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.

How to Arouse Emotions for a Surefire “IT’S-A-YES!” Proposal

The more emotions strategically triggered, the more relevance the offer inflicts to the prospect’s life. Thus, the more value they place to your package. Value which then dictates not anymore as to whether or not they’ll avail your offer, but rather the quality of their paying arrangements to your proposal.

When a novice is weaned from the mock pitch to the first actual sales table battle, I often suggest to treat the whole sales experience as a courtship. Prospects are wooed by a suitor who isn’t servile, without affectation and knows his and his package’s worth.

1. Tease the Hot Button – Identify their passion the soonest you can. Drive the pre-pitch pep talks to the mood which make them verbalize their hobby or the non-work related association they are in. One’s passion is an affect booster. It is the core matter in the warm up.

☝🏼️motivation, advocacy, stuff they cant live without, things they collect.

2. Whisper the Opportune Words – Choose your words so strategically. Hoard a pre set of words for your pitch which then you’ll pick from to be the most suitable to your guest’s profile. There is a specific term in every intensity of an emotion dependent in every shade of behavior.

☝🏼️synonyms, superlatives, words of positive association, connotations, jargons, colloquial terms, technicalities.

READ: Sales Strategies from Reading Crime Novels

3. Pant the Metaphors – This enhances involvement, clarity, agreeability and empathy. Articulate the benefits of the offer with comparisons to things which are familiar to the prospects. This calibrates how relatable the pitch is.

☝🏼️ Simile, symbolism, personification, reckon, equate, compare

4. Indulge in Sizzles – Describe experience by appealing to the human senses. The kind which startlingly creates imagery. When the brain starts to visualize, One’s behavior (choices) stretches to turn the imagination into reality or at least nearest to what’s real.

☝🏼 detail, customize, articulate, pause, gestures, voice, facial expression, eye dynamics, motion.

5. Foreplay with Sob Story – Identification is powerful. It assures the ego of being safe and correct. Making someone see their selves in you increases affinity. It makes them nod. It makes the meeting feels so right. People love their selves and so as someone whom they see their selves like.

☝🏼️ Turning points, similarity, defining moments, coping, common grounds.

READ: Boost Charisma through Sob-Credibility Story

6. Be kinky with Hypotheticals – It’s like a spot psyche quiz so you would know the philosophical facets of the prospect. Dissect and use the answers of the following to intensify effect of emotional triggers. “What if”, “If you were”, “given the chance” “if you could just choose between… Why?,  “If you could go back to that time when…”.

☝🏼️Fears, frustrations, austerity, delayed gratification, morals, logic, frugality, survival instincts, defense mechanism.


There is a specific term in every intensity of an emotion dependent in every shade of behavior.


Emotions are denominations of every relationship. The more emotions strategically triggered, the more relevance the offer inflicts to the prospect’s life. Thus, the more value they place to your package. Value which then dictates not anymore as to whether or not they’ll avail your offer, but rather the quality of their paying arrangements to your proposal. Done deal!

READ: How Saying “I LOVE YOU” to Your Prospects Leads to a Sale

5 Classic Sales Movies that Coach You Hard to Close More Sales

Strategically, a watchlist every sales person should replay per year-start.

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Your first handshake during the meet and greet is like the director saying “Ahaaaaaction!” It warrants a specific version of yourself who is of course still natural and spontaneous but versatile to the distinctness of the personality of the prospects you are about to make an emotional encounter with. Right then and there, the prospects become both your audience and your co actor. The encounter becomes a movie where you are an actor (A), the writer (W) and the director (D) in one body of a true master Closer. Such, lead me to look for more Sales Tip resources aside from books.

I love reading books. However, a motion picture which graphically shows how specific remarks are executed would be a booster from the spiels you read from texts. The following movies are ranked according to the weight of sales insights I personally appreciated after watching.


5 – THE PRIME GIG, 2000

 CLOSER-ACTORS: Ed Harris, Vince Vaughn (D) Gregory Mosher (W) William Wheeler

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Penn’s pitch to Evelyn is too involving that their conversation via phone seems like an in person encounter.

I always fantasize a movie that depicts the sales industry I am in; the one-call close selling of Timeshares. This film is the closest to my field thus far. Penny’s (V. Vaughn) first sales career in the early scenes was in a vacation coupon telesales where lines are something every Timeshare closer can relate to.

The main reason though, why this is on this watchlist, is because of how excellently Sob-Credibility story is filmed. Replay the Evelyn Feller Close and this is a perfect case example on how to master using Sob Story to close your deal.

