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The Three Fastest Ways to Close More Sales

by Brian Tracy

Every person who's ever tried to close a sale has been through it. You've talked to a good prospect three or four times. You think they are ready to buy. But, just when you think you'll be able to close the sale, it stalls.

How many times have you lost a sale or had to work way too hard to close the ones you got? I'm sure you've heard every possible objection a prospect could give ranging from, "now's not the right time," to "it's too expensive," or "we're not interested," and many more.

Is it realistic to expect your sales pitch or your ads to grab your prospect's attention, capture their imagination and prompt them to buy from you in 15 seconds or less? Of course not, but your ads can get the sales conversation started—if you know which words to include.

Doesn't it drive you nuts when you've got a prospect who could truly benefit from your product or service and you struggle to close the sale? How many times have you lost a sale or had to work way too hard to close?

What if you could close an additional 10 to 30 percent more in less time? I'm going to tell you how in just a few seconds but first let me ask you a question.

Why is it when someone refers a prospect to you, you can close the sale almost every time? You know what I'm talking about. One of your existing clients, someone who loves your products and services tells a friend or business colleague about their experience with your firm and tells them to contact you.

When you get a referral, the prospect is ready to buy. It usually only takes one or two short conversations for you to close the sale. Everyone loves referrals for this reason. You can close more sales with less effort and less expense.

Close More Sales in Less Time

Charlie Cook's Insider Secrets to Eliminating Obstacles to Sales is one of the most powerful advanced selling tools I've come across. I'd recommend it whether you're just getting started or have been selling for decades. With fewer obstacles you'll close many more sales.

Why is it so easy to close the sale when the prospect is referred to you by one of your best customers? Nine times out of ten, a referral already understands the value of your products and services. They are somewhat familiar with your firm and they trust you. They're "pre-sold" and ready to buy.

Don't you wish you could pre-sell all your prospects? Instead of spending time countering objections from prospects, you could maximize your marketing time talking to people who want to buy. Ready to discover the secret to pre-selling your prospects so you can close more sales?

Preselling is easier than you think

Pre-selling your prospects is easier than you think, and even if you don't have a steady stream of referrals. You can use these three simple ideas to sell more with less effort.

1. Let Your Prospects Sell Themselves

What do you do when a prospect asks what you can do for them and how much will it cost? These two questions can instantly put you on the defensive and then you're stuck trying to convince the prospect of the value of your services.

No one likes to be sold but most people like to buy. Get prospects to sell themselves. Ask questions to take control of the conversation. Get your prospects to tell you what they want and why your service is the right one for them.

2. Instantly Establish the Value of Your Products and Services

Ever get stuck with the, "it costs too much" objection? Do the same thing your best client would do if they were telling a business colleague about your services; tell stories about clients to show prospects the results they can expect.

3. Eliminate Every Obstacle to a Sale

What happens when a client has doubts you haven't addressed? Whether the objection is your firm is too small or you haven't worked for that exact type of company before, what happens when you leave these potential obstacles hanging? An objection can kill the sale in a blink of an eye. Avoid this by addressing objections up front. Ask your prospect to tell you which ones you forgot, and eliminate every obstacle to the sale.

The Absolutely Easiest Way to Close More Sales and Increase Your Profits

When you clear a path for your prospects to buy, getting rid of each and every obstacle, you'll melt their resistance and repeatedly sell them more of your products and services.

Want more sales?

Use these three ideas to eliminate potential obstacles to the sale and pre-sell your prospects. When you do this you'll close more sales and make more money with less effort.


About the Author: Brian Tracy is a legendary in the fields of management, leadership, and sales. He has produced more than 300 audio/video programs and has written 28 books, including his just-released books "Million Dollar Habits" and "Getting Rich Your Own Way." He can be reached at (858) 481-2977 or www.briantracy.com.