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gardini Regular user Cornwall, Ontario, Canada 158 Posts |
I decieded to start a new thread, since coming to this great fourm I've seen a lot of great marketing ideas shared, seams like everyone has a great instrest in the marketing aspect of what we do, but there dosen't seam very much in the most important part of selling our services "the Close". I'd like to get people to share on the there favorite closing techniques and recomend a few sales books, I think the sharing of this would benifit everybody.
Id like to recomend a few books first; 1) How to win freinds and infulence people by Dale Carnagie Its a manual of human nature, stresses the importance of the other persons point of view. 2)Secrets of closing the Sale by Zig Ziglar Hundreds of closing techniques, plus really stresses possitive mental attitude. 3)How to close every Sale by Joe Girard He really breaks down all aspects of the selling process, and walk you through every stage. I normally use a summary close where I will list all the reasons the prospect has givin me for hiring a magician and then ask for the booking. The Reason why it works is the prospects own benifits/reasons to hire are told to him which forces him to say yes several times right before you ask for the booking. Looking forward to the sharing of knowledge of this thread, I really think that it would benifit a lot of people in here. Scott Gardiner Gardini |
TroyRoark Loyal user Springfield IL 282 Posts |
Hey Gardini:
I've read all three books you mentioned. I particularly like Z. Ziglars book. It reads like a novel. I might also suggest Brian Tracey's old audio seminar "The Art of Closing the Sale." It's like nine hours of Tracey at his best. I've said this at least a hundred times on this board, but I'm passionate about it, so I'm going to say it again: The easier we make it to buy our product, the more apt the prospect is to buy it. While the close is important, if we provide the prospect with the information they need to make an informed decision from the outset (that being of course that they couldn't live without booking our magic show ), then the close is pretty simple... "So what time do I need to set up?" "Who should I send the contract to?" "Who is my contact person at the venue?" Etc. A lot of times, it's the price that people get caught up trying to close. I take care of that by publishing my prices on my marketing materials. They know how much they are paying, it's just a matter of logistics at that point. No one has given me a good reason why I shouldn't put my rates on my materials yet, so I'm going to keep doing it until I learn better. I'm also very intersted in hearing what people think. Please share. |
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