Most salesmen feel that price is #1 in the prospects mind or is the #1 buying criteria when, in fact, it is fourth or fifth on the list of importance in the prospect's mind. Most prospects buying reluctance is born from fear; "The fear of loss". The fear of paying too much or not getting what is needed to solve the problem. By satisfying this need or appeasing this fear you will make the sale.

Please understand that there are no fancy bear trap closes that will make people buy something. They do not want high pressure closing. That will only make your prospect distrust you. "Closing the sale" is the natural conclusion to the satisfactory completion of all the right steps in a professional business selling system. In short - Good closing is merely good selling.

The most common reason for sales people not getting the job is because they are "not asking for the job." A customer needs to be asked to buy - Surveys have discovered that:

The 20% of salespeople that make 5 attempts to close are responsible for producing 80% of all sales. The old 80-20 rule again. So doesn't it make sense to ask for the order?

Please understand, the subject of sales closing is very in depth and should be studied. Thousands of books and tapes are on the market. You would be miles ahead if you would read and listen to them all. But I know how time consuming this can be. We hope our information will help educate you on some of the basics of this important subject of closing - where the money is actually earned.

Here is just one Closing Strategy

Remember this rule of closing that is as old as the hills, but works like a charm:

The first one to talk loses. The first few times you do this, 5 seconds will seem like an hour. You will feel you must add something, but you must be completely silent. Open your mouth and the fish is off the hook. ***Reminder: this rule applies to all forms of selling or obligation of the customer, from setting the appointment to closing the sale.

When you invest in the Sales Development System Software you will receive our comprehensive business operations manual absolutely free! Following is an index of the information you will receive on "How to sell Jobs"

How to Sell Jobs

Part 3: Sales: How to Sell Jobs

Section 1: Introduction to Sales ........................................................................................ 89

A. Understanding the Sales Position ................................................................... 90
B. Little Things Make Big Differences ................................................................ 91

1. Tiny Steps=Major Improvements ....................................................... 91

C. Why Salespeople Fail ........................................................................................ 93

1. Reason 1: Time Management ............................................................... 93
2. Reason 2: Lack of Prospects ................................................................ 94

D. Selling Your Services ........................................................................................ 95

1. Prospecting ............................................................................................ 96
2. Presenting ............................................................................................... 97

E. First Impressions ............................................................................................... 100

1. Respond to Homeowner in Timely Manner .................................... 100
2. Promote a Neat Appearance ............................................................... 100
3. Approach the Homeowner Courteously ........................................... 100
4. Be Prepared and Organized ................................................................ 100

F. Your Presentation Book ................................................................................... 101

Section 2: Sales Presentation Plan ................................................................................... 103

A. The Steps ........................................................................................................... 103

1. Warm-up ................................................................................................ 103
2. Start the Estimating Process ............................................................... 104

B. The Four Part Sales Presentation ................................................................... 106

1. Step #1: Understanding ....................................................................... 107
2. Step #2: Solve the Need ....................................................................... 109
3. Step #3: Qualified to Meet the Needs ............................................... 109
4. Step #4: Is the Price Fair ....................................................................... 110

C. Follow Up ............................................................................................................ 112

1. Follow Up System ................................................................................. 113

Section 3: Closing the Sale ................................................................................................. 121

A. Closing Strategies ............................................................................................. 122

1. Price Guarantee ....................................................................................... 124

B. More Closing Strategies ................................................................................... 125

1. The Contract Close ............................................................................... 125

C. Alternative Selling ............................................................................................. 126

1. Good-Better-Best ................................................................................... 126

D. Closing Strategies ............................................................................................. 127

1. Weighing the Facts (I'll think it over) ................................................ 128

E. Trial Closes ......................................................................................................... 129

1. Testing the Water ................................................................................. 129
2. Closing Questions ................................................................................ 130

F. More-Closing Strategies ................................................................................... 131

1. Sample Open-ended Questions ........................................................... 132
2. Personal Questions ............................................................................... 132
3. Close-ended Questions ........................................................................ 132

Section 4: Presenting Your Proposal and Selling the price ............................................ 134

A. Proving Your Price ............................................................................................ 134
B. Price Objections ................................................................................................. 135
C. Homeowner Presentation ................................................................................. 136