17 Highly-Guarded Strategies to Close (Open) Every Sale Guaranteed Plus How to Combat the Fear of Closing
17 Highly-Guarded Strategies to Close
Every Sale Guaranteed Plus How to Combat
the Fear of Closing
John Di Lemme
17 Highly-Guarded Strategies to Close (Open) Every Sale Guaranteed Plus How to
Combat the Fear of Closing
© 2008 John Di Lemme
Di Lemme Development Group, Inc.
931 Village Boulevard
Suite 905-366
West Palm Beach, Florida 33409-1939
(888) 567-0717
www.ChampionsLiveFree.com
All rights reserved. No part of this book may be used or reproduced by any
means, graphics, electronic, or mechanical, including photocopying, recording,
taping or by any information storage retrieval system without the written
permission of the author, John Di Lemme. Please contact
Team@ChampionsLiveFree.com to request permission to use quotes from this
material.
This book is designed to provide competent and reliable information regarding
the subject matters covered. However, it is sold with the understanding that the
author is not engaged in rendering legal, financial, or other professional advice.
Laws and practices often vary from state to state and if legal or other expert
assistance is required, the services of a professional should be sought. The author
specifically disclaims any liability that is incurred from the use and/or application
of the contents of this book.
ISBN: 978-0-557-03078-1
About the Author
In September 2001, John Di Lemme founded Di Lemme Development
Group, Inc., a company known worldwide for its role in expanding the personal
development industry. As President and CEO, John strives for excellence in every
area of his business and believes that you must surround yourself with a likeminded
team in order to stay on top of your game.
In addition to building a successful company, John has changed lives around
the globe as an international mot ivational speaker that has spoken in over five
hundred venues. Over the past eleven years, he has shared the stage with the best
of the best including Dr. John Maxwell, Rich Devos, Dennis Waitley, Jim Rohn, and
Les Brown only to name a few. John has also been interviewed countless times and
featured on many programs including Zig Ziglar’s webcast. This is truly an amazing
feat for someone that was clinically diagnosed as a stutterer at a very young age and
told that he would never speak fluently.
John truly believes that everyone needs personal development to reach their
full potential in life, and his determination to reach all forms of media with his
motivational messages has catapulted his career. John has produced over four
hundred fifty products and is an accomplished author of eleven books including his
latest best-selling book, “7 Principles t o Live a Champion L ife.” As a Strategic
Business Coach, John’s students include doctors, lawyers, entrepreneurs,
consultants, CEOs of million dollar companies and various other occupations that
are thriving in a so-called poor economy. John’s success with his students has
made him one of the most highly sought after business coaches in the world.
John’s passion is to teach others how to live a champion life despite the label
that society has placed on them. Through his books, audio/video materials, soldout
live seminars, numerous television interviews, intensive training boot camps,
weekly tele-classes, Strategic Business Coaching, Closing & Marketing University,
Millionaire Affirmation Academy, and Lifestyle Freedom Club memberships, John
has made success a reality for thousands worldwide.
Dedication
This book was written for all of the Champions
in the world that dream living true lifestyle freedom.
Introduction
Seventeen highly-guarded strategies to close every sale guaranteed! I
have to admit, that's a powerful t itle for a book and full of a lot of act ion. I'm going
to share with you seventeen specific highly-guarded strategies to close every sale
guaranteed. Now, I know that you're saying, “John, how can you guarantee it?”
That’s a great question especially since there are so many so-called coaches out
there that “guarantee” everything and follow through on nothing.
Based upon my experience in sales, I have a very high closing ratio
because I have a different kind of mindset than most people who teach sales and
closing, and you're going to learn that. I suggest that you sit back, enjoy, and get
ready for some serious revelations. Get ready to say to yourself, “Wow, I can't
believe I never knew that. That's what's holding me back from closing my sales!”
This is just for champions! Only continue reading if you want to double
your closing ratio and close every sale. I'm going to share highly-guarded strategies
of the top closers in the world. I am one of them, and I challenge you to join the
team of the champion closers. Also, if this is your first time reading this program,
you have to review it six more times before you truly understand the empowering
wisdom I'm going to share with you. It will take seven times until you chip away at
all the useless garbage that you’ve been taught in the past that simply doesn’t work.
