Attributes of a professional closer
(Pro-clo)
Professional closer have certain attributes that set them apart from everyday salesman. Most salesmen look the part and are professional in behavior and appearance and, like the pro-clo, they are punctual, well –groomed, courteous, reliable, smart and well -dressed. But I’m not talking about professional appearance or behavior here. I’m talking about something deeper, I’m talking about the force from within that makes the pro-clo shine and out-perform the rest. That inner confidence and absolute belief in himself. Here then, are the attributes that make the pro-clo the best of the best, an absolute out-and-out winner.
1. A pro-clo is ambitious for success. He has an insatiable hunger, a burning desire to achieve and succeed.
2. A pro-clo is always in command of the situation and always aware of what is happening around him. He is able to think on his feet and he demonstrates a lot of ingenuity when faced with an unexpected problem. A pro-clo is streetwise and shrewd. He is also honest and reliable, and always delivers what he promises.
3. A pro-clo is an excellent listener and a convincing persuader. He has an acute perception and instinctively knows what to do next. He is a natural leader- people listen to him, respect him and warm to him.
4. A pro-clo enjoys his own company as much as he enjoys others, and he often works alone because he prefers it that way. After saying that he is always there to help out his colleagues and train the new recruits, because a pro-clo loves what he does, he gets a real buzz from his work.
5. A pro-clo abounds with enthusiasm, he has masses of initiative and energy and he gives each call too per-cent effort. A pro-clo is the guy who after a long and difficult sale, when he is mentally sapped and drained of energy, is still somehow able to tap into his reserves and make that last call, when anyone else would have packed up and gone home.
6. A pro-clo never seems to get sick, and even when he feels under the weather he still turns in for work. He is eager and has a great attitude.
7. A pro-clo is well-organized, he is possessive about his tools and equipment, he is meticulous in his preparations, his records are bang up – to- date and he is forever updating his figures. A pro-clo always knows where he is at.
8. A pro-clo has an air of authority about him that radiates confidence to his potential customers- he becomes their shepherd and they his flock.
9. A pro-clo is a masterful actor who is superb at creating emotion and at expressing himself. He is also an artist who paints pictures that are so life-like they become real.
10. A pro-clo never knocks the competition. He isn’t in the slightest afraid of it, instead he welcomes competition, he enjoys the challenge. A pro-clo is too per cent sold, right down the line. In reality, if he thought the competition was better, that’s where he would be working.
11. A pro-clo is always learning new material, he is always trying to better himself and is constantly striving forward, towards his goals. He is a winner who constantly says to himself: I can, I will, I am.
12. A pro-clo motivates himself. He is a go-getter with determination, drive and a burning passion for success. When he pumps himself up ready for action, he radiates a glow, a force from within that creates a gut feeling, a surge of power in the pit of his belly that cases butterflies to flutter, sends tingles up his spine and puts goose bumps on his arms. Because he’s invincible, he’s going to win he knows it and he feels it, from the inside out!
Recap
So far we have looked at the importance of having persistence, a positive attitude, enthusiasm, and some of the many attributes of a pro-clo. Before we move on to find out exactly how a pro-clo sells his product and closes the sale, here are a few reminders.
Step 1 – Persistence always conquers resistance, eventually.
Step 2- Without a PMA (Positive mental attitude) you will always be
DOA (dead on arrival).
Step 3- Enthusiasm comes from the heart and it’s highly contagious, Enthusiasm sells.
Step 4- Take on board the attributes of a pro-clo
Showing posts with label recap. Show all posts
Showing posts with label recap. Show all posts
Sunday, December 23, 2007
Find a want or need
Find a want or need
When I was a 15-year-old schoolboy, I had a Saturday job working for a local businessman, David wood who owned a milk round and small chain of green grocer shops.
One Saturday morning David gave me a box of oranges and asked me to go outside the shop and build tow pyramids of oranges, one each side of the window. After completing the task, I was then asked to display price stickers by each stack of oranges. One price tag said 8 pence each, the other 12 pence each. I immediately said this couldn’t be right- as all the oranges were from the same box, they couldn’t be different prices! In reply I was told: ‘There is always more than one market for the same product.’
It was then that I first realized that customers don’t necessarily choose the cheapest options (more of this in step 6), and that a little daring can often pay big dividends. Here was a single product displayed in two stacks within a few feet of each other for different prices, and some people actually purchased the more expensive of the two! Why? The answer is, people see what they want to see. Some customers saw the 8 pence oranges as a better buy, because you got three oranges for the price of two of the more expensive ones. Other customers perceived the 12- pence oranges as the best buy because they must have been fresher and sweeter and they would probably last longer.
The moral of this little story is, you must learn to flow with the tide and gibe the customers what he wants. Ask your customer what he finds the most attractive, the most important, the most appealing, the most beneficial, and so on, and when he tells you, give it to him with both barrels.
Note:
Although, on the face of it, selling a product to different customers for different prices isn’t fair, this practice has been in existence since the year dot. One of the first rules of commerce is, wherever possible, cut your costs and increase your profits. That’s one of the reasons why David is such a successful businessman.
When I was a 15-year-old schoolboy, I had a Saturday job working for a local businessman, David wood who owned a milk round and small chain of green grocer shops.
One Saturday morning David gave me a box of oranges and asked me to go outside the shop and build tow pyramids of oranges, one each side of the window. After completing the task, I was then asked to display price stickers by each stack of oranges. One price tag said 8 pence each, the other 12 pence each. I immediately said this couldn’t be right- as all the oranges were from the same box, they couldn’t be different prices! In reply I was told: ‘There is always more than one market for the same product.’
It was then that I first realized that customers don’t necessarily choose the cheapest options (more of this in step 6), and that a little daring can often pay big dividends. Here was a single product displayed in two stacks within a few feet of each other for different prices, and some people actually purchased the more expensive of the two! Why? The answer is, people see what they want to see. Some customers saw the 8 pence oranges as a better buy, because you got three oranges for the price of two of the more expensive ones. Other customers perceived the 12- pence oranges as the best buy because they must have been fresher and sweeter and they would probably last longer.
