Latest / Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint / Start Strong, Check Well, Sell Better!

Transcript

Start Strong, Check Well, Sell Better! · Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint

0:01
Hello and welcome to the show. I'm taking today's recording
0:04
from my living room, so I expect to hear some interruptions from
0:07
the neighbors, especially since I just discovered that one of my
0:09
neighbors has, what are they called, these exotic birds with
0:14
the big tails, Peacocks. I didn't know that you could
0:17
keep exotic birds in a residential location.
0:20
But anyway, the goal of this show is free business education,
0:23
so you're not here to learn about my neighbors.
0:25
So if you're worried about these sorts of things, that's business
0:28
education, then you're in the right place.
0:30
And when you're done listening to the episode, please share,
0:32
promote and talk about it so that Nigerians and your family
0:36
members, you know, people both here and abroad can benefit from
0:40
the questions that we tackle. They can do that by subscribing
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on Spotify, YouTube, Apple or any player of their choice.
0:47
And if you dare listen, in particular have any sales and
0:50
marketing questions, then bring them to me.
0:52
You can call, you can SMS, you can WhatsApp on 08064662140.
1:00
So today on the show, let me see, let me get my notes.
1:04
OK, So last time I promised you guys we're going to look at some
1:07
closing techniques. It is not my favorite topic to
1:11
look at, I must confess. And that's because when it comes
1:14
to sales, you know, business, everybody just thinking sha,
1:19
close, close, close, close, close.
1:21
And because it's the most popular part of sales or the
1:25
most popular techniques that people discuss, people often
1:29
forget the other sales steps, other techniques, other
1:33
processes that come earlier that make it easier for you to close
1:39
the deal. In other words, what I like to
1:41
tell people is how you open the sale is much more important than
1:45
how you close the sale. Let me repeat for some of you.
1:49
The reason why you're finding it difficult to close the sale is
1:52
because you opened it. You started it on a very wrong
1:56
note. The way you start some of these
1:59
conversations, there is no way you can close this thing.
2:02
This thing is destined to crash. This thing is destined to close,
2:06
destined to go off point. This thing is destined to end up
2:09
in ghosting. It is destined to end up in.
2:12
I will call you back. Let me talk to my wife, you
2:14
know, all those other things because you start the
2:17
conversation in the wrong way. So even though we're going to be
2:20
looking at closing techniques now, I am begging you, please go
2:24
and look for ways, not just on, not just on my own material.
2:29
Because if whether you're listening on the podcast on
2:31
YouTube, we have over 1100 free video and audio resources
2:38
available here. So whether it's me or some other
2:41
person, excuse me, I'm begging you, go and learn how to open
2:46
the conversation. Well, if you open the
2:49
conversation well, if you're talking to the right person, if
2:52
the person has a need for your product or your service, and if
2:57
you can make a convincing presentation or proposal to show
3:01
how your product or service can fulfill those persons wants,
3:05
needs, desires, vision, whatever, excuse me, then the
3:09
chances of you closing the sale go up.
3:13
So please, closing is the most popular thing you will hear, but
3:17
it is not why you should be spending all of your time doing
3:20
this is a caveat. Please, there are other things
3:23
that you need. Closing techniques are not the
3:25
end all and the be all. The things that come in the
3:28
beginning are more important 'cause that is what makes it
3:32
easier for you to close. You know how in so excuse me, in
3:39
personal relationships, people talk about how a first
3:42
impression is everything. It's the main.
3:44
That's, that's just the idea basically.
3:46
Poor first impressions, poor dynamics in the beginning.
3:50
Those are the things that make it difficult to close the deal.
3:55
Anyway, I'm hoping that I've drummed it into your heads.
3:59
As for those of you who are newbies that yes, everybody will
4:02
tell you about closing techniques, but closing is not
4:04
the main, the main opening. It's the main thing.
4:08
So anyway, let's go into closing techniques now.
4:11
These are some of the ideas that I shared with the former client
4:13
of mine. He's based in Benin and he runs
4:17
a store where they sell tech gadgets, computer gadgets, you
4:22
know, lifestyle tech, all these sorts of things.
4:24
And he has a sales team of three.
4:27
Yeah, sales team of three. But of course, you know,
4:29
sometimes, you know, somebody comes, somebody goes.
