Direct Sales Closing Techniques

Hello Friends!

Welcome to Learn Vern and I am (your name).

And, like, you saw in the previous topic 'Indirect Closure’.

That how can we indirectly close any conversation?

Right! We are continuously, continuously doing a conversation, after that until it will be

brought to a closure, it will keep going and going.

The person sitting across you, customer or client, he’s enjoying your talks. That’s why

he’ll also keep listening and listening.

So if you are to meet the next customer, if it’s important for you to hit targets!

Obviously it will be

So, the next topic in “Career in Sales” that we are going to see is, that is “Direct

Closure”.

Again, in which we are going to see all the three answers.

That, what is it? Why is it important? And, how to use it?

Alright! So firstly we will see, “what is direct closure”?

So, direct closure is where we directly talk about business, that sir this is the amount,

this is the payment methodology, these are our conditions.

Right. We directly talk about business, directly talk about the final amount, directly talk

about the final contract.

Right. And, enrollment.

Enrollment ,there, where in which we directly enroll, we take subscription , enrollment,

sign up in this business, different, different words we have been using till date.

Right. In life.

In your specific business they have kept a specific word. Right.

But, closure is what, that is final.

Right. We took them as business, that is we got them enrolled in this business, we got

them subscribed. We got them to sign up.

All these words we will directly talk about. Sir from today you will get enrolled this is the

amount you have to pay.

This is the contract where, now you are enrolled with our business.

Simple, we are directly talking about business.

Right. So next we see, so why is it important to use direct closure?

So at first, to get the deal, or follow up, or to receive a NO.

Only one thing happens amongst the three.

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When our conversation ends, either we get the deal, or get the follow up, that comes

later, that I know, I know, I have been into the sales line.

Where they say come later and tomorrow never comes.

So, if you remember, when we were already clearing out the negativities, we were

already clearing out the objections.

Then only say, sir I have been told by many to come later, but haven’t called yet.

Many have said leave your number, will call you later, haven't received the call yet.

Right. So here as to get the deal either you will get the enrollment then and there.

Or you will get a follow up that either come on this specific day, or call on this specific

day, or leave your number will call you on this specific day

Or, you will get a, no. No.

And, if being into the sales line.

And, if you are into the sales line, or want to go into the sales line.

So, please be prepared to listening so many Nos.

Hardships, right.

You must have listened to all these motivational statements.

That the tougher the tides are, the tougher the sailor is.

Right. The more difficult the road, the better a traveller becomes.

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Right. Same way if you wrong, if you don’t get difficulties while walking down a path,

then understand you are walking the wrong Isle.

You would have read all these motivational statements.

But when you hear a ‘No’ again and again all these motivations become zero.

Then we feel bad.

But it’s that, feed in your mind whosoever person you are meeting, you are meeting

them for the first time.

It’s a learning lesson for life. Please implement this.

Again I am repeating myself, that when you are meeting any customer, or client you are

meeting them for the first time.

They don’t have any specific agenda against you. They don’t have personal grudges

 against you.

You are meeting them for the first time.

So if that person says no, if that person chides, if that person has always said no, and

this time too he has said no.

He has said no to your previous colleagues and is saying no to you as well. So he’s not

interested in the specific product, service, or concept that you want to sell him.

Please fairly understand this.

It isn’t like he has some personal grudge against you that is why he’s saying no to you.

Clear. Please keep this in mind, that if he says yes, it’s because of you.

Because thousands of people are roaming in the market, he could have said yes to any

of them.

But he said yes only to you because he liked your way of presenting.

And, if says no, it’s not because of you. It’s maybe he didn’t like the product, service or

concept.

Please understand this part.

Please fit this in your head.

It will always help you.

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Right. So first and foremost, either I will get a no, or I will get a follow up, or I will get a

yes.

For this I have to imperatively use this.

And making space, space for the next meeting.

Because if I dont use direct closure, the conversation will go on and on and on.

End of that conversation, somewhere I came to know he’s not interested, so I will regret

it a lot.

Buddy, how much time have I wasted?

How much time has my client, or my customer has killed?

Right. So if you don’t want to get such a feel, so put a direct close!

So, he’ll straight away say I am interested or I am not interested.

You came to know he’s interested, get the enrollment, move to the next tour, to the next

 appointment.

If says no, of course stand up with respect, that sir , may I come to you in the later part

of the evening.

Should I come in the evening and talk because one more person has given his time.

And, if I’ll not reach on time, he’ll have a bad impression of me.

That is why, please. I hope you understand.

Right. By saying this you can get up in a sophisticated manner.

Don’t sound so rude, that in between you came to know.

As in hello sir...You had a whole long conversation, at the end you say sir along with

your precious time that you gave, would you like to get enrolled.

And he says no, OK sir.

Don’t do this. (act like 6:30)

Right. So it sounds really rude.

Don’t stand up just like this.

And don’t frown.

It shouldn’t show on your face

He’s..

Shows on your face, oh! you have said no.

Down shoulders.

This shouldn’t happen.

Please, please take care of it.

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Alright! Then ‘how to use direct closes’?

Now how to use direct closes’?

First of all with “top level of confidence”.

If you remember the line I have told you “ fake it till you make it”.

So, if you are feeling confident, best for you.

If not, so showcase that you are confident.

Right. So, if you want to showcase confidence, you have to raise your tone of voice a

little than that of a normal conversation.

And talk eye to eye.

Right. It creates that strong impact and trust.

Right. So whenever I am using closes, I have to sound my top level confidence.

Second “Assuring future support” as well.

When you are closing, simultaneously you have to tell them that don’t worry sir our

journey doesn’t end here.

But, as and when you’ll sign up, even after that this is my personal number, please

contact me anytime for any other requirement related to this product, service, or

concept.

I’ll always be at your doorstep.

We’ll always be at your doorstep, to help you.

Right. So please have this assurity, given during the conversation.

Right. So when you give them this assurance, many customers don't buy because many

salesmen, or the salesperson, salesman is not an abusive word.

So it’s actually a compliment, right, because the whole company runs on sales.

So, if someone calls you a salesperson, take pride about it. Right.

Ok. So if any salesperson comes there to sell concept, or service, there’s no issue in

buying that.

But when I need a follow up that person disappears. He’s busy with some other sales.

Right. So have to give them this assurance that sir this doesn’t mean our journey ends

here.

You can call me anytime and I’ll try to you know help you in any of this query regards.

Right. So assure this as well while giving direct close.

Are we clear with this part?

And as we know If you have any queries or comments, click the discussion button below the video and post there. This way, you will be able to connect to fellow learners and discuss the course. Also, Our Team will try to solve your query.

Now the next topic that we are going to see is, that is “Need based push”.

Still remaining?

Yes, my friend the film isn’t over yet.

We can push a little more in sales in the end, in our conversation.

How can we do it?

Will see in the next topic.

Alright! Thank you.