8 Open Secrets to Close the Deal on the First Meeting

Money is never a reason of not buying on spot. It is the lack of fear of losing the ownership. Urgency.

Not knowing the strategic reasons why a sales maneuver is being done, unfortunately leads to not knowing what should be the prospect’s ideal response. The salesman then loses the control of the sales encouter, kissing the sale goodbye.

On the list are things Closers are already doing but don’t really appreciate the rationale of doing it sharply. Thus making this list, the open secrets of on spot close.

📍”A Handshake is not just a courteous gesture. It is also a closing tool.”

This may be modified but this will never be totally omitted in every sales encounter. Discover more the art of bridging hands HERE.

📍 “Cordial gestures are not simply for being hospitable. It is also a decoy for control.”

Never be servile. Let it all appear offhand. Be punctual to choose where to sit. Then, guide them toward the table when they arrive. Choose which corner has least distraction. Orient yourself where the toilet, smoking area and the nearest exit. These are helpful when you need to depressurize them. Give them choices of what to drink. Warm or cold? Giving them two options lets them feel they are in control but actually, since you delimited the choices into two, you are the one dictating.

📍”Pre-pitch talk is not just simply to befriend the prospects. It is more of establishing emotional affinity.”

Never ever start pitching your offer unless you already have an emotional pact with your prospect. You have to be relevant to a specific compelling chapter of their life in order for them to hear what they are listening from you. This is how trust forms naturally. Let them associate you in a part of their life that when they remember it, they also remember you.

READ ALSO: How to Boost Charisma Quotient through SOB-CRED STORY

Tip: Search for the prospect’s social media account to know more his interests. Use this to befriend them but don’t be obvious, seeming like a stalker. Just lead the pre pitch conversation to the topics you have known that they are interested in. The last issue they post something about (avoid politics, religion and sexuality). The last vacation photo uploaded. The latest video or song they liked.

📍 “Name is not known just to address the prospect. It is use to monologue involvement spiels.”

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Corporate – Travel lifestyle of a Closer on Instagram – @johndappercloser

We all learn this from Carnegie’s classic book. Your name is the sweetest word to hear. When the name has more than three syllables, ask how his friends call him. Don’t use sir or ma’am. Simply use first names. Names are so powerful when throwing involvement monologues as you highlight your offer’s benefits. Childhood nicknames are also so effective especially for gratififying spiels of a fixated urge. Yearnings from childhood dictates behavior. Titles boost morale (Doc, Atty. Engr.). Use it when negotiating the price.

 

📍 “Hearing the prospect’s expectations uses not just the ears. It uses the entire network of the inmost senses as a helpful purchasing barometer.”

Your gut. Your instinct. Maximize it. When you hear what your prospect expects, you can customize the pitch tailored to what they actually need. Hearing them helps you to modulate the kind of approach to use and pick which feature to highlight. Hear what they really want. Hear even what’s not audible. It is stated there what the heart really wants. Grimaces, gestures, eye behavior, silence, warmth (When they try to gulp a glass of water, how they switch seating positions).

When at the end of your pitch you still ask why you have not closed the deal on spot, well it is because you have not done these eight secrets rightly. Still, KEEP TRYING.

📍”A deal is not made with one big Yes. It is formed with a series of preceding small Yeses.”

Small Yeses during the pre pitch talk increase your agreeability. These are precusors to the ultimate Yes, confirm signing on the dotted line. The reason of talking about matters that excite your prospect during the warm up is to collect simple Yeses. Make it a goal to increase your agreeability with a  number of at least 10 Yeses or sincere nods before pitching the offer. These are from topics both of you and the prospects were genuinely involved at. Congratulations, You’re halfway to the big Yes.

📍 “Tact is not just choosing the right words. It is also choosing the perfect timing.”