4:32
So I've spoken to I think like 4-4 or five of his associates,
4:36
but steady there's three and there is one superstar in
4:40
particular I know who's going to do do me very well then.
4:45
Yeah. So these are some of the things
4:46
that I shared with them. Now, the reason why I'm bringing
4:49
up that context is because you're going to hear some
4:51
closing techniques now that only work in certain kinds of
4:54
scenarios. Remember, if you've been a long
4:56
time listener of the show, remember I keep saying that
4:59
sales, you can split it up into two.
5:01
You can split it into simple sales scenarios, simple sales
5:04
context, simple sales situations, or complex sales
5:08
scenarios, complex sales context, complex sales.
5:11
You know, it's either simple or complex.
5:14
So the kind of closes that you're going to use will be
5:17
different depending on whether the selling situation is simple
5:20
or complex. The kind of level of assertion
5:25
or level of force or level of directness that we use will be
5:29
different depending on whether it's a simple sales scenario or
5:32
a complex sales scenario. Now I can't over emphasize this
5:35
because one of the reasons why you listen to somebody elses
5:39
YouTube, you read somebody elses book and you came away with some
5:43
5-6 closing techniques and you thought man, this thing is going
5:45
to double my business. And then you tried but in your
5:48
business didn't double. It's precisely because of this
5:52
background information that I'm giving you #1 you didn't open
5:55
the sales properly, so there's no way this thing was going to
5:58
close or #2 you're trying to use closing techniques that work
6:02
best in a simple sales situation, but now you're in a
6:05
complex sales situation trying to close.
6:09
If you're selling cars, the techniques you use be different
6:13
than if you are selling. It was the most complex thing
6:17
we've done. OK, last week we spoke about
6:18
somebody who is selling payment processing for financial
6:22
institutions, software that helps those sorts of things.
6:26
Those situations are different. The way you're going to close
6:28
when you're on a complex deal, talking to different people,
6:32
trying to get them to get your your app, your mobile solution,
6:38
your website solution to help them process payments properly.
6:41
The kind of clothes you use in that situation is not the same.
6:43
If somebody comes here and the person wants to buy Okada or
6:46
wants to buy KKR, it's different.
6:49
OK, So that's the backdrop that we're talking about now.
6:52
So these are closing techniques that can't work if you have a
6:56
physical location that is a shop where you sell consumer goods
7:01
and people are walking into you. So just bear that in mind.
7:05
These closes will work well in these kind of settings.
7:08
In other words, if you run a business, like let's say you run
7:12
an agency and you sell insurance and your peg to one of the
7:16
Nigerian banks, perhaps not all of these closes are going to
7:19
work in that scenario. So just bear that in mind.
7:23
So now let's even define what closing is.
7:25
First of all. Also, people think closing just
7:27
means give me the money. And in a sense, yeah, you can
7:31
say that it's closing. Will you pay when I'm ready to
7:34
pay? Yes.
7:36
That is the close that we're all concerned about.
7:38
But you will find out. If you've listened to all the
7:41
episodes, then you already know. If you haven't, the more time
7:44
you spend on my podcast, on my channel, you'll find out that in
7:47
complex sales scenarios, closing means you're just getting the
7:50
customer to take action one step at a time.
7:53
So closing doesn't necessarily mean give me the money.
7:56
Closing just means getting them to take action, and in fact,
8:00
that is the proper way I want you to look at it.
8:03
Don't think of closing as collect the money, collect the
8:06
payment, collect the deposit. Think of closing as get people
8:11
to take action. If you look at it in that sense,
8:14
you'll see that whenever you're having conversations with
8:15
people, you're getting them to take conversations one small
8:18
step at a time. I always talk about my
8:20
experience as a wedding photographer.
8:22
People show up to the bridal fair.
8:24
That's like a business Expo you're trying to close.
8:27
Get them to drop their name, that you're interested, that
8:30
they're interested. If they drop their name or phone
8:32
number, good. Then the next thing is you call.
8:35
You're now trying to close on the next step.
8:37
You're trying to get them to come to your studio.
8:39
You're trying to get them to agree so that you will go to
8:42
their house or their office or whatever so you guys can talk
8:45
some more and you guys can look at samples.
8:48
When you look at samples and you have made a proposal, it is then
8:52
you're now trying to go for the ultimate close.