READ ALSO: HOW TO: Boost Charisma Quotient through SOB-CRED STORY

Remember: On WEALTH.

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4- TWO FOR THE MONEY, 2005

CLOSER-ACTORS: Al Pacino, Matthew McConaughey (D) D.J. Caruso (W) Dan Gilroy

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Rewind to this scene, Brandon Lang (McConaughey) closing a bet through a Pina colada.

Take note how the Pina Colada Close is executed here. Learn how knowing your prospect’s favorite stuff drives you towards a smooth sale. Involvement!

This is the only on this list which is  almost a Biopic film since some scenes are inspired from true events. The movie does not actually convince me to be worth listing here if Walter’s role is not portrayed by Pacino. His acting prowess makes the coaching more effective to the viewers as he delivers his lines weaved with pitch spiels and winning mindset.

 Remember: ON PERSISTENCE
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3- WALL STREET, 1987

CLOSER-ACTORS: Michael Douglas, Charlie Sheen (D) Oliver Stone (W) Stanley Weiser, Oliver Stone

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Replay this scene and learn how to make negotiation sounds like you are making a favor to you prospect and win the haggle. Coined this as “You-brought-my-mother-into-it” Close.

The most awarded film on the list. Douglas’ performance is indeed worth an Academy Best Actor here. His character Gordon Gekko, is 24th in American Film Institute’s 100 Years, 100 Heroes and Villains while his line about Greed is also listed 57th in AFI’s 100 Years, 100 Movie Quotes.

Scenes which dramatize sales techniques from Sun Tzu’s Art of War are also entertaining and stimuli for rewinds. Sheen acts perfectly like he is Robin and Douglas is Batman. The only reason why this is not on the 1st rank is, the next two movies have more prospect-closer scenes which Closers would really appreciate. But then with emphasis, this film is with great acting and sales content.
Remember: ON GREED
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2- BOILER ROOM, 2000

CLOSER-ACTORS: Giovanni Ribisi, Vin Diesel (D) Ben Younger (W) Ben Younger

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That rebuttal for “I have to ask my wife first”.
Tagged as the Wall Street (1987) counterpart of the 2000s (Millennium), Boiler Room perfectly depicts the sales deck scenes of hard selling and overcoming objections.
This film truly shows several scenes which Closers could identify and learn from. You smirk when you recognize a tactic you already did to a prospect while you nod when you learn something new to use on your next pitch. Lots of scenes to rewind. From Vin Diesel’s Benadryl Take Away to Ribisi’s Captain Crunch “I have to ask my wife” rebuttal.
Remember: ON BEING A CLOSER
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1-GLENGARRY GLEN ROSS, 1992

CLOSER-ACTORS: Al Pacino, Alec Baldwin, Jack Lemmon (D) James Foley (W) David Mamet

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The James Lingk – Opportunity Close monologue by Ricky (Al Pacino) was the most persuasive spiel this sales film had.

The second Pacino-starred movie on the list. Baldwin’s cameo will never be in oblivion. Scenes owned by Lemmon will always be compelling. Ed Harris, who is in the 5th film, Prime Gig did another splendid antagonist Closer role here.

This is a motion picture version of a play script by David Mamet that won the Pulitzer Prize in 1984. Script is based on Mamet’s experience being previously in a sales workplace, which makes this production appeal so realistic to sales persons specifically to real estate agents. From handling slump, honing a positive mindset, competition, red leads, handling cancellations, undoubtedly, a topnotch in both cinematography and sales coaching material. For me, the most classic among all classic sales films so far.

I’m going to tell you something. Your life is your own. You have a contract with your wife? You have certain things you do jointly? Bond there. And there are other things, and those things are yours. And you needn’t feel ashamed, you needn’t feel that you’re being untrue. Or that *she* would abandon you if she knew. This is *your* life.

Ricky Roma’s haggling spiels after James Lingk declared cancellation of his purchase the day after he signed the dotted line because of his wife’s disapproval. Use this when you overcome a one-legged attendee’s can’t decide objection. 

Remember: ON TACTFULNESS

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These films serve to me as reinforcements. Concepts from your readings when demonstrated like in the movie scenes turn you to be an effective doer in real life. Flawlessly portray your role in every sales table you have to close a deal on. Be a hall of fame Academy Best Actor throughout the befriending-pitch-objection-rebuttal-closing performance.


Do you have your own sales film watch list too?  Comment your favorite sales film.