That's why most people in sales fail. Ninety-seven percent of people in sales are
failing miserably. Do the complete opposite of what they're doing, and you're going
to succeed.
The word highly-guarded is defined as “to protect, watch over and keep
confined.” Most six and seven figure earners in sales will NEVER divulge their
protected strategies to their competition. Remember, I’m your coach and want to
see you succeed so I'm going to share the highly-guarded strategies that I have used
and am using right now to break all records in sales. I'm excited to share with you!
The definition of strategy is “a specific systematic plan of action for
obtaining a specific goal or result.” Most people in the sales and marketing
industry do not know these strategies. They may hear them but they won’t adapt
them, because 97% of salespeople do not make six figures a year. They simply can’t
think big enough to implement these life-changing strategies! It’s really a shame,
because the industry of sales is a great opportunity to earn huge income and live the
life that you’ve always dreamed of living.
That's why I know you're reading this. You want something more!
Acknowledge yourself. Pat yourself on the back, because today you're taking a
major step in your sales career and your life. The strategies that you learn in this
book will give you the edge that you’ve been look ing for all these years. You will
surpass all of your competitors that just sit around doing the same old thing
producing the same old results.
Close means “have no openings.” That means when you go into a sales
presentation, you leave with no openings, no chance of that person not becoming a
client, customer, consultant, representative, or whatever your "end result" is to be.
It's to close every sale. That's awesome, isn't it? Write that down: I will close every
sale, guaranteed! Now, I want you to keep that little affirmation somewhere so you
see it everyday and believe that you can truly close every single sale.
Every sale? Do you really know what sale means to you and your
business? In the dictionary, sale is defined as “the transfer of ownership of
property from one person to another in return for money.” My mission through
this book is for you to transfer the ownership of the property that you're marketing
or selling to the individual that's in front of you. These strategies will work for
everyone! It doesn’t matter if you sell real estate, insurance, clothes or you are
involved in Network Marketing. Let me repeat myself…these strategies will work
for everyone reading this material! Whatever product you have, you want to
transfer it to the customer, but it doesn’t stop there. You want them to remain your
customer long-term. It’s not a one t ime deal. It’s longevity that builds a successful
business.
Let's go over the word guaranteed. It’s “an agreement by which one
person undertakes to secure another in the possession or enjoyment of
something.” I am going to guarantee that after you read this material you will
possess the skills to explode your results in sales and marketing. Here’s the
catch…You can’t just read the strategies and expect for them in some way to
attract success for you. It’s action, not attraction, that yields success in any
business! You must take action and implement these strategies into your
business.
The number one reason why people earn huge income is because they are
closers! But like I said before, you don’t just close a sale and then you’re done.
Anyone who teaches that is completely wrong. Closing is actually opening up
relationships. When one door closes, another one opens. You are continually
opening doors of opportunity through your closing skills when you maintain those
long-term relationships with the customers that you have moved through the
process.
Closing isn’t second nature to most people and can be a little intimidating
at first. Through these strategies, I am literally going to bulletproof your belief in
yourself and your ability to close. Fear won’t stand a chance. I am going to teach
you exactly how to achieve more success, overcome the fear of closing, and beat
the apprehension that builds when you think about doing a sale. The bottom line
is: You are going to get focused! You will be very clear on what you need to do in
order to develop and build your lifestyle and business.
WARNING: This isn’t going to be popular with 99% of the world, but I don’t
care about them. I care about you. Believe in what you are going to learn in this
book, and understand that the art of closing will absolutely put an end to
frustration in your sales and marketing business.
2
Strategy #1: The Fear of Closing
You have to combat the fear of closing to overcome that obstacle. You
can’t even move forward in the sales process until you have conquered this fear.
The underlying fear of closing is the fear of success. Your mind is saying, “What if
I actually create a relationship with the person, open up a relationship, develop a
bond with the person, and they trust me to do business? All of a sudden, I’ve got
the right to close the sale and earn that 6% commission.” Let’s say 6% of
$1,000,000 is $60,000.00. You’ve never earned that before so your internal
belief structure is full of fear. Not only is that a lot of money, but the
responsibility that goes along with it and the dedication to the client is terrifying
for most people.
