March 5, 2010

The 10 Most Common Mistakes In Closing (Part 1)

This article applies to any type of sales, business building activity, whether you are getting new accounts, closing business deals, or making executive decisions. What I’m going to share with […]

This article applies to any type of sales, business building activity, whether you are getting new accounts, closing business deals, or making executive decisions. What I’m going to share with you is from years of hands on experience helping thousands of people dramatically increase their skills in the art of closing. Let there be no mistake, closing is an art that, when you get good at it, becomes fun and exciting as you see the tremendous impact you can have on the lives of ordinary people. Closing is the most critical make or break part of your process for building a successful business so let’s get started with the first mistake:

Mistake #1: Your Posture Weakens When It Comes Time To Ask The Closing Question.

Most of you successfully utilize scripts that you’ve either purchased from experts or received from leaders in your company. You use these scripts, your skills and your natural gifts to make great connection with prospects whether they are from warm, cold or lukewarm markets. You then successfully bring them to either a web presentation, live conference call, pre-recorded message, fax on demand, a live group or 1 on 1 presentation. Many of you, when it comes time to asking that first closing question, you buckle. You don’t even have the words out of your mouth and you’re shaking in your shoes.

In your mind, you’re already prepared for them to say “no”. You are absolutely afraid of rejection therefore you are provoking the prospect to walk all over you and drill you with questions. You’ve now lost control of the conversation because your tone is that of somebody who is terrified, unsure or just assuming that they won’t enroll in your program.

The closing game is all about posture and posture is authority. Whoever has the strongest posture will win. Many of us feel that we don’t know how to speak with posture. If you have kids, then you already know how to speak with authority. Picture yourself directing your kids to clean their room. That is the same place of authority that you need to come from with your prospects. When it comes time to read the closing script, you must carry the authority of a business developer waiting to see if this is the person you want to work with or not? Does he/she have eyes to see or is he/she blind as a bat?

Mistake #2: You Talk Too Much And Keep Selling.

The business presentation is over and you turn to your prospect and say, “This is such a great company with the most cutting edge products and you (the prospect) are blessed to be at the right place at the right time. With your talent and skill, you can make a lot of money!” No matter how smart you think you are or how much credibility you think you have, here is the sobering fact. The prospect can care less about your opinion because you are already involved with the company. If you want to be a professional, you have to learn how to get the prospect to talk themselves into closing the business deal.

Mistake #3: You Don’t Know What To Say

When you don’t know what to say, here’s what usually comes out of your mouth after the business presentation, “So, what do you think?” They think the sky is blue. They think the kids need to be put to bed. They think they’ll call you tomorrow. It’s your job to control what your prospect is thinking. You want them thinking about what hit them during the business presentation. You want them thinking about what their life will be like ten years from now if they don’t make a decision to do something. Your script needs to ask the questions that matter most to the prospect addressing their needs and goals. They should not be thinking about the products or the compensation. The prospect should be thinking about what he is going to do with his life starting today. Many of you don’t know what to say so you ask a yes or no question like, “Do you want to get started today?” Most of the time, your prospect says “No” and it’s over right there.

There are 2 very important keys to asking the closing question:

  1. You have something strategic to say that will get a strategic result.
  2. You must say something that is duplicatable.

The prospect is going through the psychological process in his mind of asking themselves, “Is it simple, does it work and can I do it?” Think about it, if you are really slick and articulate the prospect is looking at you thinking, “He’s really good. I don’t think I can be that good.” Or “It seems like you have to know a lot. I don’t have the time to learn all that.” The end result is the prospect thinking, “I don’t think I can do this.” You don’t want to depend on your good looks, your dynamic personality or your favor from God to become a good closer. Why? Because you are not duplicatable. What is duplicatable is people reading a script. This is really going to tweak some of you.

Throughout my entire career, I have pulled out a closing script and read it in front of my prospects even though I had the questions memorized and could ask them brilliantly. This is so simple yet so misunderstood. What is the prospect thinking while watching me read a script? “That is simple, it works and I can do it.” Hello, duplication is at work. I would even tell long distance prospects over the phone that I was reading a script. A well designed script will get the strategic results of the prospect closing themselves, knowing that they have a duplicatable process. Get the #1 selling success tool in our product vault and double your prospecting, recruiting and closing results guaranteed. Learn More Here!