3 Compelling Biopics to Redefine Your Sales Persistence

“CHANGE THE CONDITIONS and you will cross that line. The line that you said you wouldn’t cross”  -Joe Hunt, Billionaire Boys Club (1987)

Christopher Gardner, Joseph Henry Gamsky, Bill Porter – Real to life closers who know no hindrance to close a sale. May it be sleeping overnight in the subway toilet with a 5 year old son, selling door to door in a 7-mile neighborhood daily with a stiff-knee gait or even killing not just once. Watch and you will never know how to listen to your excuses. Not anymore.

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3. Pursuit of HappYness (2006), played by Will Smith

The only theatrical film on this list, you might have watched this and you will agree with me that replaying it would still be a tear jerker. From losing the trust of your wife to queuing for a shelter room every after your sales shift with your 5 year old child, your luggage and that bulky bone scanner. Really inspiring sob.

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2. Billionaire Boys Club (1987), played by Judd Nelson

Made as a television movie in 1987, you will find yourself checking your sanity every time Joe speaks a word. Scenes perfectly manifest his tenacity to be second to no one. From a nerd debater in high school to a splendid brain washer founding the BBC. This definitely is a movie that triggers Morality Check of a closer’s sales persistence. When does persistence decoy a sinful greediness? Lot of closing skills to learn. I had a long list while watching. Did he really kill for an immense wealth? As to my verdict? Well, there are no absolutes. There are no black and no white. Just shades.Watch it Now.

“You won power over a person through the knowledge of two things, Joe explained: One was what they wanted, the other was what they feared.”

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1. Door to Door (2002), played by William H. Macy

That line from Bill’s acceptance speech being Watkin’s Salesman of the Year in 1989 may be too simple, but when you reach that scene while watching, you find your tears like dewdrop per second. Both this TV movie and the array of documentaries featuring Bill really make me extremely inspired. Bill Porter indeed is the only of his sales persistence caliber. He has Cerebral Palsy. He is a top Salesman. Legendary.

These are compressed version of the circumstances these closers encountered. A reel from the real struggles for the sake of the art of motion picture. You might have been once like Chris, Bill or Joe. You may be like any of them in the future, or yet your kind of persistence is even stronger than theirs which the world have not known yet.

Would you do the same choices they did? Same dose of optimism? Same dosage of resilience? How challenging you are facing now compared to theirs?

Crossing the line is all in the mind.


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COMING SOON: Billionaire Boys Club would have a theatrical film version this 2016 which will be starred by Ansel Elgort as Joe Hunt. Judd Nelson, who was Hunt in the 1987 TV movie will be the father of Joe. Kevin Spacey will be Ron Levin while Emma Roberts as Sydney, Hunt’s love interest. “As we were writing this, I thought, ‘What if ‘Wall Street (1987)’ became ‘Alpha Dog (2006)’ halfway through?” James Cox, director said.

I hope the 2016 version would not neglect the sales skills every salesman could learn from Hunt’s real-life closing prowess. I will be watching this. You too, right?

HOW TO: Strategize Handshake to get a Genuine Sales Commitment

The impact is strategically deafening.  An impact which prospect essentially feels what something isn’t told since the message is meant to be uttered simply the way you hold.

“The impact is strategically deafening.  An impact which prospect essentially feels what something isn’t told since the message is meant to be uttered simply the way you hold.”

Nostalgic from my kindergarten years in a parochial school, a handshake would spare us from the rod of visiting the principal’s office every time a quarrel erupts with a fellow brat (I am not that notorious though. My seatmates are). During my high school years’ debate championships, a handshake described as “traditional” is always requested every before the adjudication is exposed. Both depicts the same essence of handshake from an archaeological remnants of the ancient Greece. It suggested that handshakes are originated as a remark of peace to prove that both soldiers’ hands aren’t any more in possession of any war weapon.

In the sales world, handshakes generally signal a done deal. Exhibit that both parties have no objections to raise any more, just like weapons – Metaphorical. Thus, both ends are at peace for the consensual choice. Nice to imagine right? I guess all sales people would love to end every pitch with a closed deal handshake, but as they said everyday isn’t Christmas and not all prospects are Santa Clause -Real.

Handshake is actually an intra-pitch sales tool. Not just a pitch ender gesture. Not just a done-deal ritual. It is a tactile commitment thermometer. It has variants. A sort of calibrations which should be fortified with deliberate sensations of timely, compelling emotions. Here are some.

