I could write an entire book on this subject alone!!!
What MASTER CLOSERS have, is the ability
to read a situation, better than anyone else.
Most are not born with it.
It is something that must be learned.
It must be exercised regularly just like muscle.
If you do not work on your ability to adapt to unforeseen circumstances, that can, and will arise during your presentations, your KINDA DONE.
Let me present you with the actual DEFINITION
of what ADAPTABILITY MEANS.
a-dapt-a-bil-i-ty.
noun
the quality or capacity, of being able
to adjust to changing conditions
Ladies and Gentlemen,
for Master Closers it is not a noun,
IT'S A FREAKIN VERB!!!
You feel me here?
When Salespeople say things like...
"Bear, you make it look easy, you just know what to say
when the customer gives you an objection."
It makes me wonder how committed they are at wanting to
be a professional salesperson.
FYI, that all came by practicing my craft.
I treat it like continuing education.
I consistently play out scenarios in my mind,
of potential protest or opposition that I may encounter.
I write it down, and have the closest person in the office,
or my home, be the potential customer.
Hell, if no one is around, my dogs or a chair will have to do.
Don't be afraid to role play with people at your company.
All GREAT MASTER CLOSERS do it.
As a matter of fact, MASTER CLOSERS do it all of the time.
There is no embarrassment in it.
You know what's embarrassing?
Some ridiculous, small ass commission check!
A commission check that is so small;
you could
"give it to the kid who cuts your lawn to cash."
Now that's embarrassing!!!
If you do not become comfortable with uncomfortable situations, you are in for a very difficult time in the sales business.
ADAPT, ADAPT, ADAPT
Again, you need to get comfortable,
being uncomfortable.
You intentionally, "during your practice sessions,"
MUST ABSOLUTELY place yourself in situations,
that make you mentally figure a way to handle
the concerns and objections of your customer.
If you have practiced it enough times,
it becomes reflexive.
You literally do not even need to think about it,
it just naturally flows from
the library in your mind.
Those who practice their craft always become better at it.
Nowadays, with things changing at the speed of light,
you had better be able to adapt, or you will be left behind.
Professional sports teams, believe that practice
is essentially vital to the success of the franchise.
You know why?
CUZ, IT'S A FREAKIN BUSINESS.
Football teams run a play during practice
over and over and over again.
Why do they do it?
They do it, so they can run the play, "WHEN IT COUNTS."
Success leaves clues guys.
You are your own franchise...
You as the professional salesperson are a business.
Practice is vitally important for Professional Sporting Teams,
however, it's actually more important for you.
You are the C.E.O of your business.
The only person accountable for
the success of your business is you!
THIS STUFF TAKES PRACTICE.
If you do not have in your current skillset the ability to read a situation, find the "hot button," or "find the pain," your not a Master Closer, you are an order taker. If you get uncomfortable when someone challenges you on the price of your product, and you cannot defend it, you need to up your game.
You need to be like the skier, who sees the moguls
coming up on him at 50 mph,
who possesses the talent and proficiency
to bounce from one to the other, without skipping a beat and making it down the hill.
If you want to be a Master Closer, you must possess the talent and proficiency, just like the skier, to navigate the moguls given to you by your customers.
As I have said previously, if you are the type of guy or gal who is content on "just handin' out cards," and hoping that someone will return your call or come back on the lot. You need to change right now, get your head "in the game," or it's time to do something else. Stop trying and start doing.
I want you to write down the hardest objections
that you come across and have a co-worker,
or better yet your spouse,
be the dickhead, bitchy, asshole customer.
Have them challenge you,
do not allow them to let you off the hook.
The reason that I like the idea of it being your spouse, is that they are relying upon you "to bring home the bacon."
I can tell you from experience, the hardest person to face in any sales situation is your spouse, who just saw your ridiculous small ass commission check. Talk about uncomfortable.
They "aint buying what your selling,"
as to why your check is such an embarrassment.
"The kids gotta eat, and we've got bills to pay."
You can't bullshit your way out of this one.
Your spouse ain't buying that "the leads suck",
or that "no one is coming on the lot."
Again, "kids gotta eat."
I know that this has been a harsh blog.
However you know what, it's time to GET REAL.
Being a MASTER CLOSER takes commitment.
It takes time, to PRACTICE.
Are you worth it?
Is you family worth it?
Here is the level of commitment it takes
to become a MASTER CLOSER.
If someone hurt your family, what would you do?
Would you have a bit of a COME TO JESUS meeting,
with this individual?
Let me let you in on something.
If you are not willing to make a commitment,
right here and now, to level up
and become a MASTER CLOSER.
That individual hurting your family, IS YOU.
We are guaranteed today, not tomorrow.
The time to get this done is now!!!
Da Bear