8:55
But before then you can see that we have trying to be, we have
8:57
tried to be closing small, small, small, small.
9:00
Step one, collect number. Step two, arrange meeting.
9:04
Step four, look at proposals. Step 5, Sorry, look at samples.
9:09
Step 5, make proposal step stick Step 6.
9:14
Collect your money so you can see close small, small, small,
9:18
small, small. That is the best way to look at
9:20
closing. So the techniques that we're
9:24
going to be talking about here are going to be tied into
9:26
situations where somebody has come into the shop, they have
9:29
looked at the every, every. They've looked at your garment,
9:31
they've looked at your Bluetooth phone, they've looked at your
9:33
wristwatch, they've looked at your whatever.
9:36
But they just seem to be standing there and they're
9:37
thinking or in one particular customer's case, remember I'm
9:42
talking about people about a shop in Benin City.
9:46
There's one guy who came there and all the sales associates I
9:49
confirmed from the three of them, they were ladies.
9:52
They were shocked because the guy came to come and buy
9:54
speakers and then next thing the person is talking about how
9:57
Benny people are wicked Ishan people have cheated him.
10:00
Something something something. The rant just seemed to came to
10:03
to to come from nowhere and they were confused.
10:06
So these things do happen. You're having a conversation
10:08
with somebody and it looks like you're going to be making
10:10
progress. Next thing the guy just starts
10:12
yanning some things like like where did this come from?
10:15
Like, OK, Benny people, I've cheated you before.
10:16
So how's this my problem? I'm not a Beenie person.
10:20
The person that also shop is not been here.
10:22
So like how we entered this matter.
10:24
So where was I any bottom line? I'm just trying to say that the
10:29
techniques that we're talking about now are ways to bring this
10:32
conversation back on track and get the person to move on to the
10:36
next step. So if the person comes, like in
10:39
this case, the person has looked at speakers and then the person
10:41
starts talking about how Beenie people are wicked and Asian
10:43
people have duping before, you are the one who has the
10:47
responsibility for bringing this conversation back on track.
10:50
Because if you just stand there and keep looking at the guy
10:52
while he's ranting, how do you know that after the rant, he's
10:54
not just going to say, you know what, let me just come back next
10:57
week. You have to gain control of the
10:59
conversation. So closing techniques, these are
11:01
what help. This is the focus of closing
11:04
techniques. We're trying to get the customer
11:05
to take action. We're trying to keep the
11:07
conversation on point. We're trying to get people to
11:09
take the next step that make it easy for us to close the deal.
11:12
But Please remember what I said at the beginning, opening the
11:15
conversation is more important than the closing.
11:17
How did you open? So please go and learn about
11:19
opening and then pay attention to whether it's a simple or
11:22
complex sales scenario. Because in the past, I've spoken
11:26
about how in the open market, the market woman can tell you
11:29
that, look boss, you've been pricing too much, you don't want
11:31
to buy anything. I beg, come and go.
11:34
Don't spoil my market. Come and go.
11:36
Let somebody open market for me. That kind of closing is going to
11:39
work because it's a simple sales scenario.
11:42
You've been there standing in front of the woman who is
11:44
selling meat or selling a Gucci or whatever.
11:47
You've been pricing for like 10 minutes.
11:49
She needs to get this conversation going.
11:51
So in that simple sales scenario, a closing technique
11:53
for her can say, look, Bros, if you're not serious, I beg, just
11:58
walk up, pass, let somebody come out open market for me.
12:01
That kind of thing can get the conversation back on track, can
12:05
get you to pay because it's a simple sales scenario.
12:09
But if you are selling cars or if you are selling real estate,
12:15
you cannot tell somebody like look Bros, I beg, if you don't
12:18
want to buy Walker Pass, let's somebody come out open market.
12:21
I think it's not going to work anyway.
12:23
Let me head straight into the techniques.
12:24
Since we're already at 12 minutes, let's see what else.
12:28
But one thing to you guys need to know is this before you
12:31
close, make sure you have done need analysis.
12:33
Need analysis is the part of the conversation in the beginning
12:36
where you try and figure out what does the person want?
12:38
What do they need? Do they have a problem?
12:39
What vision are they going after?
12:41
Because you need to be sure that your product or service can meet
12:44
these needs. Because if you've not done the
12:46
analysis and if there is no congruence there, if what your
12:51
product does cannot match fulfill supply, you know, meet
12:56
those needs, there is no way that you can close this deal.
