Psychology of Closing a Sale
Let’s begin with 3 Factoids on closing a sale.
1. In the traditional sales scenario, 80% of your prospects will say no to your initial offer to purchase your product or service.
2. Pareto’s Principle, also known as, the 80/20 rule says that 80% of all of the sales are closed by 20% of the salespeople.
3. Whenever two people are having a conversation, one is buying and the other one is selling.
Recently, I attended a My Lead System Pro, MLSP Webinar for MLM Leaders, hosted by Jeffrey Combs from Golden Mastermind Seminars, where he covered some key points on the Psychology of Closing a Sale.
Everyone starts off nervous and apprehensive until you develop your skills, talents, inspiration, as you learn how to sort people and become a professional. Let go of perfection, let go of worrying about the outcome, learn how to get over yourself and get in the game.
The biggest challenge is going to be overcoming your left brain because it is always going to drive you to do whatever you have to do to avoid pain. Get leverage on yourself by focusing on the pain you will experience if you do not take action.
The picture and frame of reference that ought to resonate in your mind regarding the Psychology of Closing a Sale is the of James Bond, 007. It does not matter what situation James is in, he is cool, prepared, extremely confident and absolutely sure that he is going to get the girl; in our case, the sale.
People buy from people they know, like and trust. In order to get some one to like and trust you, you need to connect with and build rapport with that lead or prospect. The reality is that master closers focus on becoming master connectors. They connect and do not sell. If you get one thing from this post have it be, Master closers focus on becoming master connectors, they connect and do not sell.
So how do you do that? You learn to ask questions, question that establish a connection. You see, people don’t care how much you know until they know how much you care. Focus on their needs and the solution to those needs. You start with small talk based on fact finding and rapport building.
Use FORM, Family, Occupation, Recreation, Message to guide you through the topics to cover in the conversation. Listen for the curious versus the serious and ask genuinely caring questions to establish and develop that connection.
Closing the sale is in art form and you start closing early and often with trial closes in the form of caring questions that get them to say yes, over and over again.
People want to be led and they want leadership. Apply these principles and you will be the leader that provides solutions to their problems by connecting and closing.
Tagged with: golden mastermind seminars • jeffrey combs • Learn With Mario Garcia • mario garcia • MLSP • My Lead System Pro • Online Marketing Secrets • psychology of closing a sale
Filed under: Online Marketing Tips Tools & How To
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