38 Proven Ways to Close That Sale - Mark Victor Hansen
/In 1997, a colleague of mine named Ron wanted to improve his skills in sales. His job involved much more than just selling but that was an area that he saw further potential for his career. Ron’s search for resources to help him be better sales person would prove even more valuable to me in my career than I ever expected.
Ron came to work one Monday and handed me a cassette tape with the words “38 Proven Ways To Close That Sale” written on the cover. He told me that he found a copy of this 1990 sales training video on VHS at the library and spent the weekend watching it over and over. He was so impressed with the teachings that he made me an audio copy of it.
From one of the first lines, I knew it could also help me be a stronger manager. “Everybody closes someone sometime somewhere!”. I started to realize that I was selling all the time (or at least trying to)… every time I wanted to convince my team and other colleagues anything.
I, too, spent countless hours listening to the lessons from Mark Victor Hansen, the sales training and publishing legend behind the “Chicken Soup for the Soul” books. When I started another job that added an hour to my commute, I would listen to the cassette at least once a week. It was like a podcast before there was such a thing. Mr. Hanses teaches that you have to start by listening to his program 21 times… well, I far exceeded that!
It’s been many years since I had a cassette player so I don’t remember when the last time I listened to it, but I did just find the video posted on a University of California website! Watching it again brought back so many great memories. This truly was one of the earliest professional development resources I can remember.
To anyone that has spent a lot of time around me, especially at work, many things I have repeated make an appearance in the video - which is exactly where I learned them. Phrases such as: “fair enough?”, “don’t think it, ink it; delegate it to document”, “Money comes to play in your back yard to see what kind of person you are”, “Whether you think you can or you think you can't, you're right!” and “high demand and low supply” (my blog of the same name from years ago was inspired by that line in the video).
Here are the 38, without the context. For that, you really want to watch the video. It is awesome! And as a bonus, I just love that it hearkens back to the late 1980s, early 1990s.
Attitude
The prospecting, presenting, and persuading close Good at asking questions (presenter or persuader)
The appointment close
The comparison close (safety Lee Iacocca)
The erroneous conclusion question (25:00) (after Christmas delivery)
The "If" Close. If price is the only concern, let's handle that at the end (the cost if you take it or if you don't)
The “What Does It Cost?” Close
The "Clarify, verify, testify" Close... get 'em to buy (do you have a checklist)
The "Alternate of choice" Close (would you prefer, it doesn't make a bit of difference to me... time, money, place, people)
BONUS: The "Money" Close
Part 2 (37:00)
The order blank close
The 1 to 10 close
The positive questions to get a Yes close
The Yes Momentum close
The "Be a Speaker" close
The price objections close
The 7/7/7 benefits close
The Trial close
The secret close
The Invitational close
The puppy dog close
The reduction to ridiculous close
The retail close
The ascending close
The service close
Part Three (1:08)
The Psychiatrist Close
The Related Story Close (READY)
The Admit It Close
The Explain It Close
The Reverse It Close
The Deny It Close
The Why? Close
The Implied Consent Close
The Impending Event Close
The Loyalty Close
The Positive Question Openers to a Yes Close
The See Close
The Security Close
BONUS: The Reassurance Close
The Ben Franklin Close