The moral of this little story is, you must learn to flow with the tide and gibe the customers what he wants. Ask your customer what he finds the most attractive, the most important, the most appealing, the most beneficial, and so on, and when he tells you, give it to him with both barrels.
Note:
Although, on the face of it, selling a product to different customers for different prices isn’t fair, this practice has been in existence since the year dot. One of the first rules of commerce is, wherever possible, cut your costs and increase your profits. That’s one of the reasons why David is such a successful businessman.
Price
Price
Many salespeople believe that they lose sales because of price. But in reality, most of the time, it is not the price of a product that loses a sales but the salesperson’s fear of the price.
Remember, the only thing as contagious as enthusiasm is fear. If a salesperson is apprehensive about discussing price, or if a salesperson fears that a customers will say ‘It costs too much” then that fear will rub off on to the customers because fear is contagious.
A pro-clo understands that price will only be a problem when the customer feels that the product or service is not worth the risk, the asking price. In a nutshell, price is only a problem when someone doesn’t want something badly enough. You have to create that want, you have to build value into your product so that the customer is willing to pay the price to buy it.
In the initial stages of any sale, the customer’s fear of losing will be greater than his expectation of gaining. In other words, the customer will be more frightened about spending or losing his money than he will be excited about owning the product and benefiting form it. The pro-clo throughout his entire presentation builds value into his product by demonstrating how his product will satisfy the customer’s needs and how the customer will benefit from owning. So at the end of the presentation, when it’s time to talk money, the customer’s fear losing will no longer be greater than his expectation of gaining. In fact the complete opposite will occur. This is building value.
In his book supercharge your selling. Nigel Henzell Thomas suggests.
When a prospect or customer says you’re too expensive, ask whether he wants the cheapest solution or the best value for money.
I have found that they always opt for the best value for money. A pro-clo simply outweighs price with benefits and gibes the customer what he perceives is the best value for money.
Understand on more thing: it is never the price that stops people from buying (if they are sold), it’s always the terms of purchase.
Let me explain: few people can afford to buy the house of their dreams for cash. What they afford is the mortgage the terms of purchase. When the price is $100.000 the customers can’t afford it (cash), but when the mortgage works out a $500 a month they can. However, they will only buy the house if they are sold on it and if paying $500 a month is worth owning it.
If you build value into your product and you have the facility to negotiate terms of purchase, price will never be a problem.
But there are some customers who, even when sold will still till you that it’s expensive or it costs too much these customers want to buy be are trying to see if your price is flexible first. If price starts to become an which is best used when it is read aloud, so have it typed on to a piece of card.( Incidentally, this quotation is well over a hundred years old)
It’s not wise to pay too much but it’s worse to pay too little. When you pay too much, you lose a little money, but that’s all. When you pay too little, you sometimes lose everything, because the thing you bought was incapable of doing the thing it was bought to do.
The common law of business prohibits you from paying a little and receiving a lot- it can’t be done. If you deal with the lowest bidder it would be as well to add something for the risk you run and if you can do that then you can afford to pay for something better.
John Ruskin, 1819-1900
Remember: if you build value into your product and you have the facility to negotiate terms of purchases, price will never be a problem.
Many salespeople believe that they lose sales because of price. But in reality, most of the time, it is not the price of a product that loses a sales but the salesperson’s fear of the price.
Remember, the only thing as contagious as enthusiasm is fear. If a salesperson is apprehensive about discussing price, or if a salesperson fears that a customers will say ‘It costs too much” then that fear will rub off on to the customers because fear is contagious.
A pro-clo understands that price will only be a problem when the customer feels that the product or service is not worth the risk, the asking price. In a nutshell, price is only a problem when someone doesn’t want something badly enough. You have to create that want, you have to build value into your product so that the customer is willing to pay the price to buy it.
In the initial stages of any sale, the customer’s fear of losing will be greater than his expectation of gaining. In other words, the customer will be more frightened about spending or losing his money than he will be excited about owning the product and benefiting form it. The pro-clo throughout his entire presentation builds value into his product by demonstrating how his product will satisfy the customer’s needs and how the customer will benefit from owning. So at the end of the presentation, when it’s time to talk money, the customer’s fear losing will no longer be greater than his expectation of gaining. In fact the complete opposite will occur. This is building value.
In his book supercharge your selling. Nigel Henzell Thomas suggests.
When a prospect or customer says you’re too expensive, ask whether he wants the cheapest solution or the best value for money.
I have found that they always opt for the best value for money. A pro-clo simply outweighs price with benefits and gibes the customer what he perceives is the best value for money.
Understand on more thing: it is never the price that stops people from buying (if they are sold), it’s always the terms of purchase.
Let me explain: few people can afford to buy the house of their dreams for cash. What they afford is the mortgage the terms of purchase. When the price is $100.000 the customers can’t afford it (cash), but when the mortgage works out a $500 a month they can. However, they will only buy the house if they are sold on it and if paying $500 a month is worth owning it.
If you build value into your product and you have the facility to negotiate terms of purchase, price will never be a problem.
But there are some customers who, even when sold will still till you that it’s expensive or it costs too much these customers want to buy be are trying to see if your price is flexible first. If price starts to become an which is best used when it is read aloud, so have it typed on to a piece of card.( Incidentally, this quotation is well over a hundred years old)
It’s not wise to pay too much but it’s worse to pay too little. When you pay too much, you lose a little money, but that’s all. When you pay too little, you sometimes lose everything, because the thing you bought was incapable of doing the thing it was bought to do.
The common law of business prohibits you from paying a little and receiving a lot- it can’t be done. If you deal with the lowest bidder it would be as well to add something for the risk you run and if you can do that then you can afford to pay for something better.
John Ruskin, 1819-1900
Remember: if you build value into your product and you have the facility to negotiate terms of purchases, price will never be a problem.
Taking control
Taking control
A pro-clo takes control of his customers and he leads them. It is almost as if the pro-clo were the pied Piper with the magic flute wherever he goes, his customers follow. He simply leads them into making the only decision possible: the decision to buy.
