Zig Ziglar-The art of closing the sale Flashcards
The perfect match and then some
After someone comes to an exact amount that they are willing to play with, say 150,000 fora house, you would ask (Though i would draw it out longer)
If we found the absolute perfect house that match every single part of your dream house, how much MORE would you invest?
Rule of Interest
Even though a prospect is interested and even EXCITED about your offer they will always act as if they had no interest whatsoever.
Why? They want to protect themselves from themselves and their own desires. The ones that refuse becasue they do not want to waste your time are exactly the ones that would be tempted if the offer was made, they are afraid!
The Ownership close
All potential marks of int erst are always assumed to be sold. Look at YOUR fireplace look at YOUR leather seats, look at YOUR shiny new control box
The embarrassment close
“I know that, I just wanted to show you something reaaaaally nice-(pause). Now we can go look at something CHEAP
The Elephant Bite close
The reduction to the ridiculous
is that 18,000 dollars?
No thats 600$ a year for 30 years
No that’s 50$ a month
No that’s 1.75 cents a day
So would you give an extra 1.75 a day for the _____
(Ignoring all interest and taxes. you would use this with the “and then some” close citing the bonus amount you would spend. Not the total price
The genuine rule
You can’t be one kind of person and another kind of salesperson
A salesman’s ears
A salesmen needs to be a little hard of hearing when the prospect says he’s not interested. Without being argumentative, antagonistic or defensive
Asking or telling
You can sell more by ASKING then TELLING
The difference between 200,000 and 250,000
when someone says they are willing to put in 200,000 they have already bought something for 200,000 the true selling comes in selling the 50,000 dollar extra price and not the 250,000 because there is no need to discuss what has already been agreed upon
GET AS MUCH
Get as much advance information about the prospect as possible. When you have that you will use that to assume things like even though the house did not have those 3 things she said things like this is where they WILL go.
Many people do not know what they want because they do not know what is available.
If you can’t fit the bill exactly don’t assume they’re are so adamant they would not consider anything else.
The difference between the boss and the employee
If you know how something works you will always have a job. If you know WHY something works you will be the boss
The story of Galileo and Aristotle
Galileo showed all the teachers of the University of Pisa that Aristotle’s Notion that two weights fall at different speeds to be false. He successfully convinced them but you know what they still taught at Pisa? Aristotle’s theorem. He convinced them but he did not PERSUADE them
The simple questions
Go back and answer the simple questions on page 29
Who is the bigger winner, you or the customer?
Do you have all the money you earned in the last 12 months as a salesperson?
Do you have customers who were sold over a year ago who are still enjoying the benefits of the product you gave them?
Who should thank who?