Basic rule is “Adjectives for involvement. Noun for action”. Be ultra sensitive to the effect of every word you say and when is the opportune time to drop it. Reserve synonyms on perfect junctures along your pitch. Use mental pause, laughter and intonations calculatedly. Influence is done with right tact and calibrated spontaneity.

READ ALSO: Subtly Learnt Sales Strategies from Reading Crime Novels

📍 “Only Today Offer (Limited Time Offer) is not imposed. It is availed smoothly when you made a good job on insinuating the fear of loss over the hope of pleasure”

Urgency is the emotion of time. LTO works because of successfully triggering urgency to the prospects. Do not just ask the prospect if they like being an owner. Ask if they like being an owner ON THE DAY. When they fear missing out an offer, it is unnecessary to explain why they have to get the offer on spot. Ask what delays their purchase whenever it is affordable now. Ask what if you can arrange a payment term for them, would they want to start it stat? Compose two on spot offer arrangements as your final close. Money is never a reason of not buying on spot. It is the lack of urgency – the fear of losing the ownership.

It is not enough that you know what to do. You also have to know why the secrets work. That’s the difference between you and the Master Closer. By mastering these secrets, you stop setting the next meeting as a follow-up. The next meeting is set for either an after sales care affair or a pitch for a happy owner’s referral.

Coffee is for Closers | Starbucks Christmas drinks, leather planner to boost your Q4 Sales, 2018 targets

Maximize this season’s purchasing confidence with sweet twists of your prospect’s usual cup of coffee while letting them realize how lovely it is to be an owner of what you are pitching.

It is always exciting to close deals on the last quarter. Consumers, because of year-end bonuses, are bent on owning something they love. Maximize this purchasing confidence with sweet twists of your prospect’s usual cup of coffee while letting them realize how lovely it is to be an owner of what you are pitching. Set the meeting at their nearest Starbucks cafe and get your lay down owners the red cups they deserve.

RED CUPS FOR RED LEADS

The red cups are back and these are for the red leads. Sweet irresistible overtures blinking a yuletide vibe of whopping new accounts on your pipeline. Close on spot at Starbucks! These are for master Closers like you too!

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CHRISTMAS TREE PEPPERMINT DARK MOCHA
Decadent dark mocha topped with green tea whipped cream and finished with glittering sprinkles of green and red candies. VANILLA NOUGAT LATTÉ (below L)
Rich taste of custard-like, slightly floral French vanilla and nougat notes. TOFFEE NUT CRUNCH LATTÉ (below R)
Toffee nut syrup blended with velvety steamed milk and espresso shots. Topped with whipped cream and crunchy toffee nut crunch toppings. *All also available in Iced and Frappuccino® (Coffee-based and cream-based) format.

 

 

 

SAVORY AND SWEET COMPLEMENTS TO YOUR HOLIDAY DRINKS

May it be a slow cooked marinated turkey, herbed egg omelet, slow roasted Christmas ham or a Mexican flavored chicken breast fillet, Starbucks got your Yuletide feast covered. All best with your choice of any Starbucks beverage. A seventeen (17) layers of crêpe with Belgian chocolate cream filling cake is also a new favorite!

Roasted Turkey and Chicken with Bacon on Cranberry Bread
ROASTED TURKEY AND CHICKEN WITH BACON ON CRANBERRY BREAD
(Below clockwise) CHICKEN FAJITA ROLL, 
HAM & EGG ON BRIOCHE BUN and
CHRISTMAS HAM, EGG WHITE AND EDAM CHEESE ON CROISSANT BUN 

 

 

Chocolate Crepe Cake
CHOCOLATE CREPE CAKE

Hit Your 2018 Sales Goals with Leather-encased Planner


Starbucks Philippines 2018 Planner_4Apart from the leather sleeves that exudes corporate appeal, inside are a stencil ruler to mark important dates and a cleverly-designed calendar that can be folded in a shape of a cup to keep you abreast on your sales performance. May it be naked or sleeved, indeed a motivating and organizing tool to set more sales appointments and scale up more lucrative deals for 2018. Available in “blue and green hues” reminiscent of the calm of the season or the “warm pigments orange” that is as festive as the Kape Vinta card it frames. Which color would you love to own?