You must self-develop and stretch yourself. I have seen so many people
that have a great product, have a great service, and they have an absolute right to
earn huge income, but they have a fear of closing. They simply don’t believe in
themselves enough to take a step of faith and just do it. The only way to combat
that underlying fear of closing that is holding you back is to get totally immersed
in self-development. I’ve never met a person that invests time in personal
development material that is completely shell-shocked at the thought of closing.
Why? Because their belief in their own abilities and their business vehicle
outweighs that fear.
Don’t even think about giving me the excuse that you don’t have time or
the money to invest in success and motivation. It’s literally minutes and pennies
a day! Isn’t your success worth that? If you don’t know where to start, then
become a member of our Lifestyle Freedom Club where you have the ability to
immerse yourself in personal development 24 hours a day, 7 days a week. We
bombard you with incredible information that allows you to build a solid
foundation of self-belief. You see, I love to close. Why? Because I know that I am
opening long-term relationships with people that want to succeed. Print this out,
circle this, and put it in front of you: “I love to close because I am opening up a
long-term relationship.”
Like I said before…When one door closes, another one opens. Isn’t it
3
Enjoy John Di Lemme’s Absolutely FREE Closing Video
www.HowtoCloseMoreSales.com
amazing to know that every time you close a sale, you open a door of opportunity
not only for that customer but also yourself? You must internalize that
opportunity and look forward to closing the sale so that you can open those lifechanging
doors.
I am under the assumption that you are marketing an ethical and moral
product. When you have an ethical and moral product that will change someone’s
life, then you have a right to earn huge income through that product. You notice
that I did not say “make money”. Everyone that strives to just make money is
usually broke. If you desire to earn a huge income so that you can change your
life and the lives of others, then success is inevitable.
If you have a fear of closing, then you have to develop within you the
ability to overcome that fear by developing yourself. Without your belief
structure, you can learn every how-to in the world of sales and still not succeed. I
have outsold numerous so-called experts and coaches in the speaking world and
online. It wasn’t because I had any type of advantage that they didn’t have. Let
me explain something to you. Focus on this. I outsold them because I outbelieved
them.
I absolutely believe in my products and services, which are selfdevelopment,
motivation, success strategies, internet lead generation, and
marketing strategies. I absolutely believe that my products and services will
change people’s lives, empower them, and equip them to fulfill their goals and
dreams in life. It is my foundational belief in my products and services that
empowers me to overcome the fear of closing and outsell nearly everyone else in
the industry.
Strategy #1 Champion Tip: Develop yourself and build your belief to overcome
the fear of closing.
4
Strategy #2: Always Be Opening
I want you to lose the mindset of “Always Be Closing.” That’s ridiculous!
I know that you are saying, “John, what are you talking about? You're losing your
mind.” Yes, I lost my mind over 18 years ago and gained the mind of a champion.
See, the average mind, which includes the average mind of the average salesperson,
never succeeds. You must lose your mind and gain the mind of someone that has
achieved what you want to achieve in order to succeed. On a serious side note -
Don’t take direction from anyone who hasn’t done what you want to do in life.
Over a seven-year period, I built a direct sales organization to over 25,000
reps in 10 countries. I know how to close. I know how to make people take action. I
know how to transfer property that I have to them for them to own and become a
long-term customer. That’s why I have earned the right to teach you closing
strategies. Once again, don’t take direction from someone who hasn’t done what
you want to do in life. Okay, back to this teaching…
Lose that mindset of “Always Be Closing” and never find it again. What I
want you to gain is this mindset of “Always Be Opening.” I prefer to call a sales
presentation the sales arena, because it's a sport - the sport of sales and marketing.
You are preparing to win the sport so why would you use the negative terms like
“always be closing?” Think about the last time you went to a football game or
watched any type of sports on television. Weren’t the athletes fired up to win?
They didn’t go into the game with a negative mindset. It’s the same in the sales
arena. You have to look forward to the presentation and enter the arena with a
posit ive mindset and outlook on the situation.
