their phone numbers so get the phone numbers now you've closed on the phone numbers then you say which of these prospects should i call first again another alternative close they'll say we'll call bill first and finally the person who said yes yes yes he's ant he's answered affirmatively to four questions and always

say mr prospect would you call bill right now and tell him i'm coming over by this time the prospect will say well sure and they pick up the phone and they'll dial and send you over to see bill or whoever it happens to be now the reason why a referral is so much more powerful than a cold call is that with a referral you have all the credibility of the person who is referring you a cold call you go in with no credibility at all and

remember credibility the amount that the prospect believes you is the critical factor now if you have to get to 100 credibility before the prospect will buy if you get a referral you come in with 90 credibility if somebody that you know and respect send somebody to see you they say look your good friend sent me to see you and say well good come on in what is it and

you'll give them the same treatment the same courtesy that you would give the other person so always ask for referrals and never leave a presentation if you possibly can without without at least two referrals now here's something else that you can do with regard to referrals go back to all of your previous customers that you can remember and call them up and

ask them how they're doing are they happy with what they bought do they have any problems or questions is there anything that you can do for them and and if possible go and call on them i have a friend who's an excellent sales person every january right after the holidays he goes and calls on every single customer

he's got he spends two or three weeks calling on every single customer in the city and making sure they don't have any problems making sure they're happy and getting two or three referrals from each and it takes him six months to work through those referrals any person who's been selling for more than 90 days should be working off of referrals almost 100 of the time referrals that people give you or referrals that come to you as a result of good things

that you've done in the marketplace so those are the key closing techniques and if you will use those closing techniques remember closing techniques are sales tools and they have to be mastered through study and practice but the more sales tools you have it's like a craftsman the more tools you have within your sales toolbox if you like the more likely you are to make a sale for some fields of selling you will only need two or three closing techniques and

you'll use those all the time but the more you know the more opportunities you have to close now here's a piece of advice which helped me dramatically when i started my career and it's simply this you throw away presentations whenever you get into a presentation with a person who you know is not going to buy this person is one of those people who's not going to buy anything and you're in that presentation and you know you have nothing to lose throw the whole book at them throw every closing technique and every qualifying technique and every objection technique that you can have you can find because remember you only really learn sales techniques by being in the arena with a live prospect and if you find a person who's not going to buy use them because

i have found and that it's worth a fortune to you i have found that if you will use these throwaway presentations and just sit in there and slug until you literally get thrown out you will learn more faster about how to close good prospects than you can possibly imagine act boldly in selling remember

the key to sales success is to act boldly and to close boldly a sales close where you say why don't you take it it's certainly far more powerful than well why don't you take it in other words say it boldly say it like you confidently expect the other person to buy act as though it were impossible to fail

ask the closing question like it is inconceivable to you that the person could say anything but yes and practice that practice the tone remember in uh body in communication seven percent of our communications with other people is the words we use 38 is the tone of voice 55 is the body language so make sure that your body language is erect make sure that you look like a million dollars make sure that your voice is strong and bold and clear and ask

we fin
d that the person who speaks louder and faster always seems to dominate the person who speaks more quietly and slower now i'm not saying to be obnoxious and i'm not saying to be pushy or aggressive or overbearing i'm saying speak confidently speak strongly ask as though you expect the person to say yes and the final point going right back to what we started the key to selling effectively the key to closing sales is psychological more than anything else that you must have enthusiasm you must love your product you must believe in your product you must have confident expectations and you must persist and this is the final underlying quality carp what is it that it says that that persistence is to the character of man and woman as carbon is to steal

  1. 2022/10/26(水) 15:7:21|
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you have to be defined by a vision of the future instead of the memories of the past.

little tip for you!

To change is to be greater than your environment. That means be greater than the conditions in your life to be greater than the circumstances in your world.Every great person in history knew this. That means you have to be defined by a vision of the future instead of the memories of the past. 

To change means be greater than your body those unconscious habits and behaviors and choices that you've made over and over again so many times that the body becomes the mind.Emotions that are connected to past experiences keep you anchored emotionally to the past and if those emotions are driving your thoughts and those thoughts are creating the same emotions then your body has become the mind.

In order for you to change you're going to have to get greater than those emotional reactions habits and hardwired attitudes that keep you running unconscious programs and to change.If you're waking up every single day and making the same choices and demonstrating the same behaviors and creating the same experiences and you do that over and over again.it makes sense that your past is going to look a lot like your future and your future will be more of your past

Finding The Sweet Spot of the generous present moment existing in that place where you're no longer trying to predict the future based on the past means you're in the unknown and when you're in that place call the eternal present moment that's where all possibilities exist

  1. 2022/10/25(火) 2:17:40|
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