Greetings,

Brian Tracy's article this week gives three secrets for closing a sale - and we all know that this is often the most difficult part of the process!

You often hear people who have established successful businesses say that their first million was the hardest - this week's quick tip has a simple way to bring your first million that much closer - and it's all in the way you look at it :)

Armed with this Good Advice, all you then need is the specific knowledge of what to do. Why not sign up for this series of Masters Courses? They're free and each consists of a series of five intensive lessons that cover a different aspect of online business. The lessons are delivered to you by email each day for five days and you can opt out at any time - it costs nothing to look: http://www.write101.com/masters.htm 

Regards,

Jennifer 

~ * ~

"The Amazing Story of How a Completely Different Approach to Internet Marketing Took Me From Zero to Making $51,351.94 in Just 6 ½ Short Months, Working From Home - And Why I'm Convinced Nearly Anyone Can Copy What I'm Doing." Click to learn more about this man's success: http://www.write101.com/letters/profits 

3 Killer Secrets for Closing the Sale    
By Brian Tracy

"Inherently, each one of us has the substance within to achieve
whatever our goals and dreams define.  What is missing from
each of us is the training, education, knowledge and insight to
utilize what we already have." -- Mark Twain

FACT: Selling is the only profession wherein your potential
earnings are beyond what 95% of the world's population could
ever earn - but only if you know how to close the sale.  Selling
is a wonderful profession -- but because it is oftentimes
difficult to become successful at it, it is also considered one
of the toughest professions in the world.

As a salesperson, you need to be thankful that making the sale
is so difficult, because if it were easy, the field would be
flooded with amateurs -- and the amount of money you could earn
would be greatly reduced.  Your job is to find ways to make the
sales process easier so that you can become one of the highest
paid people in your field, if not the world.

The Major Challenge in Selling

Closing the sale is perhaps the most stressful and challenging
part of the sales process.  This is where the rubber meets the
proverbial road. 

Hi, I'm Brian Tracy -- and there are secrets I know that can
unlock the real firepower that lies dormant in your very own
selling skills, and these secrets will change the course of your
sales career forever.  I'm going to reveal 3 closing secrets
that can easily triple your sales in the next 90 days.

You may have heard about me through my high-powered sales
seminars attended by approximately 400,000 men and women each
year in 23 countries - or perhaps you have come across one of my
16 best-selling books or 300 learning programs. 

The 3 killer secrets that I'm about to reveal are excerpts of
techniques I've taught to salespeople all over the world, many
of whom have gone on to become the biggest money-makers in the
sales industry.  I guarantee that if you master these lessons
and practice them faithfully, you will at least triple your
sales within the next 90 days.  

Killer Closing Secret #1:  The Preference Close

The first technique is the Alternative Close, also called the 
Preference Close.  It is based on the fact that people like to
have choices.  They don't like to be given what may sound like
an ultimatum to either buy it or not buy it. 

To apply this technique, you simply structure your close by
saying, "Which of these would you prefer, A or B?" 

With the alternative close, whichever one the customer selects,
you would have made a sale either way.  You should always try to
give the customer two choices.  Even if you are selling a single
product, you can give him two choices with regard to payment, or
delivery.  For example, "Would you like this delivered to your
office or to your home address?" "Will that be MasterCard or
Visa?"  "Would you like the ATM 26 or the ATM 30?"  And so  on.

Killer Closing Secret #2:  The Secondary Close

The second closing technique is the Secondary Close.  This is
extremely popular.  It is a way of helping a customer making a
big decision by having him make a small decision that infers the
big decision.  Instead of asking the customer to go ahead with
the product or service, you ask a question about a peripheral
detail, the acceptance of which means that he has decided to buy
the larger product. 

For example, you could ask, "Would you want this shipped in a
wooden crate, or would cardboard be all right?"  "Would you like
us to include the drapes and rods in the offer?"  "Did you want
the standard rims or would you like the customized racing rims
on your car?" 

In each case, if the customer agrees to or chooses the smaller
item, he has indirectly said, "yes" to the entire offering.
People often find it easier to agree to small details than they
do to  making a larger commitment.  That's why this is sometimes
called the Incremental Close, where you get commitment bit by
bit to the entire offer.

Killer Closing Secret #3:  The Authorization Close

The third closing technique is the Authorization Close, which is
often used to conclude multimillion-dollar transactions. At the
end of the sales conversation, the salesperson simply asks if
the prospect has any questions or concerns that haven't been
covered.  If the prospect has no further questions or concerns,
the salesperson takes out the contract, opens it up to the
signature page, places a check mark where the customer has to
sign, and pushes it over to him saying, "Well then, if you will
just authorize this, we'll get started on it right away."  The
word "authorize" is better than the word "sign."  A check mark
is better than an X.  Offering to "get started right away" is
better than sitting there hoping for the best. 

However you do it, be prepared to ask for the order in whichever
ways seem appropriate at the moment.

================
Brian Tracy is a million-dollar master of peak sales performance
and personal success strategies.  As the world-renowned creator
of 300 video and audio learning programs, and the best-selling
author of 16 books, his ideas and approaches are used by most of
the big money makers and the superstars of selling.  In his
RealVideo course, "24 Techniques for Closing the Sale," Brian
shows you powerful tactics that can double or triple your sales
closing rate -- and teach you how to sell 50% to 100% of all
prospects that you come in contact with -- all in just 63
minutes. http://www.roibot.com/r_24.cgi?R390_24text

Quick Tip

A Journey of a Thousand Miles

by Jennifer Stewart Write101.com

The biggest mistake many people make when starting out in business (or anything else for that matter) is to try to achieve everything all at once.

An old Chinese proverb states that a journey of a thousand miles begins with a single step - and this is true of everything.

Ask any successful business person about his or her early years and you'll hear that the first million is the hardest to make, but after that it gets easy - and it's easier the more you make. But there's a simple way you can achieve your first million - break it down into single steps - like the journey of a thousand miles.

A million dollars is really only 10 lots of one hundred thousand dollars and while that still sounds like a great deal of money, when you think about it, one hundred thousand dollars is only 10 lots of ten thousand dollars and that's quite an approachable sum. You spend ten thousand dollars on a car, a boat, maybe an extravagant holiday, a wedding etc.

Ten thousand dollars, when you look at it closely, is only 10 lots of one thousand dollars and most people have had access to a thousand dollars quite often. What's even better, is that one thousand dollars is only 10 lots of one hundred dollars and many people regularly spend a hundred dollars on clothes, entertainment, household items etc.

If this still seems unattainable, remember that a hundred dollars is only 10 lots of ten dollars - the price of a movie, a take-away or a magazine and surely you can find that.

By breaking your first million into these single steps, it suddenly becomes much closer. Look for ways to turn the ten into a hundred; the hundred into a thousand; the thousand to tens of thousands and you'll be on your way to your first million too.

________

Jennifer Stewart has had her own web-based business at http://www.write101.com since 1998. She offers proof reading, editing, copy writing and ghost writing services for clients on every continent except Antarctica! Subscribe to free, weekly Writing Tips: mailto:WritingTips-subscribe@yahoogroups.com or find out how you can start your own Internet business: http://www.write101.com/letters/profits

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