How good will it feel when you walk into your next sales presentation and
shake the potential customer’s hand with the mindset that you will know this
person long-term? You believe that you will close the sale, but more importantly ,
you will open up a life-changing relationship. Even if the product that you're
marketing (e.g., insurance, real estate, products, services) is not for this specific
individual right now, you have opened up a long-term relationship. You're creating
a new contact and increasing your mastermind team. Right now, I want you to
think about these three words: Your Best Friend.
5
Enjoy John Di Lemme’s Absolutely FREE Closing Video
www.HowtoCloseMoreSales.com
Who is your best friend? Can you see his or her face in your mind? Now
just think, at one time your best friend was a stranger. You had no idea who they
were or that they would eventually be your best friend. At one point in time, you
opened up a relationship with them built upon trust. You acknowledge and respect
their opinion. That's exactly what you're looking to do every time you sit down with
someone in a sales arena. You want to open a relationship. I’m not going to
promise that every single person that you meet during a sales presentation will be
your best friend or even someone that you want on your mastermind team, but it’s
important that you enter that room with the “Always Be Opening” mindset no
matter the person.
It’s just like when you open a window in your home and the fresh air
comes in. I'm blessed to live in the Palm Beaches of south Florida. I open my living
room door and the beautifully fresh air of south Florida blows in off the golf course.
Any cobwebs, dust or dirt gets blown right out the door due to the cross ventilat ion
from the front to the back of the house. It’s the same with your sales presentation.
You open that door to greet your potential client with an “Always Be Opening”
mindset and all of the prejudgment and misconceptions go right out the window.
Just imagine that the person could be your next best friend so treat them with that
courtesy and kindness.
I have hundreds of thousands of students all over the world, and I always
try to treat every one of them like a friend of mine. I will do whatever it takes to
maintain our relationship and over-deliver. My mindset is under-promise and
over-deliver. With an always be opening mindset, I will give you whatever I can to
empower you to achieve greatness and go to the next level.
Why is the “Always Be Opening” mindset so important? Let me ask you
that question. Do you want to be closed? Do you enjoy the feeling that you get from
a pushy sales person that is just trying to close you? Of course, you don’t like that
kind of treatment. If you don’t like it, then why would you think that your potential
business clients would like it? Instead, create a comfortable atmosphere and keep
the “Always Be Opening” mindset. You will notice that your demeanor as well as
the demeanor of your potential business partner will radically change.
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Every Sale Guaranteed Plus How to Combat
the Fear of Closing
John Di Lemme
17 Highly-Guarded Strategies to Close (Open) Every Sale Guaranteed Plus How to
Combat the Fear of Closing
© 2008 John Di Lemme
Di Lemme Development Group, Inc.
931 Village Boulevard
Suite 905-366
West Palm Beach, Florida 33409-1939
(888) 567-0717
www.ChampionsLiveFree.com
All rights reserved. No part of this book may be used or reproduced by any
means, graphics, electronic, or mechanical, including photocopying, recording,
taping or by any information storage retrieval system without the written
permission of the author, John Di Lemme. Please contact
Team@ChampionsLiveFree.com to request permission to use quotes from this
material.
This book is designed to provide competent and reliable information regarding
the subject matters covered. However, it is sold with the understanding that the
author is not engaged in rendering legal, financial, or other professional advice.
Laws and practices often vary from state to state and if legal or other expert
assistance is required, the services of a professional should be sought. The author
specifically disclaims any liability that is incurred from the use and/or application
of the contents of this book.
ISBN: 978-0-557-03078-1
About the Author
In September 2001, John Di Lemme founded Di Lemme Development
Group, Inc., a company known worldwide for its role in expanding the personal
development industry. As President and CEO, John strives for excellence in every
area of his business and believes that you must surround yourself with a likeminded
team in order to stay on top of your game.
In addition to building a successful company, John has changed lives around
the globe as an international mot ivational speaker that has spoken in over five
hundred venues. Over the past eleven years, he has shared the stage with the best
of the best including Dr. John Maxwell, Rich Devos, Dennis Waitley, Jim Rohn, and
Les Brown only to name a few. John has also been interviewed countless times and
featured on many programs including Zig Ziglar’s webcast. This is truly an amazing
feat for someone that was clinically diagnosed as a stutterer at a very young age and
told that he would never speak fluently.
