The one thing you absolutely need to do this summer….

My family and I just got back from a 10 day vacation and let me tell you it was so worth it. During that time I made it a point to stay away from the internet and TV.  I can’t tell you how relaxing mentally that was for me. So, if you have not already taken time off or if you do not have any vacation plans yet for this summer get going and plan something. It will make all the difference in your performance and production when you get back.

Now, as most of you know I am a voracious reader and I spent a good deal of my time reading. The one book that I chose to read was, “The Last Lecture.” Many of you may have seen the You Tube video of Randy Pausch’s last lecture and know that Randy had Pancreatic Cancer and during the time of the presentation he had 3-6 months to live. Unfortunately, Randy passed away not too long after he gave his last lecture  but before he passed away he was able to put a book together titled “The Last Lecture.” After reading his book I took away one thing and that is, time here on earth is precious and in order to have a fulfilled life you need to dream and live out those dreams. I don’t care how old you are it is never to late to start dreaming. Do me a favor and this summer when you are vacation taking time away from all the chaos of the internet and news do some dreaming!!!

P.S. If you would like to share some of your dreams with the rest of us feel free to leave a comment.

Coach Dave

The Art of Closing

Last week we talked about the 5 Steps to Successful Selling and I wanted to finish it up with the last two steps. Just to recap the first three steps were:

I. The Importance of Personal/Professional Development

II. The Necessity of Prospecting

III. The Power of Planning

Okay, well step number four is The Art of Closing. Step four is probably the step I see trainers struggle with the most. The main reason for this is trainers try to wing it and don’t use the proper tools and techniques.So here is step four and if you want to increase your sales become a master at closing.

A.)Prepared Presentation

  1. Develop rapport
  2. Establish credibilty 
  3. Enforce the need

B.) Closing Techniques

  1. Sampling – puppy dog close
  2. 3 questions – Do you see the benefits, Interested in benefits, and when do you what to start?
  3. Need/Desire and the “time door” 

C.) Closing Tools

  1. Special offers
  2. Supporting materials