In Part 2 of The 10 Most Common Mistakes In Closing, I’ll show you how to stay on track when the prospect comes up with excuses. You will learn how to effectively use scripts to keep the prospect focused on their goals. You will also know how to avoid coming across as a slick slimy salesperson and more!

First Steps to Success
First Steps to Success

Join the conversation

  1. Roger Jenkins March 5, 2010
    reply

    Excellent!! keep up the good work!

  2. Peter Rose March 5, 2010
    reply

    Dani as always you are on point with your advice – you have made a dramatic change in my life looking forward to seeing you in st louis and in London.

  3. Kelly Reber March 5, 2010
    reply

    OMGosh… That’s Brilliant!!! I’m such a DUH!!:-)
    Thank you…

  4. CeCestorm March 5, 2010
    reply

    Dani gave me some serious inspiration four years ago when I decided to go online and create a business for myself and family. Her advice is to the core and nothing short of moving. You can’t help but gain from Dani’s advice.

  5. RJ March 5, 2010
    reply

    Awsome information and right on target as usual. Dani you are the best!

    RJ

  6. Caroline Dignard March 5, 2010
    reply

    I agree with you Dani, closing the sale is the most critical make or break part of your process for building a successful business and it is the part that scare me the most.

  7. Dorothy March 5, 2010
    reply

    That was my problem…just saying to much

  8. Dorothy March 5, 2010
    reply

    Saying too much was my problem!

  9. nathanief f March 5, 2010
    reply

    Insparation, teacher, mentor,dani’s a genius. I attended the first steps to success last month an london and it was just so much information, an eye opener, u won’t get taught these stuff in school! When danni cums bk in april I will be attending AGAIN of course and my tickets to creating a dynasty are already booked!! Knowledge is power 😉

  10. Andrea March 5, 2010
    reply

    Thank you Dani for all that you do! This is a very beneficial article!

  11. William Dickeson March 5, 2010
    reply

    Thanks thats the kind of info I need!

  12. Joe Farinacci March 5, 2010
    reply

    Excellent advise. I learn something new everyday! Thank you Dani.

  13. Jogues Morla March 5, 2010
    reply

    very clear it is so easy to understand that even a cave man can learn this,thanks Dani

  14. Carla Gardiner March 5, 2010
    reply

    Dani, great article as always. The duplication begins, I have had a mind shift, and have found business partners to work with.

    Now it is time to put to work everything you have taught over the years in my networking business, not just my life.

    Carla J Gardiner
    http://CarlaJGardiner.com

  15. Bernie March 6, 2010
    reply

    Thank you Dani, Hans and support staff for posting what is important to know at this moment. Thank you for all the information in the recorded calls vault in the CFI Success Network..

    I highly suggest those who are not signed up to the CFI Success Network to do so, you can not afford to be without this life changing information vault. Spend $4.95 at your favorite coffee house gets you a quick fix for a day, INVEST $4.95 a month with CFI Success Network and radically improve you life in business, your job and your personal relationships. Solutions for LIFE!!! Click on the link at the top of the page and register NOW!

    Blessings

  16. Vanda-Lynn Hughes March 6, 2010
    reply

    Dani thank you for putting it all so clearly it has been one area that People need the most help with.

    Thank you.
    Vanda
    http://www.letITPay.com/Training

  17. Judy Gistinger March 6, 2010
    reply

    Wow, sure need these reminders! I also talk too much (excited!) and am working on that –also never thought to have script in front of me and READ from it–will try that at my next appointment. Thanks, Dani

  18. Dave Radetsky March 6, 2010
    reply

    While this is well written Dani, I don’t really see anything new or special. It all boils down to common sense. It amazes me that people have to be told these things.

  19. Charmaine March 6, 2010
    reply

    Great comments..and things to consider. I have had great success in working with a like minded sales team and/ or partner too!

    Keep up the good work!!

    Charmaine

  20. Rachel Henke March 6, 2010
    reply

    Hey Dani

    I recently started using your scripts and have to say they are brilliant. I’ve always loved using scripts but for some reason had moved away from it. Thanks for your inspiring tools and training.

