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The Invisible Close Sales Nugget: Pressure vs. Tension: Are You Selling Them or Are They Selling Themselves
Stoke the Tension, Don't Put It Out Some of you may be uncomfortable with the idea of creating tension because you're confusing it with pressure. Understanding the distinction between the two is critical. I want to explore this so that you can apply tension without qualms and to great effect. Let's start again with this definition: pressure is applied externally; tension happens

The Invisible Close Sales Nugget: Multiple Offers or One? How Do You Decide?
It's important to be really clear about your offers and explain them well, so that people don't get confused. A confused mind says "NO." I usually make two or three offers at smaller venues. I generally divide my offer page like a crisscross, with the three offers in three different boxes. The fourth box might have an additional
The Invisible Close Sales Nugget: Is It Better They Buy from Their Hearts or Their Head?
Now, imagine a prospect, connected to her inner knowing, who never before has seen so clearly how her pain could be transformed. She's in a lifeboat with you. You're showing her the way. But, alas, you encourage her to go off and "think about it," to use her intellect to decide whether she wants to invest. You return to the ship, and she's out there alone, adrift, with her logical mind, her small self and her fear to help her decide. You probably

The Invisible Close Sales Nugget: Telling Killer Stories from the Stage
Given that the need for stories seems to be hard-wired in our brain, it's not surprising that they would be potent tools during presentations. Stories told well offer many benefits, including: * Perking up the audience, which becomes more attentive. * Emotionally impacting the audience, connecting them with their hearts. * Enhancing your credibility by providing social proof of the benefit of your product or service. * Conveying benefits far better than a list of facts. * And, they're easy to remember. The story (and your offering)is

The Invisible Close Sales Nugget: You Made the Sale, Now Keep It!
Buyer's remorse is a natural reaction, as is a person pulling back after stretching beyond what he or she has done before. After buying your offer, some people will question whether they did the right thing. What you need to do is show them that YES, they did. One of the best ways to

The Invisible Close Sales Nugget: 5 Questions to Ask Your Host Before You Get on Stage
If you've been around me for any length of time, you know that I'm a big proponent of free speaking gigs. By that, I mean those opportunities that don't pay you to speak upfront, but that can yield big results from back-of-the-room sales.
The Invisible Close Sales Nugget: How Can I Present My Offer Without Sounding Like I'm Pitching Something?
You see, it all starts with your offer and clearly understanding the unique transformation that comes from investing with you. If you are clear about your offer and the outcome your clients will enjoy, then when you present it, it won't sound like pitching. It will sound like an extension of your contribution and content. But if you don't present your offer clearly, it's not going to sound authentic or enticing to your prospects no

The Invisible Close Sales Nugget: The Secret to Crafting a Hooky Talk Title That Will Get You Booked
The title didn't grab them because the secret to a truly hooky title was missing. That secret is to clearly state the transformation that the audience will experience as a result of attending. When I realized that, we changed the title to: "Understand Men 101." And guess what happened? Attendance skyrocketed. We started drawing women by the hundreds because the benefit was so clear and compelling! So the key to crafting your own hooky talk title is to include in the title the outcome that your audience will experience from attending. Here is a simple two-step process for doing that:

Xobni as Sales Assistant - Pivots Help Close Sales
In sales, pivots can occur with your market, accounts, strategies and sales calls. The key is to recognize an event that calls for a pivot. For example,
C-Level Selling Tip 4 -- Relationships with C’s Produces Business, but You Don’t Have a Relationship
Relationships at C’s and high levels are easy to attain if you know how. Let me explain.

Hypnotic Influence with the Instruction Manual for the Mind
The world’s top sales superstars have a secret. What is it? It’s simple; their secret is that their communication is... hypnotic. For millenia thinkers, scholars and researchers have sought to uncover the keys to masterful persuasion and effortless influence, but it's only now that we have decoded the structure of persuasion. You can learn to sell hypnotically with the Instruction Manual for the Mind.
Tips for Closing Business (Part II)
Nine tips for closing business.