13:00
I repeat, there is no way that you can close this deal.
13:05
The example I give is of people who walk up to me in traffic and
13:08
because I'm wearing a plastic watch they start showing me all
13:11
the fancy stuff without doing needs analysis.
13:15
I only wear plastic wristwatches and I only wear water resistant
13:20
plastic watches. It's just my thing.
13:23
There is no way any of you can give me, I mean, even when I'm a
13:28
confirm big boy and you know, my container has landed, I have all
13:32
the money in the world. You cannot get me to buy
13:34
anything else except if you go and talk to your wife.
13:36
Sorry, talk to my wife and get her to pressurize me that maybe
13:40
our wedding anniversary is coming up.
13:42
Maybe like that kind maybe like 50 years or something.
13:45
You can go and talk to my wife and she can emotionally
13:47
blackmail me. That look, you know what you
13:49
know, I've tolerated you wearing plastic wristwatches for the
13:52
past 50 years. So you know, our day is coming
13:55
up. So, you know, for me, just wear
13:57
this golden wrist watch. I look nice.
13:59
So if you go through that angle, yes, it will work.
14:01
But you can't get me to buy one of those wristwatches because
14:08
need analysis. There's a person standing here
14:11
who has no need for your product or service.
14:13
So this is the stage one of the things I would need to be paying
14:17
attention to. So make sure you have done good
14:20
need analysis before you try to close.
14:23
Then also try and get feedback during the conversation to check
14:29
understanding and to be sure that you guys are on the right
14:32
page. This is this is what in
14:36
traditional selling environments we call trial closes.
14:39
Trial closes are when you ask some small, small questions just
14:41
to be sure. Am I on track?
14:43
Are we, are we on course? Are we vibing?
14:46
Are we on the same page? Are we making progress?
14:49
Because The thing is, if you're not making progress now, it is
14:53
best to know now before you start trying to collect the
14:55
money. If there's a problem, figure out
14:58
what the problem is now and solve the problem before you now
15:01
tell them, OK, here's my account details.
15:03
Go and pay. So trial closes as simple
15:06
things, very, very simple questions like is this what you
15:09
are looking for? Is a simple question is this
15:13
what you're looking for The person says ah yes, it is
15:15
exactly what I'm looking for in your mind you now know OK, we
15:18
are on course I cannot be moving the conversation forward or I
15:21
can now say that OK bro so since what you're looking for how far
15:24
now these contact details just transfer this thing we can
15:27
deliver to you tomorrow before 12 noon.
15:33
But you see the trial close came first.
15:35
Is this what you're looking for? It doesn't have to be fancy.
15:38
Something very simple. Another one, Does this suit your
15:42
blah blah blah very well? It's a simple question.
15:46
You sell chairs or yourself throw pillows or something.
15:50
So does this. Oh Madam, does this suit the
15:53
decor that you already have in the house?
15:55
It's a trial close. If she says yes, we now know
15:57
that we can get the conversation moving.
15:59
If she says no, this one does not suit the decor in my living
16:02
room. You now know that.
16:03
OK, you now need to ask more questions about what kind of
16:08
decor does she have? What is her sense of style?
16:10
What kind of fabrics does she like?
16:11
What kind of material? What is the color of the wall?
16:14
What is the color of the chair? What is the color of carpet so
16:17
that you now know which other through pillow you're going to
16:19
recommend to her. So you see why trial closes are
16:23
really, really good and doesn't have to be anything fancy.
16:26
Does this suit your XYZ? Well, Madam, now you know,
16:30
simple then is this something you see yourself using?
16:34
So very simple. Try clothes like all these watch
16:36
people. You say, Oh, boss, I have the
16:39
this, I have the that. Do you see yourself wearing this
16:42
kind of correct wristwatch? I said, I know I'd never wear
16:44
that kind of thing. So I have bras.
16:45
Why? Now you're a big boss.
16:47
Now you shouldn't be wearing plastic and you see, but now
16:50
you're now doing need analysis. You said, Bob boss, you're a big
16:53
boy should not be wearing this kind of plastic wristwatch now,
16:55
blah, blah, blah, you know, use you know, from there and engage
17:01
me in a conversation. You will now get to find out why
17:04
I do not like metal wristwatches and why I only wear plastic.