TWO WAYS TO OWN IT FOR FREE:

  1. PhP 7,000 single receipt: Bulk purchase of food and other retail items (merchandise, whole bean and Starbucks VIA®, Teavana®) worth PhP 7,000 entitles the customer to one (1) Limited Edition Starbucks Coffee 2018 Planner.
  2. 9 + 9 Stickers: Avail of a Starbucks® Christmas Traditions Promo Card from November 2, 2017 to January 8, 2018 for free at any Starbucks store. Collect eighteen (18) stickers, to redeem one (1) Limited Edition Starbucks Coffee 2018 Planner. Nine (9) Holiday Featured Beverages and Nine (9) Any Starbucks Core Handcrafted Beverage of your choice EXCEPT bottled beverages .*Collect stickers from November 2, 2017 to January 8, 2018. Redeem your Limited Edition Starbucks Coffee 2018 Planner until March 8, 2018, at any Philippine Starbucks stores.

 

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“Hot caramel macchiato in a mug please.”

This year’s Starbucks Christmas menu seemly rephrase this usual plea to my barista. Definitely be spending more of the days to Christmas at Starbucks, may it be a sales meeting or a usual “Coffee is for Closers” off-day. For this season, It would be,

“Hot toffee nut crunch latte in the red cup please. And roasted turkey and chicken with bacon on cranberry bread.”


Starbucks Christmas menu is available by November 2 until January 8, 2018 ONLY. To share in the experience, please visit in stores or online at www.starbucks.ph

Philippines’ only Resort with Chocolate Museum disguises for Halloween 2017 with Soulful Reverie

Fall into a Halloween trance with soulful music resonating around a spooky fun festival.

Fall into a Halloween trance with soulful music resonating around a spooky fun festival. Malagos Garden Resort hosts an enchanting party for the whole family, “Mga Handuraw sa Baul” this Oct 28.

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Apart from the resort’s exciting facilities, Horror house, bazaar, fun games and workshops, “ngilngig” Pinoy indie movies, and food stalls are just some spell-binding enthrallment for this until-midnight-only Halloween party.

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A line-up of local EDM-ish soul music artists is set to daze your Handuraw sa Baul experience. These are Crwn, Clara Benin, RJ Manulid, She’s Only Sixteen, Jensen and the Flips, BP Valenzuela and Anne Mendoza.

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Planning to stay overnight?


How to be there?

You never had this kind of Halloween yet. When you’ll be there, you’ll never be alone. You are never alone. Access at P600.

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BOOK TICKETS HERE: Malagos Garden Resort 

 

3 Reversible Mistakes which make your Sales Pitch Less Involving

Not that you have to be flawless, but just never let mistakes sabotage your journey to a lucrative close.

It isn’t a pitch when it isn’t compelling. Despite of the efforts we exert to achieve this, unfortunate days exist when we sit back to our chair after a hardly jockeyed sales presentation asking “Is my pitch not involving enough?” The answer is yes. Chances are, it may be because of these reversible mistakes.

When prospects are hyped, Closers FORGET to shift to a take-away pitch.

Blame it to your sizzle that prospects seem levitating with your offer’s benefits. But too much fantasized gratification wards off the deal. Be in control. Sense it when prospects are “excessively sold”. Stop and proclaim that your offer is not for everyone to own. This isn’t a perfect system unless the owner knows how to make this work properly (not perfectly) to them. Equalize the prospect’s “too ideal” mental picture by siting drawbacks when your offer is used improperly. Drive them back to reality, then ask for the close. It is when they have settled from the hype and still they love owning the offer, that ultimately tests how sold they really are.

When the buying commitment turns flat, Closers NEGLECT to detour to a negative pitch.

