Close for Business!

What is the singles fastest way to increase sales and your revenue?   Get more leads and see more clients?   Sure, that works, but that isn't the answer I was looking for....you would just be burning through people and facing burnout!   A more detailed question: What is the single most efficient way to increase your sales and revenue?   Increase your close rate.   Let's take a look at some math (hey, it's been a while!);     Direct Mail Pieces  Response Rate  # Of Prospects  Close Rate  Revenue from Sales ($500 per sale)   2,000  1%  20  30%  $3,000      Lets double the response rate (it could happen!) and see the results;   Direct Mail Pieces  Response Rate  # Of Prospects  Close Rate  Revenue from Sales ($500 per sale)   2,000  2%  40  30%  $6,000     Not bad results.  Can you count on a 2% response rate all the time?  Not likely.  Plus, you are seeing twice the number of people.  Again, not bad, but not efficient.   What if we went back to the original scenario and increased our close rate to 60%?  Don't worry yet about how you will get there.  I know many great closers who use 60% as a baseline...you can become a great closer.   Direct Mail Pieces  Response Rate  # Of Prospects  Close Rate  Revenue from Sales ($500 per sale)  2,000  1%  20  60%  $6,000   Seeing half the people, you make the same revenue.   Ok Brandon, you have dazzled me with the math.  The real question is...   "How do I become a better closer?"   I did a Yahoo search for "closing techniques" and over 500,000 entries came up...I am sure I was in there somewhere!  I pulled up several websites and videos and listened to a few dozen people rant and rave about their surefire closing techniques.    A couple of my favorites;   The Tear Up the Contract Close;   "Mr. Prospect, I have obviously wasted my time and yours.  This contract isn't worth the paper it's written on...rrrrriiippp! (he tears it in half!).  What do I have to do to start a new contract and make this work?' The I Will Get Fired If I Don't Close This Sale Close; "Mr. Prospect, if you are on the fence about this transaction, I need you to do me a favor.  If I don't meet my quota this week, I will likely lose my job.  Can you help me by making the decision to buy tonight?" My personal favorite...The I Must Be The Worse Salesperson In The World Close; "Mr. Prospect, each morning I go into the office and everyone is closing more than me.  Testimonials and referrals come in daily, but not for me.  It's obvious clients love the product, but I can't seem to close a sale...I must be the worse salesperson in the world.  What could I do better to convince you to buy?" The movie Glengarry Glen Ross comes to mind when I found these over the top examples.  Thankfully, they were "deep" into the search pages...never to reach light of day again!  Here is where I will give them credit...they are being true to their personality and they are asking for the sale!  Make no mistake, I would sound comical saying any of those things as they are antithetical to who I am as a person.  That is the key...doing what is authentic...and asking for the sale.  Authenticity, without closing, might make your prospect a "friend" but they will buy from a closer!   So what kind of closing techniques and approaches are best for you?  I have an expression that I teach sales people of all industries...   "The key to your selling voice is your buying ear" Brandon L. Clay   Over the next few days (or until I run out of techniques from the 500,000 entries!), we will review nothing but closes.  Evaluate them based on how they strike your "buying ear".  Some will be absurd to you (but perfect for others!) and some will resonate and can be adapted to your personality and selling style.   One thing is for sure, that in order to be successful you have to...   Close for Business!   Until tomorrow, I wish you Money, Power, Success!