John truly believes that everyone needs personal development to reach their
full potential in life, and his determination to reach all forms of media with his
motivational messages has catapulted his career. John has produced over four
hundred fifty products and is an accomplished author of eleven books including his
latest best-selling book, “7 Principles t o Live a Champion L ife.” As a Strategic
Business Coach, John’s students include doctors, lawyers, entrepreneurs,
consultants, CEOs of million dollar companies and various other occupations that
are thriving in a so-called poor economy. John’s success with his students has
made him one of the most highly sought after business coaches in the world.
John’s passion is to teach others how to live a champion life despite the label
that society has placed on them. Through his books, audio/video materials, soldout
live seminars, numerous television interviews, intensive training boot camps,
weekly tele-classes, Strategic Business Coaching, Closing & Marketing University,
Millionaire Affirmation Academy, and Lifestyle Freedom Club memberships, John
has made success a reality for thousands worldwide.
Dedication
This book was written for all of the Champions
in the world that dream living true lifestyle freedom.
Introduction
Seventeen highly-guarded strategies to close every sale guaranteed! I
have to admit, that's a powerful t itle for a book and full of a lot of act ion. I'm going
to share with you seventeen specific highly-guarded strategies to close every sale
guaranteed. Now, I know that you're saying, “John, how can you guarantee it?”
That’s a great question especially since there are so many so-called coaches out
there that “guarantee” everything and follow through on nothing.
Based upon my experience in sales, I have a very high closing ratio
because I have a different kind of mindset than most people who teach sales and
closing, and you're going to learn that. I suggest that you sit back, enjoy, and get
ready for some serious revelations. Get ready to say to yourself, “Wow, I can't
believe I never knew that. That's what's holding me back from closing my sales!”
This is just for champions! Only continue reading if you want to double
your closing ratio and close every sale. I'm going to share highly-guarded strategies
of the top closers in the world. I am one of them, and I challenge you to join the
team of the champion closers. Also, if this is your first time reading this program,
you have to review it six more times before you truly understand the empowering
wisdom I'm going to share with you. It will take seven times until you chip away at
all the useless garbage that you’ve been taught in the past that simply doesn’t work.
That's why most people in sales fail. Ninety-seven percent of people in sales are
failing miserably. Do the complete opposite of what they're doing, and you're going
to succeed.
The word highly-guarded is defined as “to protect, watch over and keep
confined.” Most six and seven figure earners in sales will NEVER divulge their
protected strategies to their competition. Remember, I’m your coach and want to
see you succeed so I'm going to share the highly-guarded strategies that I have used
and am using right now to break all records in sales. I'm excited to share with you!
The definition of strategy is “a specific systematic plan of action for
obtaining a specific goal or result.” Most people in the sales and marketing
industry do not know these strategies. They may hear them but they won’t adapt
them, because 97% of salespeople do not make six figures a year. They simply can’t
think big enough to implement these life-changing strategies! It’s really a shame,
because the industry of sales is a great opportunity to earn huge income and live the
life that you’ve always dreamed of living.
That's why I know you're reading this. You want something more!
Acknowledge yourself. Pat yourself on the back, because today you're taking a
major step in your sales career and your life. The strategies that you learn in this
book will give you the edge that you’ve been look ing for all these years. You will
surpass all of your competitors that just sit around doing the same old thing
producing the same old results.
Close means “have no openings.” That means when you go into a sales
presentation, you leave with no openings, no chance of that person not becoming a
client, customer, consultant, representative, or whatever your "end result" is to be.
It's to close every sale. That's awesome, isn't it? Write that down: I will close every
sale, guaranteed! Now, I want you to keep that little affirmation somewhere so you
see it everyday and believe that you can truly close every single sale.
Every sale? Do you really know what sale means to you and your
business? In the dictionary, sale is defined as “the transfer of ownership of
property from one person to another in return for money.” My mission through
this book is for you to transfer the ownership of the property that you're marketing
or selling to the individual that's in front of you. These strategies will work for
everyone! It doesn’t matter if you sell real estate, insurance, clothes or you are
involved in Network Marketing. Let me repeat myself…these strategies will work
for everyone reading this material! Whatever product you have, you want to
transfer it to the customer, but it doesn’t stop there. You want them to remain your
customer long-term. It’s not a one t ime deal. It’s longevity that builds a successful
business.
