Have you ever wondered what the best sales techniques are?

Regardless of the
industry you work in, most people have been faced with closing a sale at some point in
their lives.
For example, it is very likely that you, like most people who have bought a house,
have been present at the closing for the purchase and sale of your home (or rather the
house you were buying for the bank...). but that's another topic), or perhaps you have been
present at a closing for a sale, or you have been present at a closing to choose the best
candidate for a job, or you have witnessed or been an active part of a negotiation, or you
have sold your professional services to a client (lawyers, architects, brokers, etc., or any
other liberal professional), or you have been present at a closing to choose the best
candidate for a job. or any other liberal professional), or, if you are a networker, every day
you are faced with a possible closing of a prospect interested in your business.
In fact, regardless of your background, you will have faced and will continue to face
"closures" in your life, because whether or not you are a "salesperson" per se, you will
always be "selling" your image to others (i.e., your professionalism, your resume, your
persona, etc.).
Sometimes the buyer wants to buy and the seller wants to sell but for some reason
the sale does not close. This is where closing techniques come into play.
If you become an excellent "closer" or "closer" you will advance much faster in your
objectives. Keep in mind that with each person you can assume 2 roles: either you are the
"closer" or you are the one "closed" by the other person. You decide which role you want
to assume. Again, it's all up to you.
Writer Alex Dey sets out the 12 commandments of closings. Today we will dedicate
this post to the former.

1st closing technique: CLOSING BY CONCLUSION

With this type of closing, you reach the conclusion that your interlocutor does want or
need what you are offering. To do this, it is effective to repeat in your mind "yes he does,
yes he does". This is a state of mind (your state of mind, not the other person's) because
when your interlocutor does not give you feedback, i.e., does not tell you or show you
anything (neither positive nor negative), you start to come to the conclusion that he or she
is not interested and you practically start to say goodbye. Therefore, a mental
disconnection has begun, which then leads to a physical farewell. But it has all been
caused by your negative state of mind.
 When you are thinking "yes he does, yes he does" you give it your best.
That mental disconnection is easy to have when you meet a stone-faced person
(they don't say yes or no, they are indifferent, they are very serious, they don't move a
muscle in their face). We must think that the stone-faced "do want it". The only problem is
that people don't realize they are stone-faced.
We are surrounded by stone-faced people. I knew one so negative so negative that
he fainted and instead of coming to, he came back to no. Do you recognize someone like
that around you? I'm sure it is.

2nd closing technique: CLOSING BY DOUBLE ALTERNATIVE

This closure is my favorite. I always use it because I find it very effective. The idea is
to always offer at least two options.
If we give a double alternative, the person will opt for one of the two by inertia. This
makes it easier to choose. After raising the alternative, we remain silent until he answers.
For example, if you want to see your contact in person, but he or she insists that you
give him or her the details of what you want to talk about over the phone, I find it very
effective to say: "I'll explain it to you in detail, that's why I want to see you, so when can I
see you then? Tomorrow or the day after?" And if you continue to insist with questions, I
will say again: "I will tell you these and more details that you are wondering about
tomorrow, when do you prefer? At 4 p.m. or 8 p.m.?". In this way, I answer your questions
with another question in which I always offer 2 alternatives (one day or another, one week
or another, one place or another, one time or another...).
Remember never to ask: When do you want to meet? Because then you're giving
them the opportunity to tell you in 2020.
When the prospect finds what he wants, he will not buy it if we leave the decision to
him. The CLOSING really is to help you make your decision. For example, you could say
"Which do you prefer: saving or, in addition to saving do you want to earn money?"
There are people who are very indecisive... but they haven't heard about it because
they have never been to the "indecisiologist".
Therefore, you will have to give more "little help" in some cases than in others. What
is certain is that with the double alternative we can close all the undecided, who are
thinking about it. This technique is a very powerful sales tool.
In my next post, I will tell you more effective closures. My recommendation is that
during these days you begin to familiarize yourself with these first two closing techniques
so that they come naturally to you, and little by little, you will become an expert in closing
in any situation that arises.

