When you are working to get a sale, you need to get a close. Very often the biggest failure in any business is forgetting to ask for the sale, generally because the salesperson is afraid of rejection.
Obviously you are here because you are working to make money online, and want to know how to make money fast. Whether you are doing affiliate marketing or something else, the information here - properly applied - can help you get the sales you want.
To close a customer, you need to ask, first and foremost. The most common method that a lot of people use (and frequently fail to get a sale with) is the direct close, as mentioned here.
There are several techniques to effectively close a sale � here is a list of the most common methods.
The Alternative Choice close, also called the positive choice close, in which the salesperson presents the prospect with two choices, both of which end in a sale. "Would you prefer to pay with cash or check?"
The Apology close, in which the salesperson apologizes for not yet closing the sale. "I owe you an apology. Somewhere along the line, I must have left out important information, or in some way left you room for doubt. We both know this product suits your needs perfectly, and so the fault here must be with me.�
The Assumptive close, also known as the presumptive close: in which the salesperson intentionally assumes that the prospect has already agreed to buy, and wraps up the sale. "Just pass me your credit card and I'll get the paperwork ready."
The Balance Sheet close, also called the Ben Franklin close, in which the salesperson and the prospect build together a pros-and-cons list of whether to buy the product, with the salesperson trying to ensure the pros list is longer than the cons.
The Cradle to Grave close, in which the salesperson undercuts prospect objections that it is too soon to buy by telling them there is never a convenient time in life to make a major purchase, and they must therefore do it anyway.
The Direct close, in which the salesperson simply directly asks the prospect to buy. Salespeople are discouraged from using this technique unless they are very sure the prospect is ready to commit.
The Indirect close, also known as the question close, in which the salesperson moves to the close with an indirect or soft question. "How do you feel about these terms" or "how does this agreement look to you?"
The Minor Point close, in which the salesperson deliberately gains agreement with the prospect on a minor point, and uses it to assume that the sale is closed. "Would the front door look better painted red? No? Okay, then we'll leave it the colour it is."
The Negative Assumption close, in which the salesperson asks two final questions, repeating them until he or she achieves the sale. "Do you have any more questions for me?" and "do you see any reason why you wouldn't buy this product?" This tactic is often used in job interviews.
The Possibility of Loss close, also known as the pressure close, in which the salesperson points out that failing to close could result in missed opportunity, for example because a product may sell out, or its price rise.
The Puppy Dog close, in which the salesperson gives the product to the prospect on a trial basis, to test before a sale is agreed upon.
The Sales Contest close, in which the salesperson offers the prospect a special incentive to close, disarming suspicion with a credible "selfish" justification. "How about if I throw in free shipping? If I make this sale, I'll win a trip to Spain."
The Sharp Angle close, in which the salesperson responds to a prospect question with a request to close. "Can you get the system up and running within two weeks?" "If I guarantee it, do we have a deal?"
These techniques, when you use them effectively, will get you a LOT more sales than you are getting now..
If you are reading this, it is because you are looking for ways to make money effectively in your business.
Maybe you have a business that you are working to promote, or maybe you don't.
Regardless of what your business is, you need to be able to promote it as well, right?
You are probably looking to get past that struggling stage that so many others are experiencing. The best way to do that is to keep learning, and to find out what it is that you AREN'T doing to make money effectively.
The internet has been a rapidly growing environment, and is continuing to grow � especially because of smart phones. To maximize your exposure on the smart phones you need to take action before others figure out how to do it better.
It is speed of action that really makes the biggest difference for anyone at all in any business. Make sure you do the same, while you can get your foot in the door ahead of everyone else!
{Techniques provided by the following publications: Marketing Communications, Landsdowne; The art & science of resort sales, McCann; Real estate sales handbook, Lyons; Success secrets of the online marketing superstars, Meyerson; and The psychology of persuasion: how to persuade others to your way of thinking, Hogan.}
