Introduction. Step One. Step Two Step Three Step Four Step Five Step Six Step Seven Step Eight Step Nine Step Ten Step Eleven

Before we get started, let me ask you a question. I've dealt with many sales forces and generally there are one or two "star representatives" that dominate the company's sales and make the most money. The rest of the reps are mediocre at best and poor performers at worst. They just get by. They all offer the same products or services but some make a lot and some don't. Why is that? And the vast majority of representatives never reach a level of career satisfaction in the profession of closing sales (which has the highest earning potential of any field). The stars bring home the deals and the rest work hard but they don't consistently bring home the closes. Why is that?

To me the answer is obvious. It's training, plain and simple. Personality can only take you so far, the better closers have trained themselves to A.B.C. - Always Be Closing. This means that every word they say and every action, both tactical and physical, they take with a qualified prospect is for the purpose of comforting the prospect through rapport and setting up closing the sale.

This rarely comes naturally. The stars have been trained to do this, and they were taught tactics for establishing rapport and setting up the close. This is how professional closers are developed and made. Skilled closers use their time with every prospect discovering exactly what will make the sale close specifically from what the prospect will have told them. And that is why there are stars and those just hanging on. Stars know how to "question to clarity", setting up the close from the first moment they meet the qualified prospect.  

The "Just a yes or no, please" structured selling system, was inspired from my desire to help the multitude of people that have chosen selling as their profession but have not found financial or job satisfaction from their career activities and opportunities. I've trained hundreds of closers during my twenty-four year career and career satisfaction has always been of the utmost importance. Let's face it our opportunities are really unlimited as closers, and one of my first mentors said, "We have the highest paying hard job and the lowest paying easy job". Closing business is job satisfaction in our chosen field. Not closing is frustrating and maddening.  

I would submit that the problems you may be having with predictably closing sales are due to the fact that you have never been educated on how to deliberately close sales. I said "deliberately" close sales. The main problem from lack of training is that the lack of preparation will cause you to have doubt of what you are doing, and doubt turns into a lack of confidence. Lack of confidence will never close sales. The lack of preparation cycle only spirals down. Closing takes supreme confidence. In selling, as with anything, peak performance is achieved through precise preparation. To have the confidence to predictably close, you need to know what to say and what to do in every situation from the moment you pick your target market to the final close and the signing of every agreement and then generating referral sales.

In "Just a yes or no, please" I share tactic to predictably close sales for any product or service that you believe in, and that have benefits worth the investment. If the prospect is qualified, needs, and will benefit from your product or service, and perceives the return on investment as acceptable, I will show you how to cut through all the obstacles and make as many qualified prospects, as possible, paying clients. We will use the most comfortable interpersonal methods on every call and presentation. After making a polished educational presentation you will simply hold your prospect to their own words and responses and predictably close sales.

It is a proven fact that the profession of selling is scientific and systematic and it can be taught. This is true because of how accurate human nature is. People by nature react well to certain stimuli and not so well to others. By learning and knowing how prospects will generally react, in advance, and preparing for their response, you will build supreme confidence in your ability to generate new prospects, close the sale, and turn them into clients. The "Just a Yes or No, Please" structured selling system allows you to instantly set up a custom presentation for every qualified prospect you visit. You will use the client's own responses as the guide for this presentation and you will close using the prospects own answers. You will build yourself a predictable career and income in sales through the use of my systematic technique. 

When you implement your new educational presentation, you will allow more people to make the decisions you want them to make, more often. The refinement of your presentation will increase positive results, dramatically. I will teach you new techniques for the use of words and questions which will help you expose new prospects, discover the real needs and wants of the prospect as well as how they like to make their decisions. These techniques will make for a more satisfying and comfortable closing experience for both you and your prospect. When selling, a tactical ability to communicate is the tool you have to get the results you desire. Using the correct formula of words and questions will be the basis of your success.

The system will work optimally because we will develop, and you will implement, an educational presentation, completely scripted to give you the confidence and the best opportunity for turning every qualified prospect into a client. This presentation will educate your future clients and answers every question they may have regarding their decision to do business with you. When, at the end of the presentation, you ask for the investment, the prospects decisions will be an educated yes or no response, which if done correctly will be yes more often.

Put the prospects into the position where they can make an educated decision at the close, every time, simply by being reminded of their own words. Closing like this is only successful if you are intentionally pursuing it as your goal at every juncture of the presentation.

The tactical use of words, questions, and confirmations will make your closing percentages increase markedly. Why? When you develop a presentation, study it until it is polished, and implemented it step by step, you will have the confidence to control every situation. You will always know the next words you need to say, because it will be practiced. You will be in control and you will be able to lead the prospect the way you want them to go in every situation.

Michael Jordan, basketball great, was asked about a picture that captured him with his eyes closed while shooting and making a free throw in a championship game. His response was preparation, visualization and concentration. Practice and prepare for a positive result, visualize the positive result, and then execute with precision to achieve the positive result. The "Just a Yes or No, Please" structured selling system will allow you to prepare, visualize, and execute the presentation of your product or service, in any situation conducive to selling. Executing what you already know and have diligently practiced will increase your confidence and lead you to the most positive results..  

One thing that is of the utmost importance and the beginning of success in sales, you must have control and hold the attention of the prospect at all times. Control equals closed sales. Lack of control allows the prospect to sell you on why they will not buy from you. Our goal is to consistently close as many qualified prospects as possible, and taking control of every presentation and prospect will let you achieve the highest return from all sales efforts. Reaching this goal will happen by following every step of the system and will give you the best return on your marketing investment (financial, time, pride, etc……...). We will discuss techniques for figuring out what kind of buyer you are in front of, how they like to buy and how to make them as comfortable as possible.

To facilitate your goals, we create a professional, polished, and proactive presentation custom tailored to your specific needs. You will educate all prospects, according to their individual needs. The system will solicit every question the prospects will have, and they will give you the confirming answers you will need to close the sale. Most importantly the presentation will allow you to control and lead the prospects exactly where you want them to go. With this technique you will not need to lie about anything and it will not force you to be a hard closer. To make a professional career of selling, you will simply assume that what the prospect is responding during the presentation is their true want and need, and at the close you will know exactly what to say to fulfill those wants and needs and close the sale.  

Presenting, so that you will be able to close using their words takes careful planning. We must prepare and present so that every prospect question and objection can be neutralized during the presentation. In advance of the close, just before revealing the investment we need to be able to say, "Other than verification is there any other reason why we wouldn't be able to do business, today".  If you presented correctly and the prospect is honest, and their words and answers during the presentation say they would benefit from your opportunity or solution, then they should be ready to close. The "Just a yes or no, please" structures selling system will prepare you for the highest possibility of closing success.

As we get started do yourself a favor, be completely open minded and diligent at every juncture of the creation of your customized direct approach, questionnaire, and presentation. As we go through the system the presentation will come to life and your control on the prospects decision will become more and more apparent. You will very quickly see why developing an educational yes or no presentation is all that was missing from satisfaction in your selling career and financial success. This should be an exciting time for you because in a very short period of time you are going to be a different and more successful closer.