Let's go over the word guaranteed. It’s “an agreement by which one
person undertakes to secure another in the possession or enjoyment of
something.” I am going to guarantee that after you read this material you will
possess the skills to explode your results in sales and marketing. Here’s the
catch…You can’t just read the strategies and expect for them in some way to
attract success for you. It’s action, not attraction, that yields success in any
business! You must take action and implement these strategies into your
business.
The number one reason why people earn huge income is because they are
closers! But like I said before, you don’t just close a sale and then you’re done.
Anyone who teaches that is completely wrong. Closing is actually opening up
relationships. When one door closes, another one opens. You are continually
opening doors of opportunity through your closing skills when you maintain those
long-term relationships with the customers that you have moved through the
process.
Closing isn’t second nature to most people and can be a little intimidating
at first. Through these strategies, I am literally going to bulletproof your belief in
yourself and your ability to close. Fear won’t stand a chance. I am going to teach
you exactly how to achieve more success, overcome the fear of closing, and beat
the apprehension that builds when you think about doing a sale. The bottom line
is: You are going to get focused! You will be very clear on what you need to do in
order to develop and build your lifestyle and business.
WARNING: This isn’t going to be popular with 99% of the world, but I don’t
care about them. I care about you. Believe in what you are going to learn in this
book, and understand that the art of closing will absolutely put an end to
frustration in your sales and marketing business.
2
Strategy #1: The Fear of Closing
You have to combat the fear of closing to overcome that obstacle. You
can’t even move forward in the sales process until you have conquered this fear.
The underlying fear of closing is the fear of success. Your mind is saying, “What if
I actually create a relationship with the person, open up a relationship, develop a
bond with the person, and they trust me to do business? All of a sudden, I’ve got
the right to close the sale and earn that 6% commission.” Let’s say 6% of
$1,000,000 is $60,000.00. You’ve never earned that before so your internal
belief structure is full of fear. Not only is that a lot of money, but the
responsibility that goes along with it and the dedication to the client is terrifying
for most people.
You must self-develop and stretch yourself. I have seen so many people
that have a great product, have a great service, and they have an absolute right to
earn huge income, but they have a fear of closing. They simply don’t believe in
themselves enough to take a step of faith and just do it. The only way to combat
that underlying fear of closing that is holding you back is to get totally immersed
in self-development. I’ve never met a person that invests time in personal
development material that is completely shell-shocked at the thought of closing.
Why? Because their belief in their own abilities and their business vehicle
outweighs that fear.
Don’t even think about giving me the excuse that you don’t have time or
the money to invest in success and motivation. It’s literally minutes and pennies
a day! Isn’t your success worth that? If you don’t know where to start, then
become a member of our Lifestyle Freedom Club where you have the ability to
immerse yourself in personal development 24 hours a day, 7 days a week. We
bombard you with incredible information that allows you to build a solid
foundation of self-belief. You see, I love to close. Why? Because I know that I am
opening long-term relationships with people that want to succeed. Print this out,
circle this, and put it in front of you: “I love to close because I am opening up a
long-term relationship.”
Like I said before…When one door closes, another one opens. Isn’t it
3
Enjoy John Di Lemme’s Absolutely FREE Closing Video
www.HowtoCloseMoreSales.com
amazing to know that every time you close a sale, you open a door of opportunity
not only for that customer but also yourself? You must internalize that
opportunity and look forward to closing the sale so that you can open those lifechanging
doors.
I am under the assumption that you are marketing an ethical and moral
product. When you have an ethical and moral product that will change someone’s
life, then you have a right to earn huge income through that product. You notice
that I did not say “make money”. Everyone that strives to just make money is
usually broke. If you desire to earn a huge income so that you can change your
life and the lives of others, then success is inevitable.
If you have a fear of closing, then you have to develop within you the
ability to overcome that fear by developing yourself. Without your belief
structure, you can learn every how-to in the world of sales and still not succeed. I
have outsold numerous so-called experts and coaches in the speaking world and
online. It wasn’t because I had any type of advantage that they didn’t have. Let
me explain something to you. Focus on this. I outsold them because I outbelieved
them.
