The Back Story
I was sixteen and already knew all the answers to life (so I thought). I would repeatedly listen to audio tapes of Less Brown, and Zig Ziglar about sales. I knew that sales was where I needed to be.
My problem was no one wanted to hire a 16 year old. I lied about my age and ended up landing a job at ‘Crown Shoes’ part-time (I was still in high-school) 100% commission. It’s one thing to read and study sales, its another getting out there and applying it.
After my first month, my boss called me into his office and told me he felt I wasn’t cut out for sales. He went on to say that he watched my sales technique and I sucked. To stick the knife in and twist it a little more he added… If you weren’t working for free I would have fired you by now.
He then sat back in his chair and said, “Kid… What do you want to do?”
I asked him who was the best sales person that he had?
WARNING… IT IS GOING TO SOUND LIKE I AM MAKING THIS NEXT PART UP… I SWEAR ON A STACK OF BIBLE’S EVERY BIT OF IT IS TRUE!
He said, “Mr. Armpit” (this guys name was Harold Armpit), and being young and dumb I use to joke him all the time. It was no secret that he did not care for me at all. Of course my boss knew the back story between Harold and I because Harold had reported me several times for my jokes.
I told my boss to give me a chance since I was working for free. I told him I would be just as good if not better than Harold.
He looked at me and asked, “How do you plan on doing that?”
Simple… Study Harold.
He laughed and said good luck with that kid… But… One more incident about you being cruel, or name calling to anyone and your out of here.
I HAD TO EAT A LOT OF HUMBLE PIE… AT THE TIME IT SUCKED… BUT… IT ENDED UP BEING THE BEST DECISION I HAD EVER MADE!
I asked him to just hear me out, before saying another word… I offered him half of my commission checks for the next 60 days IF… He would teach me about sales.
He never looked at me, and after a few moments of silence he said make it 90 days and you have a deal.
Of course I agreed.
Without ever looking over at me he said… “Lesson #1… ABC.”
I responded… ABC?
What does that mean?
He responded… “Always Be Closing.” From your initial contact with the customer you are constantly closing.
To you it appears as if, I am just being nice to the customer, but I am doing little trial closes.”
THE TURNING POINT IN MY LIFE
Can you imagine what it was like to have to eat humble pie?
Harold had given me a skill that would allow me to eat forever.
A few years later I had a job selling newspaper subscriptions door to door, and broke all previous records.
A few more years later I relocated to Virginia Beach, Virginia and long story short, created my first product that I sold online entitled “Dialing for Dollars”.
The thing I really want you to take away from my story is that being a great salesperson comes down to your commitment to mastering a few basic skills.
Trial Closes You Can Start Using Today
To Close More Sales and Make More Money
Trial closes are questions geared towards getting you to say YES.
Is this making sense?
Wow… I did it again… “is this making sense?”
as you read down the article I ask you again… “Can you imagine what it was like to have to eat humble pie?”
At one time or another we have all have had to eat a little humble pie.
As to old saying goes, what doesn’t kill us makes us stronger. That is something I have had to remind myself often throughout my life.
HERE’S A CHEAT SHEET OF SOME OF THE MOST COMMON CLOSES THAT I USE ON A DAILY BASES
Remember… The goal is to get them saying yes. Got it? Good!
Trial Closes That I Use On A Daily Basis:
- After giving a few minutes of your presentation, you should ask, “Are you with me so far?“ You can vary this with, “How does that sound?“ Or, “Do you see what I mean?“ and , “Does that make sense?”
- After giving a benefit you can ask, “How would you use that?” or, “Could you use that?“ or, “Would that work for you?” or, “Would that be of benefit in your situation?”
- Another good question to ask throughout your presentation is, “Do you have any questions so far?“ This is a more advanced trial close. I have seen people try to use this close and things went horribly wrong real fast.
- Before starting your presentation you should always ask… “Are you ready to get started?“
- Throughout your presentation you can ask, “Are you all getting this?“
- You can also ask, “Is this making sense?“
- “Can you imagine if that happen to you?“
- “Would you like to be our next case study?” This is hands down one of my favorite questions. I usually ask it once I am a little over half way in my presentation. This is a great way to get an idea of how many people are on the hood thus far.
- “You’ve heard them talk about this before, right?”
- “Isn’t that cool?” or “Isn’t that exciting?“
- “Can you see yourself doing ______________?“
- “I’m sure you have noticed this too right?“
I could go on all day talking about the various trial closes. It has become a part of the way I talk, and write. If you have read any of my articles or you are on any of my mailing lists you have seen me use trial closes, haven’t you? (Ahhh I did it again…)
YOUR ACTIONABLE STEP
Starting today, implement closes in everything that you do. Go back and read some of your blog posts and ask yourself where you can insert a trial close and still sound natural. You want your audience to start saying or thinking yes over and over again.
Want more awesome closes that are guaranteed to help you make more money? Download my free report entitle…
16 Closes That I ETHICALLY Stole From
You Can Implement These Closes
Today And Make Money
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