Always Be Closing By Tammy Stanley Perhaps my favorite story about the well known speaker, Jim Rohn, is from his first days of selling. He recounts that people who attended his sales presentations told him, "Great presentation, Jim" and "Wow, awesome job in your sales presentation, Jim." Finally one day he realized that however great his presentation was, he wasn't selling anything. That's when he understood there is a difference between presenting and selling. In last week's ezine I told the story of the personal trainer who was also so busy presenting that she never got around to selling, until there was an uncomfortable silence and she realized that my husband wasn't going to close the sale for her. Completely unprepared she said, "Well, there's a cost." As I pointed out last week, that's not a close you ever want to copy. Telling your prospect "There's a cost" is the same as saying "You're going to get the short end of the stick." Prospects don't whip out their wallets to get the short end of the stick! If you don't like those uncomfortable moments where you end up having to ask for the sale, stop waiting until the last minute to begin closing your prospects. In other words, move away from presenting and move into selling while presenting. One trainer I worked with revealed that he never closes; he persuades his audience all throughout his presentation that they need what he has. Having been a member in his audience as well as a student in his 4-day seminar, I can tell you that the actual truth is that he closed constantly, but it was so subtle that it didn't feel uncomfortable. Needless to say, at the end of his sales presentation he didn't say, "These things that I'm selling are going to cost you." Early on in my direct sales career, I was more like Jim Rohn - people frequently commented that my presentation was so good and so entertaining, but I wasn't selling much. Later on I learned how to sell during my presentation, that is, I learned the ABC of sales - how to Always Be Closing. The first step is to place value on your time and your product. That might sound silly to say, but you have to come from a position of knowing, not a position of hoping. You can come from a place of knowing by figuring out the value your products and/or service bring to your prospects. After they leave your demonstration tonight, what exactly can they feel better about? I told women at my presentations, "You are about to discover the most beneficial tips you as a woman could ever have concerning your image and wardrobe. No matter what happens to you, whether you lose or gain weight, once youÕve acquired these tips and know how, youÕll always be able to harness the benefits of their power." Notice that there's no sign of any wishy-washy hopeful salesperson in that introduction. I didn't say, "If you like what you see tonight, you might want to..." I began closing my audience with the first words out of my mouth by letting them know that what they were about to see was absolutely valuable and powerful. Then I asked them three questions. What three questions could you ask the guests at your presentations that would get them thinking immediately that they need what you have? Let me give you a possible formula: Do you ever feel like __________ (this can be a whole phrase), even though _______________ (again, this can be a whole phrase). Do you ever feel like your skin lacks that healthy glow, even though you have a cabinet full of skin care products? or Do you ever feel like you donÕt have anything to wear thatÕs flattering and comfortable, even though your closet might be full of clothing? My next question had the following formula: If your __________ could be exactly what you wanted, would you want a ____________ that provided ________ so you didnÕt always feel like ___________? If your accessories could be exactly what you wanted, would you want a jewelry collection that gave your current wardrobe a richer and more versatile look so that you didn't have to shop for clothing every season? or If your kitchen could be exactly what you wanted, would you want a kitchen that provided tools that made the job of cooking easier, quicker and more fun so that you didn't have worry about the lack of nutrition and the surplus of calories in fast food? My final question followed this format: Is it possible that you have what you don't want for a __________? Is it possible that you have what you don't want for a complexion? or Is it possible that you have what you don't want for dinner? When I asked questions like those, guess what I was actually doing? I hope you said, "You were CLOSING them." If you did say that, you were right. I got them thinking about some of the problems they had. Then I got them thinking of what they really wanted. Then I suggested that they might not have what they actually want. In a subtle way, I told them, "I have what you want." Implement those few ideas into your demonstrations and watch how much easier it is to sell! WANT TO SEE MORE ARTICLES LIKE THIS ONE? WANT TO USE THIS ARTICLE IN YOUR NEWSLETTER OR ON YOUR WEB SITE? You can, as long as you include this complete blurb with it: Author, Sales Trainer, and Professional Speaker Tammy Stanley publishes the propelling 'Sales Refinery Insights' weekly ezine for direct sales professionals. If you're ready to jump-start your direct sales business, make more money, and create more value, get your FREE tips now at www.tammystanley.com/ezine/ezine_offer_ds.htm

Has this ever happened to you? You put forth the effort it takes to call your customers and get your calendar just the way you desire it - full of bookings. Then a couple days before those bookings, your phone begins to ring. One after another, your hostesses call to postpone or even cancel their scheduled home party. Who wants to hear the day before or the day of a booking that the hostess is canceling the show? This has to be the most frustrating thing in our business - bookings we have scheduled in our calendar that end up not happening. Once you know the secret to getting hostesses to keep their original booking date, it becomes far easier to make more money and have tons more fun in the home party business. Isn't that why you started a home party business in the first place? It looked like it could be a fun and easy way to earn some extra cash. The secret to getting a hostess to keep her original booking date actually stems from a typical human behavior. To learn about that and how to stop postponements, improve guest attendance and increase your profits in the home party business, click below www.tammystanley.com/ebook.html.

Tammy Stanley, founded and directs The Sales Refinery, a sales training company that assists direct sales consultants to generate more business and build long-lasting sales teams through powerful marketing, selling and leadership strategies.

Tammy has been coaching and training since 1994 and has a deep understanding of the challenges and needs of the independent sales consultant. While raising four children, Tammy built a multi-million dollar direct sales organization, reaching her company's Circle of Excellence 7 consecutive years in a row. She earned numerous sales and leadership awards, world travel, and promoted 11 offspring managers.

The Tammy Stanley Sales Refinery
Tempe, AZ 85283
Call Today: 480-775-4866
tammy@TammyStanley.com