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The Physics of Closing: Making the Hardest Part of the Sale Easy

Join Don Cooper, The Sales Heretic™, as he presents strategies for overcoming the fear and challenges associated with closing a sale. Learn the 5 R's for resolving objections and discover effective techniques for recognizing buying signals and implementing successful closing tactics.

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The Physics of Closing: Making the Hardest Part of the Sale Easy

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  1. The Physics of ClosingHow to make the hardest part of the sale easyPresented by Don Cooper The Sales Heretic™

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  3. The Big Problem with Closing Fear The Physics of Closing

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  5. Before the Close The Physics of Closing

  6. The 5 R’s for Resolving Objections The Physics of Closing

  7. The 5 R’s for Resolving Objections • Relax • Don’t panic • Objections are normal • Objections are buyingsignals The Physics of Closing

  8. The 5 R’s for Resolving Objections • Research • The Turn-Around • The Dandelion Principle • Ask additional questions The Physics of Closing

  9. The 5 R’s for Resolving Objections • Rate the Importance • How big an issue is this? • How easy is it to resolve? The Physics of Closing

  10. The 5 R’s for Resolving Objections • Review • Make certain you fully understand • Your prospect needs to feel understood • Creates respect and trust The Physics of Closing

  11. The 5 R’s for Resolving Objections • Respond • Explain • Reframe • Prioritize • Counter with a different fear The Physics of Closing

  12. The 5 R’s for Resolving Objections • Respond • Feel Felt Found (key word: and) • Show a different boat • Accept The Physics of Closing

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  14. When to Close The Physics of Closing

  15. Listen for Buying Signals • Examples of Buying Signals: The Physics of Closing

  16. Listen for Buying Signals • Three types: • Green • Yellow • Red The Physics of Closing

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  18. How to Close The Physics of Closing

  19. Nudges • The Minor Choice Close • The Assumptive Close • The Time Sensitive Close • The Add-on Close • The Deposit Close • The Direct Question Close The Physics of Closing

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  21. After the Close The Physics of Closing

  22. Increasing Sales and Commissions • What else should a customer have? • Why should a customer buy them? The Physics of Closing

  23. Increasing Sales and Commissions • Why should a customer buy them now? • Ask about items related to what they are buying The Physics of Closing

  24. Add-on Tactics • Highlight accessories and additional services • Bundle common add-ons The Physics of Closing

  25. Add-on Tactics • Extended warranty • Service/maintenance package • Gift certificates. The Physics of Closing

  26. What Add-ons Could You Sell to Your Customers? The Physics of Closing

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  28. Thank You! For free articles, tips and more, visit www.DonCooper.com The Physics of Closing

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