1. Handshake of Warmth : (fully grasped, snappy gentle press that moves briefly up then warmly down)

The default handshake during the meet and greet. Yes. Contrary to the conventional too constricted grasp on the first meeting, a snappy soft press that moves briefly up then warmly down shake is an irresistible prelude to a promising emotional encounter. A nonverbal starter of how much you care for every person you meet. Remember John Maxwell said, “People don’t care how much you know until they know how much you care.”

“Mr. and Mrs. Filo? I will be in charge of you today. I’m John, how will I call you? the way your friends call you perhaps. (longtime friend smile)? (When they’ve given you the nickname, Offer this handshake smoothly then,) Kindly follow me “nicknames” so we could start?

Never be extreme yet on the first palm to palm. Too constricted grips signal dominance and negative appeal. Remember like in the 1st round of boxing, you are still trying to gauge the kind of personality you’ll be dealing with. The safest approach is to assume that humans love to be greeted with a felt welcome. Offer an emotional hand first – that is the rule of thumb.

HOW THIS LEADS TO GENUINE COMMITMENT: So, you have just meet your prospects. That means, you don’t mean the buying commitment directly yet on this shake. What you wanted to achieve here is to establish a promising committed relationship. Being sincere in your welcome makes the prospect feel valued. Their time, their presence, their commitment which they adjusted to see you for the appointment. This helps them feel comfortable of the atmosphere they are in for the rest of your talk. When they are just rightly comfortable, they feel the encounter is healthy, that meeting with you was a right choice to do. Subconsciously validating that the time commitment they’ve set within their mind of meeting with you, was worth doing so. Collaterally, preconditions their confidence and trust. Precursors for the later commitment you will be asking from them – the owning commitment. Just don’t be too servile to be warm. All of us has that reptilian part of the brain that alarms paranoia and that’s too unsurmountable to fix when activated this early of the encouter. Don’t be too sincere to be genuine. Use this shake with a smile from an old friend.

2. Handshake of Control: (firm, fully grasped, whole grip shake with the brief up and steady down movement)

The so called anaconda constriction is obsolete. Treat this as the millennial version though. Done to emphasize an agreed point, make it just a fully grasped firm shake with the brief up and steady down movement. Note that as you drive the meeting to a closed deal, you have to precede that with series of trial closes. This shake is the trial close ender. The most shake you shall do to increase agreeability and test the owning commitment. This is the gesture thermometer of how much the prospect means the commitment they are showing. Reciprocally, this also shows the prospect how much you mean business, correspondent to their affirmation. Do this shake every after response of your prospects from these sample of closes.

“Does that corner of the unit makes your children more comfortable when they play? So when we can modify the terms to be more breathable for you, would you love to own this house?”

“Aren’t you glad your knowledge about the potential earnings of this concept is clearly laid out versus the compensation plan of other MLM concept you have listened to? Which do you think is more lucrative?”

“It must have been self-assuring to feel that you have known a way to actively sustain your family’s welfare from this day on. No one would want to be guilt ridden in this lifetime, would you agree?

Use this shake too as ender of your intent statement or rules of the game before the start of the pitch. A ritual of agreement which reflects your trustworthiness and professionalism. Do this shake after intent statement like this:

“Our company has proven that inviting couples like you tonight for a personal presentation is far more cost effective than airing our hotels in the mainstream media advertisement. I had deliberately planned to make your time worth interacting with me by customizing my presentation to be efficient. This how it goes… obviously I have been flexible to my pacing specific to my guests every night. I could actually fasten it according to your comprehension but undoubtedly, my presentation shall never be hurried. Don’t you think that’s fair for both of our time?

HOW THIS LEADS TO GENUINE COMMITMENT: The aim of the grip’s firmness is to send a mark to your prospect’s side. Such grip means business and commitment. It is an imperative to let them feel the difference of this handshake to the others. You don’t intend to be warm here or any. You intend doing business. This works as a professional intimidation for “Strokers”, the all-yes, ends-no prospects. You may spiel after this shake, “I’ll hold on to what you just have affirmed”, “You said so” or a sharp third part story of, “My guest yesterday also affirms perfectly the way you do with that handshake, but ended up still not really meaning it. I wonder how people like that still possess credence with their face lifted high. What do you think of those kind of people?” Let the good and the bad in them go out. You wanted to extract which is the genuine and the masked behavior your prospect has. When you are able to identify which, manage it to achieve veracity. A stellar moment for genuine affirmation. Handshake of choice for a fellow sales professional, businessmen and corporate executives every time you agree to a point during your pitch.