17:08
And with that knowledge, you will now know that OK, I'm
17:12
talking to a guy who is never going to buy a Rolex, but inside
17:17
my shop I have was this one called this Casio?
17:21
I can't remember. This Casio wristwatch is
17:23
fantastic, Very big, big, big big wristwatches.
17:25
Looks like the watches that mountain climbers should wear G
17:29
shock. I have Casio G shock internal
17:33
thermometer, external thermometer can check BP is
17:37
water resistant. You can throw it in the Atlantic
17:41
Ocean. Nothing will happen to it.
17:42
You know, you now know that. OK, maybe this is the kind of
17:45
what I should bring for this kind of guy, you see, But from
17:48
doing the trial close, is this something you see yourself
17:50
using? Is this something you see
17:52
yourself wearing? You now know that Oh, OK, what
17:55
I'm showing this person is not blending, is not matching, is
18:00
not clicking with the situation. I need to go back to the drawing
18:03
board, back into my bag, back into the shop or back into my
18:07
inventory and I'll present something else to the person.
18:10
So try how closes another one between A&B.
18:15
Which would you prefer? This lets you know where it is
18:19
that you're heading. Like take for instance, my wife,
18:20
she's doing we're currently doing sister locks.
18:23
They're dreadlocks, but they're tiny ones.
18:25
So don't look like the big Bob Marley ones, you know, like the
18:27
ones that when you see, you know, OK, this person smokes
18:30
Igbo. So it's not that kind of Igbo
18:31
dreadlocks. The wife is doing the tiny, tiny
18:33
one. But in the concert consultation
18:36
with the beauty specialist, eventually we had to get to that
18:39
stage where the lady asked between sister locks and micro
18:43
locks, which do you prefer? Oh, by the way, until we go on
18:46
this journey, you know, for me, I just thought dreadlocks was
18:48
dreadlocks. I didn't realize that there's
18:51
sister locks, there's micro locks, then even the dreadlocks
18:55
that Bob Marley has, the one that looks like Dada, even that
18:58
one is different that different kinds of locks.
19:01
Man, this thing is, it's complicated.
19:03
Now you see the reason why you have to be the subject matter
19:06
expert before you can sell. So if somebody like me, now you
19:09
put me in a hair salon, they want me to sell effectively.
19:12
You know, I don't know that world, I won't be able to sell
19:14
well. But if you're in that world,
19:16
you've been in the business, you know the difference between
19:19
sister locks, micro locks and Dada, you know, and the
19:23
different kinds of dreadlocks should be able to sell well.
19:27
But anyway, so yes, with my wife eventually had to get to that
19:29
scale to to that side that so 1 moment.
19:34
OK, let me see how I do this. OK, this one I'm going to try.
19:39
I hope this experiment works. I'm going to pause the recording
19:43
here, go and take a phone call and then I will come back.
19:46
But bottom line, what I was saying about my trial closes,
19:50
yes, we have to get to that stage where we ask, OK, between
19:53
A&B, which would you prefer? If the person says B, we now
19:57
know that we're making progress now we're heading in the right
19:59
direction. We now know what other things to
20:01
present and we now know how to move on, how to close the sale.
20:06
But if the person says neither A nor B, you see from trying to
20:11
get feedback from doing a trial close, you can see now that OK.
20:15
What I was thinking, the way I was going is I'm not even there
20:19
at all because I presented A or B.
20:22
The person said I don't like it, The person said I don't like B.
20:25
So you can see how all these preliminary things make it
20:28
easier for you to close the deal in the future.
20:30
If you never stop to ask the person between A&B which do you
20:33
prefer and you just carry on the conversation.
20:36
You now trying to get the person to pay.
20:37
The person will never pay because the person has seen
20:40
option A and option B, maybe C&D and the person didn't like any.
20:44
But you didn't try and get feedback.
20:45
You didn't try and do any trial close.
20:47
So you don't even know that what you have put before the person
20:50
is unsuitable or is undesirable. So you don't know or people hope
20:54
you're beginning to see how is all the preliminary things the
20:57
one that come before, before that determines how the deal is
20:59
going to end. Then let's see what else.
21:03
So is there anything else you would like to add that's also a
21:06
good trial close. Somebody says no, no, no, no,
21:08
OK, we can't proceed to payment. The person says, oh, and do you
21:11
have this and this? OK, no problem.