After all my years in the selling profession, it still never ceases to amaze me just how much a pro-clo can take command and control of another person. Customers become like putty in his hands. He is able to warm them up and mould them towards the right decision.
The customer, be it joe Bloggs, a top executive, a company chairman, a powerful politician, or a multimillionaire, will do exactly what the pro0clo commands, within reason. When a pro-clo says sit, stand look at that, feel this, follow me, the customer does what he is told. This control is fantastic and the beauty of it is the pro-clo is so natural that customer is completely oblivious to what is happening.
This control, this air of confidence, this taking command of the situation or taking the initiative, is part of what makes a pro-clo what he is. The professional closer is not only in control of the sales situation, he is in control of his life.
So how, then can somebody learn to take control? The answer is, by having confidence. If you will learn this material, highlight the important passages and read them regularly- in other words, if you practice- you will become more conversant and competent. Then you will automatically be in control, because you will have confidence.
A good tip to control a customer’s attention throughout a presentation or demonstration is to use a pointer or a pen to emphasize specific features or to point out various things. To illustrate, try little exercise and see how easy it is to control somebody else’s attention.
Tell somebody (not a customer) that you are about to point to something really interesting and exciting with your pen. Ask him to deliberately concentrate on not looking. Then point to something, tap it with your pen and say:” just look at that’. He will do and when he does, move your pen and point to something else, tap it and say: ‘Look at that and that and that.’
That’s what I call taking control. In the above exercise we are obviously abusing that control to demonstrate a point, but in real-life selling the control is so discreet that the customer is not aware of what is happening. And a pro-clo would never do anything to abuse a customer.
A pro-clo takes control of his customers and he leads them. It is almost as if the pro-clo were the pied Piper with the magic flute wherever he goes, his customers follow. He simply leads them into making the only decision possible: the decision to buy.
After all my years in the selling profession, it still never ceases to amaze me just how much a pro-clo can take command and control of another person. Customers become like putty in his hands. He is able to warm them up and mould them towards the right decision.
The customer, be it joe Bloggs, a top executive, a company chairman, a powerful politician, or a multimillionaire, will do exactly what the pro0clo commands, within reason. When a pro-clo says sit, stand look at that, feel this, follow me, the customer does what he is told. This control is fantastic and the beauty of it is the pro-clo is so natural that customer is completely oblivious to what is happening.
This control, this air of confidence, this taking command of the situation or taking the initiative, is part of what makes a pro-clo what he is. The professional closer is not only in control of the sales situation, he is in control of his life.
So how, then can somebody learn to take control? The answer is, by having confidence. If you will learn this material, highlight the important passages and read them regularly- in other words, if you practice- you will become more conversant and competent. Then you will automatically be in control, because you will have confidence.
A good tip to control a customer’s attention throughout a presentation or demonstration is to use a pointer or a pen to emphasize specific features or to point out various things. To illustrate, try little exercise and see how easy it is to control somebody else’s attention.
Tell somebody (not a customer) that you are about to point to something really interesting and exciting with your pen. Ask him to deliberately concentrate on not looking. Then point to something, tap it with your pen and say:” just look at that’. He will do and when he does, move your pen and point to something else, tap it and say: ‘Look at that and that and that.’
That’s what I call taking control. In the above exercise we are obviously abusing that control to demonstrate a point, but in real-life selling the control is so discreet that the customer is not aware of what is happening. And a pro-clo would never do anything to abuse a customer.
Prejudging
Prejudging
This next step relates to a qualified prospect. For example, someone who has answered an advert, responded to a marketing campaign, looked at the competition, or walked into your shop, office, or showroom with a genuine interest. It does not relate to unqualified prospects or leads which we will look at in step 13.
The saying ‘you can’t judge a boo by its cover is never truer than in the sales industry. Regardless of where people live, what colour they are, how old or how young someone is, what a person does for a living, what religion or sex they are; regardless of appearance or dress, and regardless of whatever excuse or objection is voiced, nobody, and I mean no single person, is able to determine beforehand which prospects are buyers and which are not. If it were possible for a person to determine which prospective customers were going to buy, there would be no such thing as a pro-clo, simply because there would be no need for them.
At the end of the day, no salesperson alive can tell (and be too per cent sure) whether or not he has a sale until the money is on the table. To prejudge that customers aren’t going to buy before giving a full presentation is suicide. If your product were free, everyone would have one, wouldn’t they? Therefore, the only thing that stops people from buying is money, and until the price is on the table, you can never tell. For that reason the pro-clo always gives it his best shot he gives too per cent effort to each customer, and his sales figures speak for themselves.
The pro-clo knows that every customer or prospect he sees has been sold to before by someone. All he has to do is be as good as, or better than, that someone. The pro-clo also emphatically believes that each qualified client he sees should buy his product. The reason for this belief is that every pro-clo is that every pro-clo is completely sold himself.
Once again…………….. only the persuaded are able to persuade.
For my money, there isn’t a salesperson anywhere who hasn’t experienced the situation where he thought there was no chance of a sale, than lo and behold, from nowhere the client became a customer.
One more time- if you have a qualified client or customer, never assume that they’re not going to buy.
Let’s now look at an example of a salesperson prejudging his potential customers.
Supposing a couple respond to a marketing campaign from a timeshare company and they go along to have look. After a while the salesperson, who has now prejudged the couple, says: ‘ I can’t sell to this couple. He’s 45, she 20 and a different colour they’re not married, they don’t own a house and have only been in their rented accommodation for four months. He’s market trader with no accountant and she’s unemployed with bad debts, and to top it all off, they’ve seen the competition and didn’t buy because they couldn’t afford it. I just haven’t got a change with these people!
If you look for negatives, guess what you find? Obviously the above example is an extreme one, but let’s now look at how a pro-clo would handle the same situation.
First of all, the pro-clo listens to the information from his customers but what he hears is not negative, it’s positive. He knows that his customers have responded to an advert or marketing campaign.