3. Handshake of Empathy: (soft compassionate grip, with brief up but the down movement sticks a second or two to the prospects hand while looking straight to the eyes)

A detector of the authenticity of an objection. Like the Warmth Handshake but with the probing eye contact straight to the prospect’s soul. A soft compassionate grip, still with brief up and down movement that sticks a second or two to the prospects hand as you gaze through their guilt reflex.  This simply senses for a sincere heartbeat. Prospects are seasoned in masking objection to stall you from involving them, especially when you haven’t establish the need and had pitched prematurely. Probe for the sincerity and never be sold to their Mystique moves. Mourn with them but still qualify the truth. Regardless of finances, prospects will all purchase when they are sold. You have to detect should they are lying so you can detour to another approach. Ask. When they seem hopeless of availing the offer, find out the truth behind. Apply a negative trial close to further your probe.

“When it is affordable, why you aren’t seeing your family enjoying such benefits?” Ask then wait for the response. Whatever is their concern, consider it but don’t believe it yet as true. Empathize by offering this shake so you can feel the guilt free-ness of their reflexes.

HOW THIS LEADS TO GENUINE COMMITMENT: They aren’t saying more YESES. Treat every first objection of its kind as genuine and empathize with it. Then probe its believability and proactively overcome it. Handshake of Empathy is two faced. (1) Whenever they are honest enough base on your probing prowess that it isn’t affordable to them, it is proactive that you treated that with compassion. You could then offer a more affordable package and terms, then close. That works to all objections too. Empathize. Then, be compassionate on their concern. Overcome. Then sense and probe the prospects’ reception. (2) When their objection seem deliberate just to stall the closing, isolate where is really the hump of your game plan. You may not be real friends yet. You haven’t really establish their need to your product or your pitch just tend to sound so pushy. Detour. Do something strategic as soon as you sense this so you can achieve a genuine sales commitment.  Note too, that there are minor objections specific to your guests’ concern which just simply warrants empathy and could be set aside. Just be meticulous.

4. Handshake of Regret: (fully grasped compassionate press with a sad-for-them affect)

The Take-away close handshake. It is like you too through this shake, conceded that your offer is too nice for them. That they feel they are one of those who isn’t for the benefits.  A shake of take away to the still negotiable prospect and a shake of goodbye especially to those kind of prospects who are really close minded after all the time you have got for a head to head (Admit it, there are really prospects like that.). The least is, you never appear pushy or a loser.

Shake hands with pity, tap their shoulders, with sad affect looking at their eyes. “I knew this is not really for everyone who liked it.”

HOW THIS LEADS TO GENUINE COMMITMENT: So the prospect said NO. This too is two edged, the “now it’s deal” and the “still no deal”. (1) You wanted to pose a take away. Inflicting a fear of loss over a hope of gain emotion. Let them feel that you who let them feel the benefits were beneficial to them through your involvement spiels, is the very same person letting them realize those weren’t really for them. Let them feel their dreams and aspirations were robbed in front of them. Trigger their gratification and ego whether they would do actively about it and save their dreams as you offer them a more breathable customized package.  (2) The flip is, they said no since they didn’t really appreciate the benefits you were painting. They remained resistant. All are exhausted this time. Both your time and the ways you could’ve done to sold them. Your mission here is to retain pride for yourself and for your offering. Don’t let them bring home an image of you begging for the benefits for them because that appears like you begging for a commission. Have pride that your offer isn’t really for everyone but it is your passion to let every breathing pocket appreciate the worth of your product. After all your plans has been consumed, it is then their call. Still, head’s up!

5. Handshake of Belongingness: (Firm congratulatory shake)

The done deal with a pulse. A firm shake which congratulates their educated choice of availing the benefits you have already knew that they deserve. The shake which you envision to do every after you ask for the sale. The most shake you will do every sales week. Be collected not to be so overwhelmed and proud. Contain the euphoria later on the after wave meeting. Appear like you have expected the deal, yet be happy for your prospect’s ownership.

“What if I could stretch the offer like this, isn’t it more comfortably affordable? (Wait for response) Who shall be the principal owner? (Affirmed with either’s name) How would you settle that, card or cash? (Card) Offer this shake and ask for the paper works.

HOW THIS LEADS TO GENUINE COMMITMENT: So they finally said YES. Definitely this seals the genuinity of all the commitment-gathering handshakes you did throughout the meeting. So how this leads to genuine commitment of your next prospect? Remember the entire responses you have experience from the very first handshake you did for this “now-owner” and use it to calibrate your next handshakes for the next prospect. This is then the start of you commitment in the post sales care and owner referral optimization. Be ready then on your next handshake partner, your next close.

