Jacobs The Natural Laws of Closing

Traditional Closing Is Dead!
1. Auflage 2018
ISBN: 978-0-9915504-4-9
Verlag: BookBaby
Format: EPUB
Kopierschutz: PC/MAC/eReader/Tablet/DL/kein Kopierschutz

E-Book, Englisch, 240 Seiten

If you had the chance to change your life today, would you do it? If you answered with an enthusiastic 'Hell Yeah!' then you're in luck. This book can offer you that opportunity, with just one caveat: To change your life, you must first change your mind, something only you can do. Now, the only question you have to ask yourself is, 'How much do I want it?' or 'What would it be worth if I could change my life? All you have to do is to read this book with that purpose in mind. If you read this book with the sincere intention of changing your life, you will discover numerous invaluable gemstones in this book that you can use today to help you accomplish that purpose. This book is for those who want to become a power closer. It is designed for people who want to get on the fast track to success in closing sales. No matter what your business or occupation, this book has something for you. Everybody is closing deals of some kind or another. With this book, you'll learn how the raw power of the natural laws of closing can empower your methods and make your presentations extraordinarily persuasive. Okay, ready to get going?

Autoren/Hrsg.

Jacobs, Daniel

Leseproben

CHAPTER ONE THE PIÈCE DE RÉSISTANCE As the old saying goes, selling is a tough way to make an easy living. And the only way to make a living in selling is if you can close deals. First you must understand this fact: Selling becomes a profession when you can close deals. Otherwise, it’s just a hobby. You may be the best in your company at contacting and engaging clients, presenting products and services, and still end up broke. Why? Because, if you’re always selling, then by definition, you’re not closing! This concept is based on one of the natural laws of closing. LAW: Closing Is Not Selling. Selling Is Not Closing. While you may use some of the same tools, such as focus, communication, and persuasion, still selling and closing are not the same. They are two different disciplines. You can sell a customer on the features and advantages and present new ways of doing things to your hearts content. But you either seal the deal, or you don’t get paid. Just remember, if you’re still selling, you’re not closing. This is because you’re dealing with two entirely different internal factors influencing the customer at the close. Knowing this distinction changes everything and can make a world of difference in your bank account and your career. Sell when you’re selling and close when you’re closing. You can’t do both at the same time or you’ll fail at both. Let’s clear up one more thing. The inability to differentiate the important from the trivial can lead to failure in any profession. Some things really are more important than others. For example, lets say your car doesn’t start. Obviously, whether the car is washed or not is unimportant to solving the problem. Checking to see that the battery cables are secure might be a better tactic to start with. It’s a matter of evaluating the relative importance. LAW: Natural Laws are far more valuable than insignificant or irrelevant facts. Now, read that law again. Got it? Okay. With that understanding, let’s continue. When you start closing, you must stop selling. Example: Using a fire hose to paint a house, won’t work. It’s the wrong tool for the job. It’s the same with selling and closing. Advice: When you reach the step in the overall sales procedure where you start closing, you must seamlessly switch to the tools and techniques of closing. Do not keep on selling or you’ll oversell yourself out of the deal. Ignore this advice at your peril. LAW: Overselling is the enemy of closing. Identifying and understanding the underlying principles of each discipline will dramatically enhance both your selling and closing skills. This is a secret that all power closers know and use. It makes it possible to harness the raw energy of the natural laws that empower your techniques and methods, whether selling or closing. Expertise in selling is important to be sure. But, the cold, hard fact is that closing sales pays the bills. Salespeople are many. Power closers are few, but far more valuable. THE ZEN OF CLOSING The Zen of Closing is a state of being fully alive and in the moment. It is also the simplest, easiest, and most effective way to approach closing sales in the 21st Century. This is a new and exciting way of thinking about closing sales. It is something to be experienced, not just debated in some ivory tower, detached from the real world. The Zen of Closing is an idea or a concept. It’s invisible. It can’t be bought, sold, weighed, measured, heard or tasted. It cannot be touched, but it can be felt through your senses. It is intangible, but at the same time it is the pathway to effortless mastery of all your methods, techniques and tactics of closing sales. It is a state of being here, now. Free from doubt, uncertainty and insecurity. The intent underlying the Zen of Closing is also simple, profound, and supremely powerful. And above all, it is intended for everyday use. The Zen of Closing is intentional. It is the action of being in the moment (not in the past or the future) with full attention on the customer. The keys are simple if profound: Be here, now. Be intentional. Act accordingly. The spiritual goal of Zen Buddhism is called Satori or Kensho, which mean a sudden comprehension, understanding, or enlightenment and consciousness of self. The goal in the practical practice of Zen Buddhism is to become fully aware, in the here and now, free of anxiety of the past or worry about the future. It means to be completely in the present moment, living life fully and authentically in the here and now. The application of these concepts to closing sales means to be in the moment with full attention on the customer with the purpose of assisting them to get what they really want. The following two statements may help to simplify and clarify the message. 1.To become enlightened in Zen, one must merely remove all doubt that he is not enlightened. 2.To become a master at closing sales one must merely remove all doubt that he is not a master closer. Doubt is contagious. It is limiting and contrary to one’s survival. Doubt is the source of fear, worry, anxiety, uncertainty about or lack of confidence in ones abilities to handle environmental challenges of life. Confidence is the opposite. It is the feeling of conviction, certainty and self-assurance in one’s ability to face and handle the environmental challenges of life. Confidence also can be very contagious. Simplicity is an idea often associated with the practice of Zen Meditation. And the practice of Zen itself is simple to use if you just practice being fully present, right here, right now. Try it for yourself. Just command yourself to “be here, now.” And do it without filtering your perception through outdated biases, negative beliefs, false assumptions, oddball opinions and preconceptions. Just be here, now. It’s just that easy and just that hard. I do appreciate that comparing closing sales with Zen may be a stretch for some. But I also believe the concept of Zen may well be the hidden secret that all power closers are using instinctively. In fact, by whatever name, applying the principles of Zen to closing sales may be the true source of their success. These four factors are worth repeating: 1.When you are closing, your attention must be fully in the moment, totally focused on the customer. 2.Your attention must not be on personal problems that you carry with you (the past). 3.Your attention must not be on your potential commission (the future). 4.Your attention must be only on the customer at this moment. (the present) Following is a natural law of closing that explains why this works the way it does: LAW: Attention follows Attention If your attention is on the past or the future, by definition, your attention is NOT in the present moment. And, if your attention is on your overdrawn checking account for example, don't be surprised when the customer comes up with his or her own money problems during the close. Hint: What your attention is on can and does influence the customer. If you’re anxious, they’ll feel it instinctively and begin to feel anxious. If you’re nervous, they will be too even if they can’t identify the source. Attention does follow attention. You can test this out for yourself. The next time you're talking with someone, just direct your attention to something else unexpectedly. Stop and look out the window or listen carefully to some imagined noise. I guarantee that the other person’s attention will follow your own. They’ll usually ask what you're looking at or what you heard. Attention really does follow attention. Ideally, the customer's attention should be either on you (in the present) or how they will feel when they own what they're buying. (in the future) So if you direct your attention to the customer and to what they hope or expect to own, their attention will tend to follow suit. This...