Do you want to learn how to be more effective in your closings? Well, a lot has to do
with your attitude towards that closure.

For example, if you are looking for a partner, and you close the deal as if it were a
simple sale (i.e., you sign a contract with that person and then forget about him or her), it
is very likely that your closing will not end up being an effective closing, simply because it
has not fulfilled its main objective, which was to get a partner and not to sell an
encyclopedia.
In the previous post, we analyzed the first 2 most effective closing techniques,
namely, closing by conclusion and closing by double alternative. And today we will look at
the following techniques:

3rd closing technique: CLOSING BY CLAMPING

This closing involves putting a question at the end of any sentence to achieve a
positive stimulus in your interlocutor.

To make a good "mooring", it is necessary to learn to say certain words, in a certain

way and at the right time. Some examples of mooring questions may include the following:

 Right?
 Don't you think?
 Don't you agree?
 Isn't it true?
 Yes or no?

The purpose of these questions is to achievepositive acceptances from your

prospect unconsciously. The ideal goal is for your prospect to say or make 4 or 5 positive
acceptances in a row. You don't need an audible affirmation, in many cases it is enough
that the person shakes his or her head to show acceptance.
 The second part of the tie-up closure is physical. How is it done? You ask a question
along the lines of "Making a good decision in this difficult time is very important don't you
think?" At that point, you stare at the person,nod your head and SHUT UP.
And do you know what will happen as if by magic? That the personwill double the
information he/she was giving or intended to give. Do you find it incredible? Well, there is
only one way to find out, and that is to check it out for yourself. Take the test! You have
nothing to lose.
And if it doesn't work for you, why is that? Very simple: because YOU HAVE NOT
SHUT UP.
For many people silence is very uncomfortable, and they tend to fill the silence with
any sentence. But, if you are one of those people who are extremely uncomfortable when
there are silences in a conversation and you are trying to make a "closure", take note of
this trick...

Think: HE WHO SPEAKS FIRST LOSES THIS GAME.

What does this mean? Well, if you are doing a closing, and you are not able to shut
up, you will have lost this game, that is, you will not be able to close that person. On the
other hand, if you learn to keep quiet and endure the discomfort of silence (when you
master it, it can be incredibly comfortable too), you will have won the game. the game, for
the simple reason that the person will DOUBLE the information he/she is planning to give
you and it will be much easier for you to know his/her concerns and how to help solve
them.

What type of mooring do you want to do? It is only up to you to make a good or a
bad mooring. You can only acquire perfection in your questions and control of silences by
practicing a lot. But learning is one of the most enriching areas of our lives. In my personal
case, the more I learn every day, the more aware I am of how little I know and how far I
still have to go. But honestly, it's exciting to be able to be aware of it. It is a good way to
savor every moment in life to the fullest.
Do you risk winning the next game you face by using a good tie-up?
Keep in mind that when the person breaks the silence, if they spoke once, they will
do it again. Incredible as it may seem to you, when you use sales techniques, people get
into the game and don't realize you are using them.
The next closing technique is closely related to this one because the next one is
called:
 4th closing technique: CLOSING BY INVERTED TIES

As you may be able to deduce, this closure involves putting a question at the
beginning of any sentence to achieve the positive stimulus you want to achieve.

You can alternate between the two types of mooring, i.e., alternating different types
of questions at the beginning or end of sentences to get positive responses in your
presentation or conversation.

It is also important to use appropriate body language (we will dedicate another article
to the exciting world of body language). It is also very effective to lower your voice at the
end of the sentence to give way to your interlocutor.

In the next post, we will discuss more effective closing techniques. As always, we
welcome your comments and suggestions, and appreciate your sharing this information on
social networks.