Bridge hands over the sales table. Be sensitive with the closing intuition every time you grasp a prospect’s hand so you can articulate strategic modulations to let your message reach across the hugging palms. It takes practice to be an expert, increase your score on your daily pitch.

As you ornament motions along the pitch, include handshakes which are pertinent to the emotion you wanted to trigger. The impact is strategically deafening.  An impact which prospect essentially feels what something isn’t told since the message is meant to be uttered simply the way you hold. That impact is a closing silencer.


POINTERS

Handshake with eye contact. Look through the eyes not to the hands.

Don’t shake with not same hands. When guest is left handed, re-offer a shake with your left hand.

Don’t shake half or digital reach. Offer a hand again. Full grasp. Whole grip.

If sweaty, have a table side hanky. Be self-deprecating enough to orient them before hand in the meet and greet.

For Islam clients, exempt the wife from the handshake and start your connection stating that you have known from a previous Islam couple that handshake isn’t really ethical in their custom.

Asians prefer weak handshake. Scandinavians shake firm.

Instances when you were offered with a handshake, stand and shake hands stating your full name.

Hand wash every after presentation. Have an alcohol or hand sanitizer at table side always.

Little Known Sales Secrets of Cafe Floorings

Watch your step!

There is more to this warning than being careful. Sometimes, it simply suggests to look what meets your gait down there. People choose the way where we are walking in. We are able to choose through looking at it whether by far as we approach our destination or just simply looking down to check where we are at the moment.

Whatever is catchy to our eyes affects where our next step is that leads to where we wanted to be. I am not even an expert in the coalescence of interior designing and marketing. However, in almost every off-day I spent in cafes, those which I also admire their floor materials of course, and with the sprinkle of sales theories incurred from work, I happened to notice the behavior of customers relating to the floor characteristics they choose to trot in. A natural, so human response as basis on the latest trend on sales and flooring.

1. Set JUST fronting the counter. This is where the guests queue for their orders. This attracts them to approach directly near the counter without being too obvious that you want them to swiftly choose and pay their orders as they near the cashier. They are simply pulled (not pushed) to the sales by the optical attraction. It simply signals that there is the finish line. That’s what you are here for and there’s a monetary exchange of what you have chosen.

Orient your crew to ask a choice close question from your offerings whenever a guest consciously or unconsciously stepped in the flooring. Hot or Cold? Snacks or Heavy meal?

Not “How may I help you?”.

It is even ethical to ask since the floor is fronting the counter right? It is an assume close that they will cast their orders since they are already standing front of the menu just above the cashier.

image 2. PATTERNED LIKE A PATHWAY/ ISLE/ POINTING from the entrance to the counter. This shows warmth of welcome, belongingness and confidence of knowing which way they go. This is even helpful when owners don’t have a lot of service crew who welcomes and escorts guests toward the counter. The guests feel every step they are taking without realizing they are simply guided going towards the counter to start the sales relationship sooner. This avoids them from sitting first on the chairs or go to the powder room and might change minds for another cafe.

3. SET IN AN ONLY CORNER/ TABLE. After gratifying their choices at the counter, it’s time now to experience the table memoirs. There must be one corner where there is a unique flooring. Not all customers could step in whenever it’s already occupied. It triggers envy to other customer and curiosity on how does it feel being on that spot. They will remind their brains to be back and be the first to sit next time. The it-is-not-for-everyone kind thing. This is more of an ego stimulation.

12170662_10207967754699623_1801235346_n4. TABLES NEAR WHERE THE AD STANDS for newly launched menu inclusions. As they stay longer because of the comforts and exclusivity that floor emits, they could glance through the new offers and would be triggered to try it from being lured of frequently looking to it. Curiosity and information in one plot drive to a new sale. Guests are simply clung to that corner nearer your promotional materials because of the floor effect compared to those on the farther/ to the rest of the other tables.

The satiety and taste and service of your offerings and personnel respectively are totally another substantial stories. Consider those enumerated. Even flooring of your establishment says something to your daily yield if not, gives great anabolism of your hard earned capital. And remember always keep these floors tidy. This is now one of your trademarks and it should be walk-able whether with a footwear or just mere soles.

Trust me, those really work. Those what I always feel whenever there’s a new cafe, with extraordinary flooring around.