  21. Dave March 6, 2010
    reply

    Great post Dani,

    I must admit the closing used to terrify me too. Since listening to you, I have developed much better posture.

    Thanks for sharing.

    Dave

  22. Rose March 6, 2010
    reply

    This is awesome and on point! Thanks Dani!

  23. William spencer March 6, 2010
    reply

    You are such a beautiful person. i am not. I used to be in sales and was very successful. I’ve returned to what is easy,but not profitable. I need help. I am paying so much right now for useless advice. I’m digging a hole I can’t seem to get out of…

  24. Dave B. March 7, 2010
    reply

    Dani, thanx for the advise.I have ordered your scripts and cd’s. Will be using them at my next BP.

  25. wendekk wilkins March 8, 2010
    reply

    Great insight Dani. I relly have learned a lot from you about posture.

  26. […] The 10 Most Common Mistakes In Closing (Part 1) | Dani Johnson Official Site – Grooming You Fo… […]

  27. Ian Fitzpatrick March 10, 2010
    reply

    Dani,
    Earlier today your site was recommended to me. Now, I see why! Keep the goods coming!
    Cheers,
    Ian Fitzpatrick

  28. patrick conway March 11, 2010
    reply

    DANI,The example you gave about speaking to your prospects with the same posture as you would with something your already familiar with, really clairified things for me.

    Thanks,
    Patrick C.

  29. patrick conway March 11, 2010
    reply

    Dani, your tips are great.

  30. Dana March 17, 2010
    reply

    Dani,
    Dani,

    Attending First Steps to Success was the best training I have ever received for my business! You are not only a dynamic speaker, but you give the tools people need in order to succeed in whatever business they’re in. Your Script Books are fantastic, they have made a big difference in keeping me on track and asking the right questions.

    You’re Awesome Dani!

    God Bless,

    Dana Prieur

  31. sb March 17, 2010
    reply

    29 positive comments versus only 1 negative out of 30 comments, even mathematically it works! who gets that kind of results excepts a child of God? that’s grace and favour at work!

  32. Simeon Cryer March 17, 2010
    reply

    Thanks so much Dani

    Your Prospecting and Closing Accountability Classes helped me become the top recruiter in the country this month. I also made an extra $3900 this month in additional income compared to last month’s check. What an awesome return on investment.

    Thank you

  33. Corinne Runnells March 18, 2010
    reply

    Hi Dani,
    You are my inspiration and keeping in touch and encouraging me. I feel you are my mentor and God has been a powerful influence in your life and it is evident in your helping so many. God Bless You and your family. Corinne

  34. Kim Blue March 23, 2010
    reply

    Dani,
    I just wanted to say that Creating a Dynasty and Spirit Driven Success have changed my life and my families life. You know that I have been one of your biggest fans including when I met you in Chicago when the Doctors thought I only had 6 months left, the healing that I received was a large wake up call for me to do what I am passionate about. That is truly helping people. Thank you for always serving and leading us to greatness.

    Love You,
    Kim Blue

  35. Kenny Gregg April 22, 2010
    reply

    This is so true prospects want to be heard not to puke on them. I find in my team it is one of the number one things people do is talk to much and listen less. Really have to listen more ask the right questions and your prospect will for sure let you know how to close them.

  36. King David Tusubira April 29, 2010
    reply

    Woosh!! That makes sense! It’s that easy?! I must get the script book sooner than later. I now understand what duplication is and I’m ready to use authority.
    Thanks Dani. You’re always a blessing!
    Love you lots!!

  37. Sharon Bellrose June 5, 2010
    reply

    Thank-you.. There is definitely good coaching in this advice
    in closing that I never knew before or it was but I was not ready and I know I am readt to learn these skills. My posture and using a script. My fear of closing has already changed by reading these teaching skills.
    Again I appreciate all you teach.

  38. Darryl Woodruff February 4, 2011
    reply

    Absolutely awesome. I’m about to blow my business out of the water. i will be purchasing some cheap leads next week and generating some money to go to first steps to success in Dallas this March. S
    ee ya at the top!