Second, the pro-clo knows that a market trader with no accountant deals in cash and quite possible has black money (undeclared earnings/cash from under the table)
Third, the pro-clo knows that if his customers have seen the competition and didn’t buy, it was probably because the competition prejudged the customers and didn’t allow them the opportunity to buy. Instead of treating the customers like time-wasters, or outcasts the pro-clo treats them like a king and Queen.
Finally the pro-clo knows that where there is a will there is a way and with and with his special kind of treatment, he will find that way. After all, who is to say that the customers don’t have a nice little nest egg tucked away somewhere? Until the price is on the taste, you never know!
We have said before that customers come in all different shapes, sizes ages, colours, creeds, and so on but all human beings have certain characteristics in common. All our desires, needs and wants are very similar, and as emotions and we all think very similarly. Zig Ziglar, in his excellent book Zig Ziglar’s Secrets of Closing the sale, demonstrates this point superbly. The following exercise is an extract from his book, which I have added to and adapted slightly.
To prove how similarly we all think, answer the following questions as quickly as you can and don’t change your mind.
1. Think of a number between one and ten.
2. Think of a colour.
3. Think of a flower.
4. Using our writing hand, hold up three fingers.
5. Think of a fruit.
6. Think of a vegetable.
7. Think of an item of furniture.
8. Think of an animal.
Now let’s see how your answers compare.
1. Seven
2. Red
3. Rose
4. Held up all but your thumb and little finger.
5. Apple or orange
6. Carrot
7. Chair
8. Dog or cat.
It doesn’t matter how many answers you agreed with. I didn’t say we were all exactly alike. I said we were all very similar.
The point I am trying to hammer home is, all your prospects are similar too. So don’t prejudge because you never can tell!
Recap
It’s time we had a little refresher to make sure that you remember to use each step on the staircase, so that you don’t trip and fall over.
Step 5 Find a want or need and them satisfy it.
Step 6 Using customer benefits, build value into your product so that price will
never be a problem
Step 7 Radiate confidence and control.
Step 8 Never prejudge that a qualified prospect isn’t going to buy, because
then you will be right.
This next step relates to a qualified prospect. For example, someone who has answered an advert, responded to a marketing campaign, looked at the competition, or walked into your shop, office, or showroom with a genuine interest. It does not relate to unqualified prospects or leads which we will look at in step 13.
The saying ‘you can’t judge a boo by its cover is never truer than in the sales industry. Regardless of where people live, what colour they are, how old or how young someone is, what a person does for a living, what religion or sex they are; regardless of appearance or dress, and regardless of whatever excuse or objection is voiced, nobody, and I mean no single person, is able to determine beforehand which prospects are buyers and which are not. If it were possible for a person to determine which prospective customers were going to buy, there would be no such thing as a pro-clo, simply because there would be no need for them.
At the end of the day, no salesperson alive can tell (and be too per cent sure) whether or not he has a sale until the money is on the table. To prejudge that customers aren’t going to buy before giving a full presentation is suicide. If your product were free, everyone would have one, wouldn’t they? Therefore, the only thing that stops people from buying is money, and until the price is on the table, you can never tell. For that reason the pro-clo always gives it his best shot he gives too per cent effort to each customer, and his sales figures speak for themselves.
The pro-clo knows that every customer or prospect he sees has been sold to before by someone. All he has to do is be as good as, or better than, that someone. The pro-clo also emphatically believes that each qualified client he sees should buy his product. The reason for this belief is that every pro-clo is that every pro-clo is completely sold himself.
Once again…………….. only the persuaded are able to persuade.
For my money, there isn’t a salesperson anywhere who hasn’t experienced the situation where he thought there was no chance of a sale, than lo and behold, from nowhere the client became a customer.
One more time- if you have a qualified client or customer, never assume that they’re not going to buy.
Let’s now look at an example of a salesperson prejudging his potential customers.
Supposing a couple respond to a marketing campaign from a timeshare company and they go along to have look. After a while the salesperson, who has now prejudged the couple, says: ‘ I can’t sell to this couple. He’s 45, she 20 and a different colour they’re not married, they don’t own a house and have only been in their rented accommodation for four months. He’s market trader with no accountant and she’s unemployed with bad debts, and to top it all off, they’ve seen the competition and didn’t buy because they couldn’t afford it. I just haven’t got a change with these people!
If you look for negatives, guess what you find? Obviously the above example is an extreme one, but let’s now look at how a pro-clo would handle the same situation.
First of all, the pro-clo listens to the information from his customers but what he hears is not negative, it’s positive. He knows that his customers have responded to an advert or marketing campaign.
Second, the pro-clo knows that a market trader with no accountant deals in cash and quite possible has black money (undeclared earnings/cash from under the table)
Third, the pro-clo knows that if his customers have seen the competition and didn’t buy, it was probably because the competition prejudged the customers and didn’t allow them the opportunity to buy. Instead of treating the customers like time-wasters, or outcasts the pro-clo treats them like a king and Queen.
Finally the pro-clo knows that where there is a will there is a way and with and with his special kind of treatment, he will find that way. After all, who is to say that the customers don’t have a nice little nest egg tucked away somewhere? Until the price is on the taste, you never know!
We have said before that customers come in all different shapes, sizes ages, colours, creeds, and so on but all human beings have certain characteristics in common. All our desires, needs and wants are very similar, and as emotions and we all think very similarly. Zig Ziglar, in his excellent book Zig Ziglar’s Secrets of Closing the sale, demonstrates this point superbly. The following exercise is an extract from his book, which I have added to and adapted slightly.
To prove how similarly we all think, answer the following questions as quickly as you can and don’t change your mind.
1. Think of a number between one and ten.
2. Think of a colour.
3. Think of a flower.
4. Using our writing hand, hold up three fingers.
5. Think of a fruit.
6. Think of a vegetable.
7. Think of an item of furniture.
8. Think of an animal.
Now let’s see how your answers compare.