21:13
It's good. They're adding more things to
21:15
the bag. There's possibility of you
21:16
making more money. Another trial close.
21:18
How do you feel about, you know, XYZ?
21:21
How do you feel about leather couches?
21:23
How do you feel about wristwatches?
21:24
How do you feel about that? Are dreadlocks?
21:27
How do you feel? You know, these questions you
21:29
just they give you, they give you feedback, Sir, you now know
21:32
that OK, we're moving on. We're not moving.
21:34
So it's really, really important.
21:36
So do track closes, do some trying to get some feedback
21:40
because if we're not moving, it's best to know now that this
21:44
thing is not moving. I'll fix it now so that by the
21:46
end we now said, OK, this is my account number, just transfer
21:50
1.2 million to my OPA account. You know, that is how it make
21:53
easier for you to collect your 1.2 or your 6.7 or your 400K or
21:58
your 10K or whatever the amount is from all these preliminary
22:01
processes. Now let me try this great
22:05
experiment, see if I can pause this recording, take this call
22:07
and then come back. If it works, then the podcast
22:11
will continue. If it doesn't work, then you
22:13
know, after this, this will be the end of the episode.
22:15
Then the next one, the next episode that follows will be me
22:18
continuing. So I'll be right back.
22:23
OK, I'm back. The thing actually worked.
22:26
That's good. So now I know that I have
22:28
options in the future if I need to pause midway into the
22:31
recording. But the problem is I actually
22:33
have another engagement. So I have to cut right now.
22:36
But at least I'm hoping I've been able to get guests to
22:39
understand that look, closing is important, but it's not the end
22:42
all and be all. Before we close, we need to make
22:44
sure we have dealt with some fundamental things before we
22:48
close the deal. We need to make sure that we
22:49
opened the deal in the right way, we handled the conversation
22:52
in the right way, and we have a proper understanding of the
22:55
customer's needs that once or the vision that they're trying
22:58
to fulfill. Then we also have to try and do
23:01
some small track closes. Track closes just means I'm
23:03
trying to get feedback. Are we on the same page?
23:05
Are we vibing? Are we in agreement?
23:07
Do you like what you see? Is it making sense?
23:09
Are you following, you know, all those simple, simple questions
23:13
that try and get us to understand that.
23:14
So is this what you're looking for?
23:16
How do you feel about between A&B?
23:18
Would you prefer, you know, all these small, small questions
23:20
that ones I will let you know that OK, these are showcase that
23:23
you're showing them they like this, they don't like that or
23:26
this card that you're showing them they like these kinds.
23:28
They don't like that kind because if you don't figure out
23:30
all this, it impinges, it affects your ability to be able
23:34
to close in the future. So I'm going to wrap up today's
23:37
episode here. Then when we come back tomorrow,
23:40
we're going to continue from closing techniques proper now.
23:42
These are some of the things that we're going to look towards
23:45
assumptive closes as I'm too close is when you just assume
23:48
that or more everything is pure, everything is cool.
23:50
Let me just carry on and see if this deal is going to close.
23:53
That's how I like to do things. I like to assume that this thing
23:55
is going to close, but it's not for everyone.
23:58
So we're going to explore assumptive closes and there's
24:01
the direct close. In fact, those one of the babes
24:04
from this my client, the sales associate and the big she
24:08
directs are very direct. So it's something I used to try
24:10
and caution how that look direct closes are good.
24:12
You know where you ask the person look, I pain or not, the
24:15
problem is just if you don't lay a good level of rapport, if you
24:19
don't do need analysis well and you just go for a direct close,
24:22
the person will feel insulted. Like what is this?
24:25
Like what the hell? See this small girl, she thinks
24:26
I don't have money. You know, these will not become
24:29
complicated. You know, direct closes as we
24:31
just ask somebody upfront, are you buying or not?
24:34
So now let's see what else benefits close.
24:38
That is where you talk about the benefits of the things and then
24:41
from there leading to the close, we're also going to look at
24:44
alternative choice closes. That is either or close.
24:48
So that is where you try and close the deal by.
24:52
It's also similar to that trial close that we looked at, which
24:54
is between A&B, which you prefer.
24:56
That's also a way of trying to close the thing.