This is why episodic check of the buying pulse should be done during your pitch. Intermittent trial closes (of asking when this is affordable would they like to own it?) helps you gauge how willful the prospects are to pay. This helps you calibrate whether their yes is a half meant no or an absolute no.

Reverse the next trial close. Ask “When this is affordable why won’t you own it?” Stop talking. They have to talk first. Wait. Count till 5 seconds. When they react, listen intently. Deal with their true concern then rephrase the reversed trial close.

Reverse the fact-benefit sizzles. Sizzle should sound like you are letting them feel the fear of missing out. Squeeze in the phrase “should have”. Present a feature which prospects won’t enjoy the benefit anymore since the ownership is not for them. Never ever be a pushy presenter. You know your offer’s worth. You know your work’s pride. You know your skill’s calibre. Yes you are an egotistical closer!

Return the course of the pitch to the pro active tone after ample throws of ironic involving spiels. Observe the difference. Modulate then your approach.

When the prospects have heard enough, Closers FAIL to articulate silence.

Mental pause augments understanding. Don’t be a rata-tata-tat. Be a bang! Stop believing that the more features you say, the more sold the prospects would be. This is why you have to do well on the warm up. To identify which among the features they’ll associate their purchase. Always make it a culture to count to five every after blowing a weighted feature and every after asking for a close. Before initiating the handshake. The silence helps them substantiate their appraisal which boosts their confidence on doing the purchase. It crushes the fear of buying instantly. If you have lay out the benefits well and sprinkle your sales techniques suavely in the pitch, you will not be afraid to let them breathe and think on that 5 seconds. Use these seconds too to prepare what will you say when the prospects expresses another “no but tell me more” remark. Aside from mental pauses, you can also make use of therapeutic space at some instances. Deliberately leave them for a while at certain parts of the showroom or play like you’ll be going to the toilet shortly.

It isn’t a pitch when it isn’t compelling.

Anything goes during a sales pitch and that should be an advantage for you as a Closer. It is your job to facilitate the way your prospect perceives the encounter. Closers equalize emotions, balance logic and regulate expectations. These modulations make the presentation involving. Not that you have to be flawless, but just never let mistakes sabotage your journey to a lucrative close. Especially when mistakes, though are dab and unavoidable, but are detectable and downright reversible.

Mall Parking Transforms into Theme Park for Car Lovers: Ford Island Conquest in Davao

Ford Philippines transforms the parking lot C of SM Lanang Premier into an Island Theme Park with Ford’s top selling cars as rides. Free for all car enthusiasts. The first Ford Island Conquest in Davao, October 6-8, 2017.

Go further this weekend! Ford Philippines transforms the parking lot C of SM Lanang Premier into an Island Theme Park with Ford’s top selling cars as rides. Free for all car enthusiasts. The first Ford Island Conquest in Davao, October 6-8, 2017.

Aims to reach more soon-to-be Ford owners and intensify awareness on responsible driving, Ford Island Conquest is Ford Philippines’ ultimate test drive experience that allows customers to test drive the the company’s Big 3 nameplates – Everest mid-size SUV, EcoSport compact SUV, and the segment-defining Ranger pickup.

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The test drive arena features an outdoor course with a WATER-WADING drive-thru to highlight key features and capabilities of the Everest and Ranger.
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Special freebies, Cash Discounts and Financing deals is available at the FIQ.

“Davao is a strong market for Ford and we are very excited to bring our Ford Island Conquest here after a series of successful roll-outs in Metro Manila, Luzon, and Visayas. We look forward to seeing our customers in Davao experience our vehicles and avail of exclusive offers and privileges, which includes a chance to get a P100,000 cash discount for those purchasing their vehicles at the event,” said Rodel Gallega, vice president for marketing and sales, Ford Philippines.

Bring the whole family this weekend and get to know more of the next vehicle you’ll be using on the next family trip as you Go Further! Take photos with #FordIslandConquest.