1. Seven
2. Red
3. Rose
4. Held up all but your thumb and little finger.
5. Apple or orange
6. Carrot
7. Chair
8. Dog or cat.
It doesn’t matter how many answers you agreed with. I didn’t say we were all exactly alike. I said we were all very similar.
The point I am trying to hammer home is, all your prospects are similar too. So don’t prejudge because you never can tell!
Recap
It’s time we had a little refresher to make sure that you remember to use each step on the staircase, so that you don’t trip and fall over.
Step 5 Find a want or need and them satisfy it.
Step 6 Using customer benefits, build value into your product so that price will
never be a problem
Step 7 Radiate confidence and control.
Step 8 Never prejudge that a qualified prospect isn’t going to buy, because
then you will be right.
Ten do’s to ten don’ts
Ten do’s to ten don’tsA book on Sales wouldn’t be complete without some guidelines, some do’s and don’ts to follow. In our industry there are literally thousands of these rules, many of them unwritten. Some are just plain common sense, and others nothing more than common decency but there are some that really do make a difference.
Ask anyone who is successful, and they will tell you that they adopt the teachings of other successful people and then adapt those teachings of their own lives. This in itself is plain common sense because the path of proven success is always the best and easiest to follow.
Here then, are some important do’s and don’ts that really do make a difference. I urge you to take them on board and adapt them to your own life.
Ask anyone who is successful, and they will tell you that they adopt the teachings of other successful people and then adapt those teachings of their own lives. This in itself is plain common sense because the path of proven success is always the best and easiest to follow.
Here then, are some important do’s and don’ts that really do make a difference. I urge you to take them on board and adapt them to your own life.
The Do’s
The Do’s
1. Leave your work at work
Don’t take work home with you. Every pro-clo needs to relax and recharge his batteries, so that he is at his best for the following day. No matter how much we enjoy our work, the rule is: ‘We work to live, not live to work’. Spending quality time and relaxing with our family is the key to real happiness and prosperity. A true pro-clo knows how and when to turn off.
2. Take regular exercise.
It is a well-known fact that a healthy body leads to a healthy mind. If you read this and say to yourself ‘I really must do some exercise. And then end up doing nothing about it, you haven’t got what it takes to be a true pro-clo. On the other hand, if you don’t feel you should take regular exercise, I urge you to consider the following.
Regular exercise increases your stamina, and makes you sharper and more alert. Regular exercise makes you healthier. It makes you less prone to common ailments such as colds or influenza as well as major illnesses such as diabetes or heart conditions. Regular exercise makes you feel good about yourself. It makes you feel fit and alive and it keeps you younger than your years. Regular exercise increases your metabolism, which burns up calories and thus keeps your weight down. Most important of all, regular exercise increases your chances of a longer, healthier life which means you will have more time to enjoy your blessings and your spoils.
I’m not saying you should become a health freak or a fanatical athlete, but a minimum exercise programmer should be 30+ minutes three times a week. Obviously, if you have any doubts about taking exercise, you should seek medical advice first. The rule is don’t not do it, just don’t overdo it.
3. Create list of things to do.
In order of importance, and as you complete each task, cross that item off the list. This is an ‘oldie’ and do9wadays you can even buy pads with ‘Things to do’ pre-printed on them. When his mind is buzzing in a confused state, trying to remember all the things that he must do, a pro-clo doesn’t get into a flutter. He simply creates his “Things to Do’ list and relieves himself from the pressure to remember. He can them concentrate on tackling his work in order of importance. In doing so the pro-clo is able to see, in black and white, just where he is going and what he has accomplished. It also gives him a great sense of achievement when he gets to cross off the last item.
4. Do what you don’t want to do.
If you are scared of something (maybe cold calling or a specific objection), you become insecure and lack confidence. This causes procrastination, so that you’re indecisive about what you should do. Always do whatever you are scared of , whatever you dislike, whatever you fear, and you will eventually learn to overcome it because ‘Familiarity breeds contempt’. There is only one sure way of never failing, and that in never to try. If you don’t try, you won’t lose, but you won’t win either. Winners do what they fear to do.
5. Dress like a professional
Here, I am not just talking about dress in the clothes sense, but everything from personal hygiene to the wearing of jewellery, even to the condition and appearance of your sales aids. A pro-clo knows that appearance is of paramount importance to portray a confident, successful and professional image. Ask yourself, am I dressed like somebody I would want to do business with?
6. Be courteous and smile
Suffice it for me to say ‘Actions speak louder than words’. Here’s a little poem I wrote about being courteous, followed by another from an unknown author explaining the wonders of smile.
Courtesy
Always be there when you say you will,
Don’t move around when you should be still
Open a door, Pull out a chair,
Say please and think you, and show that you care,
Offer help whenever you can,
Never offend a no-smoking ban,
Ask if they’re comfortable, offer a drink,
Little things mean more than you think.
Do this, and respect their point of view,
And success will always come to you.
(R.I.S)
A Smile
A smile costs nothing, but gives you much
It enriches those who receive
Without making poorer those who give
It takes but a moment, but the memory of it lasts forever
None is so rich or mighty that he can get along without it.
And none is so poor but that he can be made rich by it.
A smile creates happiness in the home,
Fosters good will in business
And is the countersign of friendship.
It brings rest to weary,
Cheer to the discouraged
Sunshine to the sad
And is nature’s best antidote for trouble
Yet, it cannot be brought, begged, borrowed or stolen
For it is something of No value until it is Given Away
Some people are too tried to give you a smile.
Give them one of yours, as none needs as smile so much
As he who has no more to give!
(Author unknown)
7. Accept when you’re wrong
When you make a mistake or you’re in the wrong, don’t shy away from it. Instead, accept it and learn from it. A pro-clo will always admit when he is wrong. He knows that no-one ever choked swallowing their pride.
8. Motivate yourself
Each morning and before each call, motivate yourself, give yourself that edge that buzz, that force from within that tells you you’re good, you’re very good. Let the confidence ooze out of every pore, let the butterflies fly in your stomach and the tingles run up your spine. The pro-clo switches himself on, he psyches himself up, and it,s easy, because he instinctively knows ‘he’s gonna win’.
