Frequently asked questions about Close That Sale ! selling techniques and sales closing methods. Qu: You mention Direct Selling Masterclass - who are they and what do they do? Ans: DSM is a sales training company, based in the UK but travelling worldwide. It specialises in high-impact training for small groups (rather than the "lecture hall" format). DSM are renowned for keeping their "finger on the pulse" so that they only teach techniques that really work in today's markets. Click the link if you would like to know more about Direct Selling Masterclass sales training programmes, or check out our Resources page. Qu: Why do you say that the old, tried and tested direct selling techniques are not so effective these days? Ans: We say that because it's a proven fact! The days of hard closing are gone - buyers are smart, these days. They'll chew up and spit out sellers who try the old ways of presenting and closing. Qu: I have been fairly successful in direct sales over a number of years. What can you teach me about selling? Ans: That's difficult to answer without knowing precisely how you operate and seeing your performance stats. However, we find that in general terms, sellers are either way off beam with the techniques that they use or they can improve on specific issues to enable them to be more effective. For example: It may be that you need to identify "time wasters" a lot earlier; shorten your call cycle or overhaul your technique to enable you to retain control. As long as it's an improvement, we reckon it's well worthwhile. Qu: I have attended various sales training seminars, but find that the training they offer is often very generalised and not practical in the real world of selling. How does the information in your book differ from these seminars? Ans: We deal with the whole sales process, step-by-step using practical methodology. It's easy to follow and it works. Each step is very specific - all you need to do is DO IT! And if you have a question on any part, we're happy to deal with it promptly by email (with no charge). Qu: I am relatively new to direct selling and find that when the time comes to close the sale, I tend to back off as soon as I get a negative response. I find it quite nerve-wracking and I am losing out on a lot of commission. Should I try to be more aggressive in my closing technique? Ans: In a word - no! Aggression is useless in direct selling. In order to close the sale, the buyer must TRUST you. Would you trust someone who's openly aggressive towards you? It's nerve wracking because you need a straightforward way of taking the prospect towards a positive decision. The book, "How to Sell in Today's Tough Markets", will provide it. Guaranteed! Qu: What do you recommend as the ultimate closing question? Ans: Wow! We're asked that every single week and the answer is always the same. There isn't a magic question that nails the prospect to the floor, reduces him to a quivering wreck and demands him to say "Yes, I'll take it". You're probably referring to glib questions such as "Would you prefer the red or the blue?" or "do you want delivery on Thursday or Friday?" Firstly, whilst many selling books and courses put these up as "killer closing phrases" or whatever - they are totally ineffective for closing the sale. They may take you a stage further along the way by getting a little more commitment BUT smart statements and questions do not close business. It's methodology that works and that's what we teach in the book. Qu: I've been in sales for around 3 years. I know my product and I get fair results. However, I cannot honestly see how you or anyone can get round some buyers when they say "I'll let you know". Ans: Whilst a detailed answer is not possible here, let us share with you the core principle. Let's call it the "Pineapple Mindset". As we all know, a pineapple has two ends - a spiky one and a big, juicy one. Imagine that the pineapple represents the prospect. Most sellers seem intent on doing battle with the spiky end, hammering away at the spikes. Many times the seller ends up scratched and bloody. That's when it's a "No thanks". However, the top pros take a different approach and go straight for the juicy bit. That takes the pineapple by surprise and there isn't a battle - and lo and behold the seller enjoys the sweet juicy rewards. The moral is straightforward - if you need to be more successful, don't try and get better at weakening the spiky end, go for the juicy bit! We'll show you how in the book "How to Sell in Today's Tough Markets". | 