Driving Skills for Life (DSFL) : Ford’s world-recognized Corporate Social Responsibility Program


Bundled with the FIQ, Ford’s globally-renowned Driving Skills for Life (DSFL) program in partnership with Tuason Racing School, has enriched the pioneering batch of invited Davaoeno drivers about road and driving safety.

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Participants were mostly PUV drivers, traffic enforcers, students and Ford owners, who posses  critical role as motorists in ensuring that roads and passenger journeys are safe.

The two sessions done on Oct 4 at the SMX convention center was incorporated with a course on Distracted Driving as one of the topics in support of the recently-implemented Anti-Distracted Driving Law in the country.

DSFL is a United Nations-recognized training initiative that educates drivers about smart and safe driving skills to help minimize road accidents and promote fuel-efficient driving.

For more information regarding Ford, its products and Ford Motor Credit Company, please visit http://www.corporate.ford.com.​​ Book your Demo and Inquiry for Davao with Mr. Joseph Ruta HERE.

3 Sales Tips to Close a Deal on Your Birthday

Birthday deals are more of the sentimental ones. A close which adds more celebratory vibe to the date of your birth!

The number of birthday celebrations you had over the tenure of your selling career, is a monumental meld on your closing tale. It is a motivating index of how you had gracefully joggled your chronological and professional ages. Are you really making your sales record better as you are getting professionally older?  How “sales memorable” were your previous birthdays then? Have you ever handed an official receipt to a prospect with the same day that’s written in your birth certificate?

Make it a goal. Close a birthday deal as a part of your enthrallment of the day you were born. Several twitches from the usual non-birthday pitch should be done. Generally, let the prospect know that it’s your special day and that you are ecstatic to celebrate it with them at the other side of the sales table.

  1. imageMake the warm-up easier by ridding off their resistance through self depreciating “hung over” spiel. (BUT you’re not really hung over!)              Squeeze in at least 3 more lines at the tail of your intent statement for this spiel. Casually ask a favor to bear with your head ache and several requests of glass of water during the entire meeting. Don’t make it sound degrading to your credibility. This is supposed to sound that you are being true and fun that they will be hooked on listening to you until they’re signing on the dotted line. Prospects would like you since you are letting them see a human part of yourself, not the salesman you. This is also such a unique conversation starter to befriend the husband. Ask “What’s your favorite drink on your birthday party? Ask the wife about her hung over care when the husband gets drunk. Then topics would just vine. After all, In vino veritas, in aqua sanitas!
  2. Trigger more urgency through “since it’s my birthday discount” (The fear of missing out.) Offer 2 more percent as a “since it’s my birthday”  discount. For example, instead of swiftly offering the full 20% allowable discount, start first at 15%. When they haggle, close the deal at 17%. This is reinforcing the emotion of urgency with personal sentiment of celebrating your birthday. The general rule when negotiating is to prelude every concession you drop with the spiel, “since it is my birthday, What if…”

    If you really like the offer, and since it’s my birthday today, what if I’ll give you two percent more discounts. From 15, you will be saving 17% when you’ll get it today. Everyday isn’t my birthday. Would you take it? “

  3. Bundle a special after sales care on the deal (Mean it eternally!) Add value to the purchase they made on your birthday by extending your after sales availability to them. Include extended after sales services which you don’t usually stretch to other buyers. For example, instead of just giving to them the contacts of the customer service, you could also give to them your email address or your personal mobile number (not just the office number). I even ask them to add me in Facebook or Linked-In. Be sincere and mean this for the rest of your sales tenure. Every time you communicate to these classified buyers, It also whispers a festive reminiscence of your previous birthdays. This even gives you a windfall list of qualified referrals.

Birthday deals don’t necessarily have to be the lucrative ones. These are more of the sentimental ones. The deal you have closed on the day you’re celebrating your nativity. A close which adds more celebratory vibe to the date of your birth! A happier birthday, Closer!