I absolutely believe in my products and services, which are selfdevelopment,
motivation, success strategies, internet lead generation, and
marketing strategies. I absolutely believe that my products and services will
change people’s lives, empower them, and equip them to fulfill their goals and
dreams in life. It is my foundational belief in my products and services that
empowers me to overcome the fear of closing and outsell nearly everyone else in
the industry.
Strategy #1 Champion Tip: Develop yourself and build your belief to overcome
the fear of closing.
4
Strategy #2: Always Be Opening
I want you to lose the mindset of “Always Be Closing.” That’s ridiculous!
I know that you are saying, “John, what are you talking about? You're losing your
mind.” Yes, I lost my mind over 18 years ago and gained the mind of a champion.
See, the average mind, which includes the average mind of the average salesperson,
never succeeds. You must lose your mind and gain the mind of someone that has
achieved what you want to achieve in order to succeed. On a serious side note -
Don’t take direction from anyone who hasn’t done what you want to do in life.
Over a seven-year period, I built a direct sales organization to over 25,000
reps in 10 countries. I know how to close. I know how to make people take action. I
know how to transfer property that I have to them for them to own and become a
long-term customer. That’s why I have earned the right to teach you closing
strategies. Once again, don’t take direction from someone who hasn’t done what
you want to do in life. Okay, back to this teaching…
Lose that mindset of “Always Be Closing” and never find it again. What I
want you to gain is this mindset of “Always Be Opening.” I prefer to call a sales
presentation the sales arena, because it's a sport - the sport of sales and marketing.
You are preparing to win the sport so why would you use the negative terms like
“always be closing?” Think about the last time you went to a football game or
watched any type of sports on television. Weren’t the athletes fired up to win?
They didn’t go into the game with a negative mindset. It’s the same in the sales
arena. You have to look forward to the presentation and enter the arena with a
posit ive mindset and outlook on the situation.
How good will it feel when you walk into your next sales presentation and
shake the potential customer’s hand with the mindset that you will know this
person long-term? You believe that you will close the sale, but more importantly ,
you will open up a life-changing relationship. Even if the product that you're
marketing (e.g., insurance, real estate, products, services) is not for this specific
individual right now, you have opened up a long-term relationship. You're creating
a new contact and increasing your mastermind team. Right now, I want you to
think about these three words: Your Best Friend.
5
Enjoy John Di Lemme’s Absolutely FREE Closing Video
www.HowtoCloseMoreSales.com
Who is your best friend? Can you see his or her face in your mind? Now
just think, at one time your best friend was a stranger. You had no idea who they
were or that they would eventually be your best friend. At one point in time, you
opened up a relationship with them built upon trust. You acknowledge and respect
their opinion. That's exactly what you're looking to do every time you sit down with
someone in a sales arena. You want to open a relationship. I’m not going to
promise that every single person that you meet during a sales presentation will be
your best friend or even someone that you want on your mastermind team, but it’s
important that you enter that room with the “Always Be Opening” mindset no
matter the person.
It’s just like when you open a window in your home and the fresh air
comes in. I'm blessed to live in the Palm Beaches of south Florida. I open my living
room door and the beautifully fresh air of south Florida blows in off the golf course.
Any cobwebs, dust or dirt gets blown right out the door due to the cross ventilat ion
from the front to the back of the house. It’s the same with your sales presentation.
You open that door to greet your potential client with an “Always Be Opening”
mindset and all of the prejudgment and misconceptions go right out the window.
Just imagine that the person could be your next best friend so treat them with that
courtesy and kindness.
I have hundreds of thousands of students all over the world, and I always
try to treat every one of them like a friend of mine. I will do whatever it takes to
maintain our relationship and over-deliver. My mindset is under-promise and
over-deliver. With an always be opening mindset, I will give you whatever I can to
empower you to achieve greatness and go to the next level.
Why is the “Always Be Opening” mindset so important? Let me ask you
that question. Do you want to be closed? Do you enjoy the feeling that you get from
a pushy sales person that is just trying to close you? Of course, you don’t like that
kind of treatment. If you don’t like it, then why would you think that your potential
business clients would like it? Instead, create a comfortable atmosphere and keep
the “Always Be Opening” mindset. You will notice that your demeanor as well as
the demeanor of your potential business partner will radically change.
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