Four-Step-Formula Revealed by America Highest Paid Ad Writer
I’m going to show you a four-step formula passed to me from one of America’s highest paid ad writer. As soon as I applied the formula to the sale page on my website, it increased the number of people responding to my ad more than ten folds almost overnight. Curious to know what I did? Here’s the text version after the make-over, you can find the original unformatted version on my website. Scroll down to the end of this article and you will find the web link. =========================================== Why Almost Everyone Is Dead Wrong About How To Get New Customers ===========================================
How to Close Sales Now and Stop Playing the Follow-up Game
So how do you get all these people who say they want to work with you to commit? It's actually very easy. You just have to use limiters. Structure them in right up front. A limiter is an incentive to buy now. It's your "Today-only" discount or your "Fast-Action" scholarship or a bonus they get only if they invest by a certain time. Limiters are the secret sauce in your Irresistible Offer. The news gets even better!

Other close sales Related Articles

Sales Presentations That Close Themselves
Sales Presentations That Close Themselves Sales presentations which follow a small, but exact, handful of underlying principles, virtually close themselves. But which among the many are the magic principles that define a truly winning sales presentation, and among these, which are the most magic al of all?

Sales Training London: A Blatant Sales Pitch
Traditional sales teaches you to qualify, present your features and benefits, trial close, close often and finish off with a professional proposal. This article disputes the very core of traditional selling and most of you will choke at the thought that you shouldn't close at the end of your pitch, that you shouldn't sell using your product's benefits and that Powerpoint is the end of the line for a successful career in sales. In fact, I'd recommend you don't even take a pen or a business card to a first meeting but that's the subject of another article.
All Opportunities Are Not Created Equal
When reviewing an opportunity, most sales manages will ask about the odds to close. When asked about odds to close, most sales reps have a ready answer. Most often, it's wrong; based on some mystical gut feel, but it sure does makes everyone feel better - like authentic planning, prioritizing and time management actually occurred.

Latest Fiction for the Sales Force - No More Hunters/Farmers
In 2007 we had to deal with writers proclaiming that sales and the sales force were dead. The reality of all of that talk was that the people writing about it weren't close enough to sales to know what they were talking about. Companies with transactional sales don't need salespeople selling their transactional items, but they do need salespeople persuading companies to choose them in the first place. Then the transactions can be placed via Internet or an inside sales group. That's about the only scenario where the "dead" proclamation even comes close to being accurate.
Help my sales people can’t close sales
The biggest cause for people not being able to close sales it not the close itself. It often starts at the beginning of the sales call. Sales people need to be able to properly understand client's needs and discuss possible solutions that meet those needs with the relevant products and services before any close can take place. Once this has happened they can close the sale but not before. If a sales person cannot meet a client's needs with their products and services then it is a ‘no sale'.
Confidence Equals Sales Success.
Confidence is the very foundation of sales. If you build your confidence you will close more sales. Remember, buying is emotional and people want to buy from people they believe in and they feel confident in. The energy you are conveying, the attitude you have when you come through the door will have more impact on your ability to close that sale then anything else you do or say.

Why You Need A Sales System
Today there is a hyper focus on just one area of the sales process. There are more books written about it and more information available about than any other area of the sales process...I am, of course, speaking about the close. Recently, the close has become the end all and be all of a sales encounter, perhaps because of the pressure that salespeople feel to meet ever increasing sales targets.
Direct Selling Strategies. Overcoming Objections- I Need To Think About It.
An informal survey of any group of salespeople I’ve ever talked to reveals that the "I need to think about it" excuse is used by customers more than any other-- as much as 75% of the time after the customer is asked the buying question. Learn how to overcome that excuse every time and make more sales. One-Call Close More Sales by overcoming objections. How to close a sale- The one-call close, overcoming objections, sales objections, handling objections, how to handle objections.
Direct Sales Strategies- Overcoming Resistance to the Sales Presentation- A 30 Minute Lesson
Can you really learn to close more sales in only 30 minutes? Yes you can. While we know that you can't become a Sales Giant in 30 minutes, if you spend that time learning just 2 skills you will start to close more sales right away, and close them easier than you may have imagined.
Forecasting Closed Sales: How You Will Know When a Buyer Will Close
As a sales manager, do you forecast sales that will close when your sales folks tell you they'll close? As a sales professional, do you forecast which sales will close when your contact tells you they'll be ready? Or when it seems to you they'll be ready? How accurate have you been with your predictions?
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