A Closer’s Boot Camp Journal: CrossFit Madayaw

I want to invest in my health this year by upgrading from my home-done calisthenics. I enrolled in a CrossFit program.

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Investing in cryptocurrency and coining my domain are thus far the two most yuppie defining things I started in my yester birth months. This year, I want to invest in my health by upgrading from my home-done calisthenics. I enrolled  in a CrossFit program. This is my inducement journal of the 10-session boot camp.



Day 1 (September 11): Underpromise but Overperform


I was craving for chocolate moist cake,  but I chose the shredded corn and an egg-bacon sandwich. Filling! Protein! Commute time to the CrossFit Box is still healthy for me to eat these. I took the 4:30 PM session.

imageWarm Up started. Coaches were clear on their instructions and playful. They were very motivating like those friends who subtly bully you but really mean the best for you. The stretching routines once again reminded me that I’m not that malleable yet. Thus, I’m setting it a goal that after the boot camp, I’ll be able to perform the toe reach stretch with ease. Stretching helps to lessen muscle soreness post regimen. Thus, improving my stretching abilities would be an asset on this journey. Strength and Mobility drills were bearable so far (Thanks to my home gym routines). I met Regine who made me excited for the next session’s workout of the day/ WOD.



Day 2 (September 16) “Tessa”


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As a decoy for hunger, I ate a Banana cue on my way to the box. Apart from the satiety effect in the tummy, Banana is rich in potassium which is healthy for muscle function. The caramelized sugar is enough for spiked energy for the entire session.

The Strength drills woke me up. We did the Tabata of Hollow rockers and Hollow body holds. It crushed my core. It felt like my ab muscles turned concrete like quick-dried cement then are cracked again in every rest. The WOD was charming. We agreed to do it all the way to 7 but she made me pant so hard at 3. Tessa was a sadist.



DAY 3 (September 18) “Cheyser”


imageMet the Man Maker. She sucked all the energy I stored for 48 hours for just 3 rounds. Cheyser was consuming. Decoy food: Steamed corn.



DAY 4 (september 20) “Marynel”



imageWas my first to try the 8 AM session. Sipped a cup of black coffee and ate two pieces of bananas before going to the Box. I took out a beef burger with egg on my way too.

The Strength drills and the KB swings with Nel made my lumbar muscles sore up to now. However, Nel was downright ideal. She had me exhausted. Then, she also had made me rested with ample intervals she knew wouldn’t make me pant. She toned. She sweated me up. Marynel was all I’ve wished for.

Spent more time at the gym after the session. Had a meaningful talk with Jazzie about her passion for blogging. Our talk with Coach Catz was revealing. We had some free training tips from him. We also learned that he is one of Hidilyn Diaz‘ coaches. Yes the 2016 Filipina Olympian. A matter of fact, they are actually cousins. That made me feel more confident following his weightlifting instructions. Coach Catz is an asset of this Box.


DAY 5 (September 21) “Hadjriah”



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Took the same schedule like that of Day 4. I had a cup of coffee with cream before going. This was my last session to punch half of the boot camp program.

I was euphoric during the Warm Up. I finally got the first try of the Rowing machine which has been flirting with me since Day 1. The warm up drill was written “1000 meters row, 0.8 mile run”.

Accomplished all what she wanted me to do during the WOD. Just like a servile high school lad who first courted a girl you’d thought you would die for, I did it all but she never appreciated it. She made me feel that those sweat and tetanus aren’t still enough (physiologic tetanus). I swear I kept on trying until I was tired enduring twitch after twitch. She was more than a sadist. Hadjriah was indifferent. I devoured then a quarter of flame grilled chicken with three cups of rice.




*Updating this session after session. CrossFit Madayaw will also be opening their branch in Lanang this October 9. A healthy news for Northern arms like me!