5th closing technique: PUERCOESPIN CLOSURE

This closure is based on answering a question from your interlocutor with another
question. This technique, if well used, allows you to complete the contract or sale.
Why are questions so important? Because if we learn to use the right questions and
the technique of silence (review the previous article explaining why it is so important to
learn to be quiet), our interlocutor will at least double the information he/she will give us, so
we can understand his/her needs, disadvantages or the possible excuses he/she is
making.
Depending on who our interlocutor is, it will be convenient to talk about the contract
or not. For example, for many people, the word "contract" can be interpreted negatively as
something "against you and me". However, for a person with a certain legal background or
who is used to signing contracts, saying that the agreement is based on a commercial
contract, for example, may give him/her the legal confidence he/she did not already have.
You will need to be the person who identifies the best expressions to use with your
interlocutor, and you can only do this effectively if you have been attentive to their
expressions and if you have been listening in an engaged way (not just hearing and
thinking about what you are going to say).
 It is very important to be in a place (quiet, without excessive distractions or noise)
where we can close the sale (in the case of a potential customer) or the beginning of our
new partner's business.
If the prospect stops you, you can use the following tool: "You had asked me... and I
only ask you questions that are important to you, and in order not to forget your data I write
them down in the document".

6th sealing technique: Wrap-around seal

It is about "wrapping" the prospect before buying.
For example, we could ask: The license or contract are you going to put it as a
natural or juridical person? In your name or your spouse's name? When the prospect
responds directly, then the transaction is closed.

7th closing technique: CLOSING BY MISTAKENNESS

With this technique you will learn to make mistakes on purpose.
For example, "Did you tell me you want to put the license or contract in your
company name?". And then the person answers you: "No, in my name". Without even
being aware of it, the person has made the "closing" to himself and has already thought
about what name he wants to put the contract in.

8th closing technique: CLOSING BY COMMITMENT

With this technique you try to properly engage your interlocutor.
For example, if you are developing a Network Marketing business (for all of you who
do not understand this concept, I recommend you to read an article in the blog under the
Network Marketing tab, which briefly explains this industry), it is very likely that you have
come across some people who tell you: "I know what this is, it is a pyramid business".
Most people do not know the legal difference between a pyramid business and a network
marketing business (you will have an article with these legal differences shortly). However,
for a small group of people, that statement is simply the excuse they use to tell you that
they don't get it and don't want to do it. In the latter case, and after giving the person a
brief brushstroke about his or her misunderstanding of the legal concepts, it is an ideal
time to use this closing technique and you could say the following:
"If I can prove to you that this is not a pyramid business, will you go into business
with me?". If his or her statement is not an excuse, but just a lack of reliable information,
then he or she will tell you that YES and he or she has made his or her own "closure" out
of commitment to himself or herself.
If, on the other hand, it is a cheap excuse, don't waste any more time with a person
who will not even listen to your logical, coherent and legal arguments.

Always remember:Don't waste your time and positive energy with people who
don't want INFORMATION but only OPINION.
NEVER ARGUE WITH AN IGNORANT PERSON, FOR HE WILL BRING YOU
DOWN TO HIS LEVEL AND THERE HE WILL BEAT YOU BY EXPERIENCE.

Would you like your pocket to be fuller than it is?

In that case, do not forget the following universal premise: YOUR MIND FILLS
YOUR POCKET.
So,don't Worry... but BUSY"furnishing" your mind with the best "furniture" you
would want for your dream home. Those will be the THOUGHTS that will always move you
towards your goals.
In this article you will find the last part of the series of posts on "The 12 most
effective closing techniques". If you haven't already done so, I recommend that you read
the previous posts in this series first.

