subject: 17 Highly-Guarded Strategies to Close Every Sale - Strategy 10 - Closing/Opening Words [print this page] When you show your sales presentation, never use the words "if" or "think." I hear so many people say, "If you like this product, you may want to think about getting a hold of it today. These words are deadly words. If and think are fear-based words that cause your potential buyer to question whether or not they really want to close the deal.
Instead, use words like "I believe" or "When you invest in the package" or "What did you like best about it?" Did you see the flip switch there? The language went from questioning the sale to empowering the buyer to invest in the product/services. Every word that you say during your presentation has to be focused on closing the sale and opening up the relationship.
These are the top four closing/opening phrases that you must use at the end of your presentation:
Let's recap
Let's summarize
Let me tie it all together for you
With that said, do you have any questions?
No, you don't use all of them at one time. You can just use one phrase to sum up your entire presentation for the customer.
Many of you have seen me use these same phrases in e-mails and at live events when I present my product offer from stage. It's a closing strategy that brings it all together.
If you don't have a recap after your presentation, you often lose key points in the mix of things. It's also a great way to transition from your presentation to your close not matter what you are selling or who you are selling to.
I highly suggest that you record every single presentation that you do so you can listen to your words and hear what you sound like. You will be able to determine how effective you were in not only tying everything together, but also using positive keywords. Don't make it so obvious to the client that's listening. Just stick a recording in your briefcase so that you can hear yourself. Believe me. After you do this a few times, you will pick up on everything that you said that may have jeopardized your sale or relationship with the client.
Strategy #10: "With all that said, let's recap. Let's summarize. Let me tie it all together for you." You are preparing for your closing and confident in what you have just presented.
17 Highly-Guarded Strategies to Close Every Sale - Strategy 10 - Closing/Opening Words