Professional closers motivate themselves, they don’t need others to do it for them. They listen to great motivational music or inspirational tapes, they psych themselves up in front of a mirror, they pace up and down drumming positive thoughts into their subconscious minds and they read good motivational material, just as you are down now with this book.
Motivation stimulates excitement and enthusiasm and the winning attitude needed to succeed.
9. Set yourself goals
It is important to have something to strive for. Otherwise you end up wandering around without a destination, like a piece of driftwood on the ocean. People become state when their goals and dreams equal their present being. They lack desire and ambition, and end up existing instead of thriving. A pro-clo sets himself goals end, as he nears or attains them, he sets himself new desires, new goals, and off he goes again. Always thriving (This is discussed in depth in step 39)
10. Give more then you need to
Always give the customer more than is expected, that little extra, that complimentary add-on, or going the extra mile when it comes to service. Not only does this solidify a deal, but it gives you repeat business, referral business and a reputation that will create new business.
1. Leave your work at work
Don’t take work home with you. Every pro-clo needs to relax and recharge his batteries, so that he is at his best for the following day. No matter how much we enjoy our work, the rule is: ‘We work to live, not live to work’. Spending quality time and relaxing with our family is the key to real happiness and prosperity. A true pro-clo knows how and when to turn off.
2. Take regular exercise.
It is a well-known fact that a healthy body leads to a healthy mind. If you read this and say to yourself ‘I really must do some exercise. And then end up doing nothing about it, you haven’t got what it takes to be a true pro-clo. On the other hand, if you don’t feel you should take regular exercise, I urge you to consider the following.
Regular exercise increases your stamina, and makes you sharper and more alert. Regular exercise makes you healthier. It makes you less prone to common ailments such as colds or influenza as well as major illnesses such as diabetes or heart conditions. Regular exercise makes you feel good about yourself. It makes you feel fit and alive and it keeps you younger than your years. Regular exercise increases your metabolism, which burns up calories and thus keeps your weight down. Most important of all, regular exercise increases your chances of a longer, healthier life which means you will have more time to enjoy your blessings and your spoils.
I’m not saying you should become a health freak or a fanatical athlete, but a minimum exercise programmer should be 30+ minutes three times a week. Obviously, if you have any doubts about taking exercise, you should seek medical advice first. The rule is don’t not do it, just don’t overdo it.
3. Create list of things to do.
In order of importance, and as you complete each task, cross that item off the list. This is an ‘oldie’ and do9wadays you can even buy pads with ‘Things to do’ pre-printed on them. When his mind is buzzing in a confused state, trying to remember all the things that he must do, a pro-clo doesn’t get into a flutter. He simply creates his “Things to Do’ list and relieves himself from the pressure to remember. He can them concentrate on tackling his work in order of importance. In doing so the pro-clo is able to see, in black and white, just where he is going and what he has accomplished. It also gives him a great sense of achievement when he gets to cross off the last item.
4. Do what you don’t want to do.
If you are scared of something (maybe cold calling or a specific objection), you become insecure and lack confidence. This causes procrastination, so that you’re indecisive about what you should do. Always do whatever you are scared of , whatever you dislike, whatever you fear, and you will eventually learn to overcome it because ‘Familiarity breeds contempt’. There is only one sure way of never failing, and that in never to try. If you don’t try, you won’t lose, but you won’t win either. Winners do what they fear to do.
5. Dress like a professional
Here, I am not just talking about dress in the clothes sense, but everything from personal hygiene to the wearing of jewellery, even to the condition and appearance of your sales aids. A pro-clo knows that appearance is of paramount importance to portray a confident, successful and professional image. Ask yourself, am I dressed like somebody I would want to do business with?
6. Be courteous and smile
Suffice it for me to say ‘Actions speak louder than words’. Here’s a little poem I wrote about being courteous, followed by another from an unknown author explaining the wonders of smile.
Courtesy
Always be there when you say you will,
Don’t move around when you should be still
Open a door, Pull out a chair,
Say please and think you, and show that you care,
Offer help whenever you can,
Never offend a no-smoking ban,
Ask if they’re comfortable, offer a drink,
Little things mean more than you think.
Do this, and respect their point of view,
And success will always come to you.
(R.I.S)
A Smile
A smile costs nothing, but gives you much
It enriches those who receive
Without making poorer those who give
It takes but a moment, but the memory of it lasts forever
None is so rich or mighty that he can get along without it.
And none is so poor but that he can be made rich by it.
A smile creates happiness in the home,
Fosters good will in business
And is the countersign of friendship.
It brings rest to weary,
Cheer to the discouraged
Sunshine to the sad
And is nature’s best antidote for trouble
Yet, it cannot be brought, begged, borrowed or stolen
For it is something of No value until it is Given Away
Some people are too tried to give you a smile.
Give them one of yours, as none needs as smile so much
As he who has no more to give!
(Author unknown)
7. Accept when you’re wrong
When you make a mistake or you’re in the wrong, don’t shy away from it. Instead, accept it and learn from it. A pro-clo will always admit when he is wrong. He knows that no-one ever choked swallowing their pride.
8. Motivate yourself
Each morning and before each call, motivate yourself, give yourself that edge that buzz, that force from within that tells you you’re good, you’re very good. Let the confidence ooze out of every pore, let the butterflies fly in your stomach and the tingles run up your spine. The pro-clo switches himself on, he psyches himself up, and it,s easy, because he instinctively knows ‘he’s gonna win’.
Professional closers motivate themselves, they don’t need others to do it for them. They listen to great motivational music or inspirational tapes, they psych themselves up in front of a mirror, they pace up and down drumming positive thoughts into their subconscious minds and they read good motivational material, just as you are down now with this book.
Motivation stimulates excitement and enthusiasm and the winning attitude needed to succeed.