24:58
If the person prefers B, we're now leading the person down the
25:01
B options. So those are alternative choice
25:03
closes. Also going to look at urgency
25:05
and scarcity closes. Everybody knows that nature
25:07
because we see it all the time by now for 50% discount, you
25:12
know, Black Friday promo ends today, you know, so all those
25:16
are urgency, scarcity closes. And then there's the take away
25:19
clothes. I now had to advise that sales
25:22
girl because this one also is a very direct close.
25:24
The take away clothes like I'm backfire, so I had to advise her
25:27
as well. So tomorrow these are some of
25:29
the closes that we are going to look at.
25:32
So if you want to check Google or check YouTube, you know,
25:34
please go and do that for familiarize yourself.
25:36
So by the time we're listening to you are listening to
25:39
tomorrow's episode, everything will just be flowing.
25:41
So we're looking at assumptive closes, direct closes, benefits
25:44
close, alternative choice closes, urgency and scarcity
25:48
closes and then the take away close.
25:51
Now are there other kinds of closes?
25:53
Yes, closes were closes plenty closes from now until the end of
26:00
the world, different kinds of closes.
26:02
So don't think you're ever going to come up with an exhaustive
26:04
list. I just picked these ones because
26:06
I thought they would work well in the context of a retail
26:10
location where people are coming in and inquiring for specific
26:13
products. I also included some of these
26:18
take away urgency and altern, sorry, take away urgency and
26:22
then direct close because I see this is the benefit of having a
26:27
coach talk you guys through some of these things from the
26:31
warehouse flowing with the sales associates.
26:32
I was beginning to get a sense of who is who.
26:35
This kind of girl, this is how she likes to talk.
26:37
This kind of woman, this is how she likes to flow.
26:40
This kind of young lady, this how she got, she likes to flow.
26:43
So some kinds of clothes work best with some people, some
26:47
temperaments, some situations. And so I included some of these
26:50
there because I noticed that one of the sales associates in
26:53
particular is she's very, very direct.
26:55
You know, that's a thing. She's a very nice, you know,
26:57
pleasant young lady who is very, very direct.
27:01
The problem with his direct closes is just that, you know,
27:03
you don't lay the groundwork. Well, somebody would get
27:06
insulted. I feel insulted.
27:07
Yeah. She mentioned that it had
27:08
happened in the past. Someone just lasted like, what
27:11
the hell is? Well, looking at me as if I
27:12
don't have money and it's because my car is like, this was
27:15
because I'm dressing like this, these bastards.
27:18
And then the person will leave and go and buy from another
27:20
shop. I will make a point of coming
27:22
back to even show you that look, not only did I buy this thing, I
27:25
bought 4 because you guys were thinking I don't have money.
27:28
See, see here's the thing, I bought the thing.
27:30
Cash, no credit, and then walk away and say get out you
27:34
bastards. So just to prove a point.
27:36
So yeah, let's just be careful with the more direct closes.
27:40
So these are things that we're going to talk about tomorrow.
27:43
And while we're talking about them, remember the backdrop.
27:45
There are differences between simple sales scenarios and
27:48
complex sales scenarios. So there is a very strong
27:52
difference. So like that's the reason why
27:53
the Agusi lady can look at me and tell me like look boss, as
27:56
if you don't want to buy anything.
27:58
So please walk up us, Please be going, let somebody open my
28:01
market. Please don't bring bad luck for
28:03
me this morning. If you're not buying, please
28:05
come and be going. That can work as a close
28:08
precisely because it is a simple sale situation.
28:10
It's not going to work or it might not work only depending on
28:13
how you handle it, if you're selling computers or if you're
28:16
selling insurance or if you're selling cars or if you're
28:19
selling houses. So always remember when you're
28:21
looking at closing material, stop thinking as if there's one
28:24
close that will work in every single scenario.
28:27
No, different closes, different scenarios, different situations
28:32
for different products, for different kinds of customers,
28:34
for different kinds of relationships that you have with
28:36
them. So that is all for today.
28:39
Let me run before I'm late. And yeah, so if you've got any
28:43
sales and marketing questions, then bring them to me.
28:45
You can call, you can ask them. So you can WhatsApp me on
28:47
08064662140. Thank you very much for your
28:52
time and attention. I'll catch you there, listener,
28:54
at the next episode.