As a lifelong student of the sales game, I’m always arming myself, my sales team and my clients with wordtracks that if memorized and used, can help when you are in heated sales negotiations.
The key with wordtracks is to not only memorize them but use them on a regular basis. If you do phone, car, or real estate sales and you find yourself needing a quick comeback for an objection, a wordtrack can save you in a pinch.
Remember flash cards in school? Think of wordtracks like flashcards. The faster you get at spitting them out, the more sales you can close using them.
I’ve come up with 7 of the best wordtracks I know. These are my personal go to closes that I use regularly. Yes, they may seem simple and that’s exactly why they work. The less complicated you make the sale, the better.
1: I completely understand where you are coming from, sign here.
Sounds too easy huh? Truth is, this wordtrack works more often than you’d expect. It takes confidence to look a prospect in the eye, right after they handed you a bullsh!t objection and still close them.
This close is not for the weak. Often times the prospect just wants to feel your confidence in getting the job done. Using this wordtrack with them usually opens their mind to how foolish their objection is.
2:One day you’re going to go from just looking to buying anyway, let me save you the time and turn you into a client today. Let’s roll!
The “let’s roll” on the end is crucial with this one. It keeps the momentum and energy flowing. Look, they wouldn’t be looking at what you sell if they didn’t like it. Why people deprive themselves in the ways they do I’ll never understand.
They are most likely going to buy what you sell in the near future anyway, why not make them a buyer today? This will not only free up their time due to no more looking around, but it will give them the happiness of ownership.
3: You can absolutely talk to your spouse, would you like to use my office phone?
Oh god, they hate it when you call their bluff and pull this one on them. Even worse is when they say “I’ll talk to her at home we need privacy” I always say “privacy? no problem you can use my office.”
Most of the time the spouse knows they are shopping and has already given the go ahead. The spouse objection is simply a stall tactic 9 times out of 10. Don’t fall for it. Remember, closing is a service. It’s a favor to the prospect.
4: I like where your head’s at and the numbers you came up with but this is a real deal and the best one I can give you. Sign here.
People always (thanks largely to lies on the internet) have lower numbers in their head than what’s real. They forget taxes, fees, and whatever else they don’t take into account. Then, they always act shocked when your numbers, the real numbers, are higher than the mystical numbers they made up.
It’s your job as a salesman to show them the real math and get them to understand the numbers they have are wrong. In a cool way of course. Be calm, do the math and build value to show them it’s worth the cost.
5:I’d say the same thing if I were in your position but we can get all this done now and stop prolonging the pain. What’s next?
The “what’s next” is a big part of this. Again, it keeps the momentum up. When you over come a big objection by using this wordtrack, you’ve got to keep them moving or they might get offended.
This close can be used when the prospect has a lower expectation of price than what the price really is. Simply agree with them that you’d want that deal too, and then show them why it’s a good idea to buy today.
6:My job is to make sure you’re happy with your purchase. I take my job very serious. What can I do to make you happy today?
Good customer service can really help close a sale. The law of reciprocity is strong if you go above and beyond. Now, of course, there’s always sociopaths who don’t care, but the majority of people appreciate being treated right.
This close will also let you know what their expectations are, assuming they tell you what would make them close. Even if their numbers or wants are way the F off, keep working them towards the middle and show them you’re on their team.
7:You can’t lose. The consequences of this decision can only bring happiness to your life. You do deserve to be happy don’t you?
A good deal is a good deal. If you know you’re giving them a great deal, they know you’re giving them a great deal, just F’n close will you!!! If you’re attempting to close on a win win or a win in the client’s direction, don’t be afraid to show them why they are winning.
People love to feel like they got over on a salesman. I learned early on to exploit this and make them think I didn’t know what they were doing. Meanwhile I’d always be two steps ahead. People love to win, show them a win and close them!
Now that you’ve got some new wordtracks to use in these everyday objective situations, use them. They won’t do you any good if you don’t move your lips and say them to living, breathing prospects.
Again, I know they may be simple but keeping it simple keeps it selling. Trust me on that. Simplicity sales. That’s why super hero movies sell and documentaries don’t. Simple. Sadly most folks are simple and that’s what they need anyway lol.
If you’re looking to step your sales game up with wordtracks, strategies and methods that will enable you to close more deal, I’ve got my Show Up and Close program that will change your life. Seriously, I’ll even give you some free videos in advance to prove it. Simply go to www.showupandclose.com