9. Set yourself goals
It is important to have something to strive for. Otherwise you end up wandering around without a destination, like a piece of driftwood on the ocean. People become state when their goals and dreams equal their present being. They lack desire and ambition, and end up existing instead of thriving. A pro-clo sets himself goals end, as he nears or attains them, he sets himself new desires, new goals, and off he goes again. Always thriving (This is discussed in depth in step 39)
10. Give more then you need to
Always give the customer more than is expected, that little extra, that complimentary add-on, or going the extra mile when it comes to service. Not only does this solidify a deal, but it gives you repeat business, referral business and a reputation that will create new business.
The Don’ts
The Don’ts
1. Don’t use red.
Never write with a red pen, or wear a red shirt/ dress/blouse when you are with a customer. Subconsciously red signifies danger, stop beware, anger, red alert. Although these negative thoughts are not in the forefront of the customer’s mind, they are nevertheless there, warning the customer to be wary.
You wouldn’t wave a red rag at a bull to win favour, so don’t do it to a customer.
2. Don’t wear dark sunglasses when you are with a customer.
This gives the impression that you have something to hide, that you are a shady character who cannot be trusted. Eye contact is a must for the pro –clo.
By the same token, it’s impossible to read a customer wearing dark glasses, and you should ask him politely to remove them. I find a little hum our works best. Try saying ‘Mr Jones, what colour are your eyes?’ When he answers, say ‘would you mind proving it to me? (Raise your eyebrows and give him a knowing smile.) Works every time!
3. Don’t ask certain questions.
Never ask a customer if he understands. Not wanting to appear stupid, he will always answer ‘yes’ even when he wants to say ‘No’ Never say to a customer ‘ Your know what I mean’ or ‘Do you get my drift?’ Again, he will always answer ‘Yes’ when he might mean ‘No’ Instead, ask ‘Are you happy with that?’ Do you have any questions?’ Did you follow that or shall I go over it again?’
Also, never say to a customer ‘Let me be honest’ or ‘To tell you the truth, because it implies that you weren’t before. When someone says they’ll be honest with you, it generally means the opposite!
4. Don’t knock the competition
This has an adverse effect. The customer will think that you are trying to hide behind the competition or that you are trying to justify an inadequacy in your product. A pro-clo doesn’t knock the competition, he welcomes it, and sometimes he will even compare the competition’s product with his own in front of a customer. Remember what we said earlier. The pro-clo is sold on his product too per cent. If he thought the competition was better, he would be working for them. It is this belief, this conviction that makes the customer buy.
5. Don’t live in the past
Reminiscing can be fun and enjoyable, but only to the person doing the reminiscing. It’s the ‘also-rans’ in life who live off past performance and an old worn-out reputation. There is nothing worng with looking back, now and again-but remember, being in reverse won’t you forward.
6. Don’t fight change, welcome it.
Change has always caused, and always will cause, insecurity, doubt, unfamiliarity and fear. A pro-clo knows this but he understands that change is necessary. Without it we would all still be in the Stone Age living in caves. A pro-clo knows that change is good, it keeps people on their toes, it demonstrates a will to progress and to improve. Above all else, change creates a new challenge and every pro-clo loves a good challenge. So he doesn’t fight change, he encourages it.
7. Don’t stop learning
A pro-clo is forever reading new material, listening to cassettes and gaining new information. He is always updating his portfolio of techniques and closes and gathering new tools. A pro-clo has a relentless desire, a burning passion for knowledge and he soaks up all positive material like a sponge.
A pro-clo knows that the key to continuous success is continuous learning. If you stop learning you will eventually begin to decline. It’s like traveling in a hot air balloon. To ascend to greater heights you need to continuously supply fuel. If you shut off the fuel supply(stop learning) you will hang in suspension for a while, but inevitably you will begin to descend.
I wrote this book in such a way that it is easy to pick up and put down, because I know it is impossible to absorb all the lessons in one go. I implore you again to keep reading this book at regular intervals, use it as your personal sales manual, and keep learning. Don’t ever stop, don’t become content with mediocrity don’t remain stationary because if you do you will start to decline. Let me put it this way:
To discover how to be a true pro-clo
Continue to learn and continue to grow.
8. Don’t waste time
Time is the most precious thing in the world, and life is too short to waste it. A pro-clo makes full use of his time, he plans how to use it to give optimum benefit. However, things don’t always go according to plan, and when a pro-clo finds he has time on his hands, he doesn’t loaf around. Instead, he asks himself: ‘what is the most worthwhile thing I could be doing right now?’ When he comes up with the answer, he gets straight to it!
Remember to plan time for recreation and with your family and don’t get side-tracked. A pro-clo plans his time and times his plan.
9. Don’t give losers the time of day
In every sales organization there is always a group or negative salespeople that you should avoid like the plague. These losers are so easy to spot- They’re the ones that take an hour over a gallon of coffee before they start work in the morning, the ones that are forever hanging around the office or canteen and the ones that congregate in the pub after work to drown their sorrows. All these losers seem to do is complain, make up excuse, spread gossip and start rum ours.
All losers are sinking, and they are so afraid of going under that they try to pull everyone else down with them, thinking that they will find safety in numbers. When all is said and done, these birds of a feather will always flock together and there is very little you or I can do to change that. In this instance, the old saying ‘If you can’t beat them, join them’ is wrong’. A pro-clo says ‘If you can’t beat them, avoid them –but do it politely, there is no point in adding fuel to their fire.
In staying away from the losers ‘ pro-clo often alienates himself, but that doesn’t really bother him. He knows that sometimes ‘it’s tough at the top’, but it’s always tougher at the bottom.
10. Don’t ever give up
Fight the good fight, and when all else fails, when you’re in dire straits, when there is no hope whatsoever, admit defeat. There is no shame in it- but before you do, try another close.
1. Don’t use red.
Never write with a red pen, or wear a red shirt/ dress/blouse when you are with a customer. Subconsciously red signifies danger, stop beware, anger, red alert. Although these negative thoughts are not in the forefront of the customer’s mind, they are nevertheless there, warning the customer to be wary.
You wouldn’t wave a red rag at a bull to win favour, so don’t do it to a customer.