9th closing technique: CLOSURE BY ELIMINATION PROCESS

This closure is an attempt to regain control after several unsuccessful closure
attempts.
We have found during our conversation that the prospective customer or partner is
hesitant. He wants time to think about it.
So what do we do? Very simple, we start putting things away.
And then you start asking the following or similar questions:
Is there anything you didn't like about the product we have? No. Is it because of my
company's reputation? No. Is it the quality? No. Is it because of me? No. So it is because
of the investment that needs to be made? If you say yes, it is the authentic reason.
This technique helps us to clearly recognize what are the real excuses of our
interlocutor. If we do not know what their pros and cons are for doing business or for
buying our products, we will not be able to make an effective closing because we will not
really know what that person's needs, problems and/or situation are.
 10th closing technique: REBOUND CLOSING
With this technique, we turn our interlocutor's objection into our opportunity. In other
words, we "bounce" your objection.
For example, we could say, "If I can prove to you that it is a legal business, will you
start right now?".
The mother of all objections is "I want to think about it". You can be clear that in
most, if not all, cases, that statement means that it will NOT.
That is why it is very important to know exactly what he needs to think about, if he
has doubts or specific questions, or if it is just an excuse to get you to leave him alone.

11th closing technique: THE THEORY OF SILENCE IN CLOSING

We must know when is the appropriate time to be silent. It is something that few
people (both salespeople and networkers) know how to handle.
Most people don't know when it's time to shut up. Do you know why?
Because people don't like to feel uncomfortable and SILENCE is very uncomfortable.
It is very important to be clear in your mind that when you ask a question or use a
closing technique, you must be quiet.
I suggest that you reread the 3rd closing technique (you will find it in the 2nd part of
this series in this blog) called "Closing by Tethering" which also includes the importance of
knowing how to use silence in the right way.
If you have a hard time, psych yourself up with enough time and think that this is a
game... and THE FIRST ONE TO SPEAK LOSES. This way you will always let the other
person speak before you, and he will be the one who loses, that is, you will have won.
This is very important, because if we do not know how to handle silence, we can lose
the sale even if we use the rest of the closing techniques properly.

12th closing technique: BENJAMIN FRANKLYN'S CLOSURE

Less than 8% of salespeople use this closing technique but, according to experts,
this is the father of closings. Do you want to know the technique of this closure? I detail the
steps:
When our interlocutor tells us that he wants to think about it, we say ok, thank him for
his time and start to put our things away...
 Then our interlocutor is puzzled because he thinks: "How? So our interlocutor lets
his or her guard down because he or she is puzzled. And that's when we can tell you:
"I imagine that if you want to think about it, it's because you want to make a good
decision, right?". However, by not having notes you probably retained less than 25% of the
information according to statistics (some experts say that only 10% of what is heard in a
first presentation is retained), so I recommend that you write down this information (if you
don't have notes, leave a pen and paper and tell him):
Write down on one side the reasons why you would do the business.
And write down elsewhere what reasons you have for considering it (e.g., money)."
If he puts in reasons to consider it, the necessary money, you can ask him the
following questions:
"What happens is that you don't have the initial investment now? If I give you a way
to generate the money for the necessary investment / to quickly recoup the investment in
the products, would you develop this opportunity? / Would you buy the products?".
If he puts in reasons to consider it, that he needs to talk it over with his partner, you
could tell him:
"How much time do you need to talk to your partner?. Or better yet, don't you think it
would be better if we met tomorrow and I gave him all the first-hand information myself?"

As you may have noticed, there are many closing techniques available to us. My
recommendation is that you put these techniques into practice and gradually perfect each
one of them or at least those with which you feel most identified.
Logically, this list based on Alex Dey's work is notnumerus clausus, as each one
develops and expands his or her own closing techniques based on his or her own life
experience.

Therefore, you are all invited to leave your comments, suggestions, and your own
closing techniques on this blog so that all readers can benefit from the experiences of
others.
Don't forget the premise that I reminded you at the beginning of this
document:YOUR MIND IS ALWAYS THE ONE THAT WILL FILL YOUR POCKET. And,
with the experience of all our minds, we can do our bit for other people's pockets as well.