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Please consider this free-reprint article written by:
Kurt Mortensen
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Article Title: Power Tools Of Power Closers
Author: Kurt Mortensen
Word Count: 739
Article URL: http://www.isnare.com/?aid=108454&ca=Marketing
Format: 64cpl
Author's Email Address: askkurt[at]persuasioninstitute.com
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Easy Publish Tool: http://www.isnare.com/html.php?aid=108454
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I�d like to outline five different powerful tools that are used
by all power closers. Anyone who masters these skills who does
not possess them already will surely see profound results.
The first concept is that power closers are intensely
goal-oriented. Talk about goals and goal-setting these days
seems to have become very clich�. In spite of this tendency,
super-successful individuals who are driven to accomplish
well-planned and clearly defined goals are distinguished from
those who are mediocre. They know exactly what the bottom line
is and exactly what they have to do to meet it. Not only this,
but successful sales people typically push the bottom line so
they increasingly out-produce previous records.
The only reason they are successful in pushing the limits is
because they are measuring. If you don�t know the facts,
figures or standards, you�re trying to shoot a target in the
fog. Then, not only do your prospects know the figures, but
they also visualize their success. They can see themselves
clearly in their mind�s eye accomplishing their goals.
�Pre-programming� their success helps them fuel their ambition,
desire and commitment. As a result, they have given themselves
�permission to win.�
Another key tool of power closers is responsibility. No matter
what happens, they accept 100 percent responsibility for their
results. When challenges present themselves, power closers deal
with them rather than make excuses. Nothing weakens your
position more than when you�re always shifting the blame to
someone else. It takes a bigger person to own up to the
results, whether good or bad.
I remember a sales representative who was just getting started
in a full commission sales job. He had been given a draw to
help him learn the business. He thought he would be on the draw
for most of the year. When the sales manager told him the draw
was done, he told the rep, �It�s time to start selling like you
mean it.� The rep was floored. He thought he had more time to
get his ducks in a row, but now he had to take full
responsibility for his income and his success. At the time, he
was very upset with his sales manager. Six months later, he
said it was the best thing that had ever happened to him.
Power closers believe in themselves and in their product. You
cannot get a customer to believe in your product more than you
do. Top salespeople love what they are selling. Before taking
on a sales task, ask yourself: Can I really put my heart into
this? Remember, engaging your prospects� emotions is crucial to
closing the sale, and if you�re not enthusiastic, they�re
certainly not going to be. Your prospects have to feel good
about the product in order to purchase it, and you have a major
impact on how they�re going to feel about the product.
Whether you like it or not, you are part of the package. They
may not be taking you home with them, but your prospects will
take home the attitude you project and instill in them.
Enthusiasm alone will close deals. I have seen the belief and
enthusiasm of closers work wonders in the time-share industry.
The energy time-share sellers create and the belief in their
product they exhibit puts many prospects into a vacation home.
Power closers are always honest with themselves and with other
people. The average person can pick up on insincerity and
falsehood. A power closer will always conduct her/himself with
honesty and integrity just as a matter of principle. Power
closers will not try to sell something that they know is not in
their customers� best interest. Coupled with this integrity is
the fact that power closers sincerely care about their
customers. They are attentive to their customers� needs and
concerns and respond to them with empathy. When dealing with a
power closer, a prospect is never uncertain about where s/he
stands.
The power sales rep is also the prospect�s friend, advisor and
advocate. I have seen real estate agents triple their business
based on honesty and integrity. They tell prospects about the
pros and cons of each house, each neighborhood and each pricing
structure. Not only do these power agents get customers for
life, but they also receive countless referrals.
About The Author: Learning how to persuade and influence will
make the difference between hoping for a better income and
having a better income. Beware of the common mistakes
presenters and persuaders commit that cause them to lose the
deal. Go to http://prewealth.com/mistakestoavoid and explode
your income today.
Please use the HTML version of this article at:
http://www.isnare.com/html.php?aid=108454
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