2. Don’t wear dark sunglasses when you are with a customer.
This gives the impression that you have something to hide, that you are a shady character who cannot be trusted. Eye contact is a must for the pro –clo.
By the same token, it’s impossible to read a customer wearing dark glasses, and you should ask him politely to remove them. I find a little hum our works best. Try saying ‘Mr Jones, what colour are your eyes?’ When he answers, say ‘would you mind proving it to me? (Raise your eyebrows and give him a knowing smile.) Works every time!
3. Don’t ask certain questions.
Never ask a customer if he understands. Not wanting to appear stupid, he will always answer ‘yes’ even when he wants to say ‘No’ Never say to a customer ‘ Your know what I mean’ or ‘Do you get my drift?’ Again, he will always answer ‘Yes’ when he might mean ‘No’ Instead, ask ‘Are you happy with that?’ Do you have any questions?’ Did you follow that or shall I go over it again?’
Also, never say to a customer ‘Let me be honest’ or ‘To tell you the truth, because it implies that you weren’t before. When someone says they’ll be honest with you, it generally means the opposite!
4. Don’t knock the competition
This has an adverse effect. The customer will think that you are trying to hide behind the competition or that you are trying to justify an inadequacy in your product. A pro-clo doesn’t knock the competition, he welcomes it, and sometimes he will even compare the competition’s product with his own in front of a customer. Remember what we said earlier. The pro-clo is sold on his product too per cent. If he thought the competition was better, he would be working for them. It is this belief, this conviction that makes the customer buy.
5. Don’t live in the past
Reminiscing can be fun and enjoyable, but only to the person doing the reminiscing. It’s the ‘also-rans’ in life who live off past performance and an old worn-out reputation. There is nothing worng with looking back, now and again-but remember, being in reverse won’t you forward.
6. Don’t fight change, welcome it.
Change has always caused, and always will cause, insecurity, doubt, unfamiliarity and fear. A pro-clo knows this but he understands that change is necessary. Without it we would all still be in the Stone Age living in caves. A pro-clo knows that change is good, it keeps people on their toes, it demonstrates a will to progress and to improve. Above all else, change creates a new challenge and every pro-clo loves a good challenge. So he doesn’t fight change, he encourages it.
7. Don’t stop learning
A pro-clo is forever reading new material, listening to cassettes and gaining new information. He is always updating his portfolio of techniques and closes and gathering new tools. A pro-clo has a relentless desire, a burning passion for knowledge and he soaks up all positive material like a sponge.
A pro-clo knows that the key to continuous success is continuous learning. If you stop learning you will eventually begin to decline. It’s like traveling in a hot air balloon. To ascend to greater heights you need to continuously supply fuel. If you shut off the fuel supply(stop learning) you will hang in suspension for a while, but inevitably you will begin to descend.
I wrote this book in such a way that it is easy to pick up and put down, because I know it is impossible to absorb all the lessons in one go. I implore you again to keep reading this book at regular intervals, use it as your personal sales manual, and keep learning. Don’t ever stop, don’t become content with mediocrity don’t remain stationary because if you do you will start to decline. Let me put it this way:
To discover how to be a true pro-clo
Continue to learn and continue to grow.
8. Don’t waste time
Time is the most precious thing in the world, and life is too short to waste it. A pro-clo makes full use of his time, he plans how to use it to give optimum benefit. However, things don’t always go according to plan, and when a pro-clo finds he has time on his hands, he doesn’t loaf around. Instead, he asks himself: ‘what is the most worthwhile thing I could be doing right now?’ When he comes up with the answer, he gets straight to it!
Remember to plan time for recreation and with your family and don’t get side-tracked. A pro-clo plans his time and times his plan.
9. Don’t give losers the time of day
In every sales organization there is always a group or negative salespeople that you should avoid like the plague. These losers are so easy to spot- They’re the ones that take an hour over a gallon of coffee before they start work in the morning, the ones that are forever hanging around the office or canteen and the ones that congregate in the pub after work to drown their sorrows. All these losers seem to do is complain, make up excuse, spread gossip and start rum ours.
All losers are sinking, and they are so afraid of going under that they try to pull everyone else down with them, thinking that they will find safety in numbers. When all is said and done, these birds of a feather will always flock together and there is very little you or I can do to change that. In this instance, the old saying ‘If you can’t beat them, join them’ is wrong’. A pro-clo says ‘If you can’t beat them, avoid them –but do it politely, there is no point in adding fuel to their fire.
In staying away from the losers ‘ pro-clo often alienates himself, but that doesn’t really bother him. He knows that sometimes ‘it’s tough at the top’, but it’s always tougher at the bottom.
10. Don’t ever give up
Fight the good fight, and when all else fails, when you’re in dire straits, when there is no hope whatsoever, admit defeat. There is no shame in it- but before you do, try another close.
Recap: Step
Recap: Step
The do’s The Don’ts
1. Leave your work at work 1. Don’t use red
2. Take regular exercise 2. Don’t wear dark sunglasses
3. Create a things to do list 3.Don’t ask certain questions
4. Do what you don’t want to do 4. Don’t knock the competition
5. Dress like a professional 5. Don’t live in the past
6. Be courteous and smile 6. Don’t fight change, welcome it
7. Accept when you’re wrong 7. Don’t stop learning
8. Motivate yourself 8. Don’t waste time
9. Set yourself goals 9. Don’t give losers the time of day
10. Give more than you need to 10. Don’t ever give up
The do’s The Don’ts
1. Leave your work at work 1. Don’t use red
2. Take regular exercise 2. Don’t wear dark sunglasses
3. Create a things to do list 3.Don’t ask certain questions
4. Do what you don’t want to do 4. Don’t knock the competition
5. Dress like a professional 5. Don’t live in the past
6. Be courteous and smile 6. Don’t fight change, welcome it
7. Accept when you’re wrong 7. Don’t stop learning
8. Motivate yourself 8. Don’t waste time
9. Set yourself goals 9. Don’t give losers the time of day
10. Give more than you need to 10. Don’t ever give up
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