In my previous article: Work from Home: 5 ways to generate sales 
( http://thephantomwriters.com/redir/5step-to-sales.html ).  I 
explain the ways people can zero-in on sales.   They can get 
their numbers up and start selling.  In this article we examine 
how to CLOSE the deal and make more sales.

Most salespeople I know look great and look the part of the sales 
person but don't make superstar sales.  These hot looking people 
are missing out on the "close".  You've seen those really nice 
"suit-wearing" or "provocative" dresses and ultra polished smooth 
talking types.  They could just as well be on the cover of a 
magazine.   They know everyone and they network like crazy.  They 
must... they don't make enough sales.  Women tend to drool over 
them.  Men tend to flock to them.  They must... they don't make 
enough money to make a living.  So they think drawing people with 
magnetism helps.  And it does.  But it doesn't help them close.


Nudge:

Closers ain't that nice.  Closers don't have to be pretty. 
Because closers know, no matter what they look like they really 
have to nudge someone.  If you don't like nudging... don't go 
into sales.  If you think sales is about "people liking you" and 
being the "life of the party" then you will be poor.  Many people 
continue to think being likable and trusting is the key to sales. 
So "if they trust me" then they will "be able to buy from me". 
Trust is only one factor the closer uses to seal the deal. If 
they really trusted you there would be no selling whatsoever. A 
real closer knows the potential customer doesn't trust anyone 
even if they like them. The closer appeals to different buttons 
and intellectual buttons and emotional buttons until the 
potential customer realizes themselves "I must have this product 
and since I don't trust anybody anyway I might as well get it 
from someone that has taken the time to make me realize it". Most 
sales people are being too nice and stop at the affinity part. 
They think because they golf, and the customer golf's this will 
help in the sale.

Nope, it's only one part.   


Energy:

Energy distribution is also another factor that translates to the 
potential customer.  "How much is someone really spending their 
time, effort, and money to understand me?"  Does it seem like 
they are pushing me to make a sale?  Or does this energy really 
point at my intellect, emotions and needs?  Closers understand 
that there are pushy sales people out there.  And a closer to 
some degree is pushy but in a different way more focused on 
intellect, emotions, and needs of the potential customer.  They 
are pushy to the degree that they know about what the potential 
customer needs.   Seldom does a buyer attribute pushyness to 
their favorite salesmen.  They don't push for a sale they push 
the solutions of their product, they push that their product will 
fill that emotional void, they push that this makes sense and 
that they are proud of it.  In fact, a closer, is very close to 
the American Entrepreneur.  They give people what they think they 
would want if they were in their same shoes.  Only by knowing 
your potential customer, their needs, emotions and problems can 
you accomplish and deliver such service.


Niche:

You don't have to look great.  You have to look acceptable to 
your potential audience.  You must communicate to them in a way 
that translates into sales.  For instance, if you are selling to 
a young demographic, a suit and tie may not be the best apparel 
to communicate to that group.  It gets even more specific per 
your potential customer audience.  You must know your potential 
customer.  You must choose them wisely.  For example:  If I am in 
the property foreclosure business I don't want to focus too 
broadly on any home, and any owner in foreclosure.  Because I 
won't know how to communicate directly to their emotions and 
needs and solutions.  I want to be specific:  Homes within a 
certain zipcode that are 3 bedrooms 2 baths, with the owner 
between the ages of 25-44 years old.  Having 1-2 young children 
and being unemployed 5 months or more possibly going through 
divorce.  They will have had income of $80k within the last two 
years from a job that required 50% or more on commission.  They 
have loans on their home of more than 70% of the value.  Their 
home is in foreclosure but they are not late on their car 
payment.  Their home is in perfect shape and they want to move on 
with their life. 

The above example gives you a peek into the life of someone. 
This "someone" is going through something and has a certain 
apparel, hobbies, and other choices that you must match in order 
to effectively communicate.  It's not always with a suit and tie.


Needs vs. Wants:

It goes without saying that the US economy is based primarily on 
a well known marketing concept: retailers attempt to sell people 
things they don't need.  In doing so they are sure to create a 
market for their products that they can have command through 
their branding.  Branding is important because since they don't 
need it they must IDENTIFY with a brand in order to purchase 
again.  And what better way to identify something you don't need 
than through branding.  I need a car but wouldn't it be great to 
buy a Mercedes instead.  But that would cost approximately two to 
three times more than the cheapest essential basic car.  "Because 
around here, you have to love what you drive" is Mercedes Benz 
slogan.  Hopefully, you understand where I'm getting at.  If you 
don't brand yourself and the sell people things they don't need. 
You are sure to get mixed up and drowned out by tons of 
advertisements, and slogans if you are not branding yourself and 
sell people based on their wants.  We all have to eat.  Then why 
do some of those suburbanite women insist on paying $2 more for a 
head of lettuce?  Because that would be regular.  And why should 
we buy with all the regular people?  The special people here buy 
$2 more a head of lettuce.  Especially in a suburb where every 
house looks the same and parked in the driveway a white SUV. 


Closing is about a firm stance that they must purchase, buy or 
opt-in to your product based on a specific emotional void that 
only you could fill through branding.  There is no time like 
right now.  The world will pass that person by leaving them 
"less" of a person without your product.  Follow the above 
concepts and you will start closing more sales. 


Cheers.

J. Kenneth Ezra 

J. Kenneth Ezra is a writer, real estate consultant, producer and 
Elite Success Coach.  His articles have been read by thousands of 
people looking to do better and make more money. International 
Coaching Federation Member #1020768 Investigate the real money 
advantages of working from home and the newest systems available 
to help make money from home.  See the bank statements to view 
how profitable or not so profitable. Follow the Money™ at: 
http://howtocreateonlinemillionaires.com