The Art of Asking the Right Questions - Damian Johnshon

Damian Johnson - “SERVING UP SALES” - Episode 6 - The Art of Asking the Right Questions

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INTRODUCTION
We’ve all heard the saying “there is more than one way to skin a cat.”  While I do not support cruelty to animals, the point is clear. There is simply not only one way to do something.  This is especially true when it comes to closing sales. There are many ways to get to yes, and knowing them will increase your dexterity in closing sales.

Show Objectives - The Why
As a business owner or solopreneur, you know the importance of sales...it is a major cornerstone in your success. To increase your odds of success, you must be proficient at getting your clients to buy. Knowing the approaches you can take can make all the differences in winning a client or walking away disappointed and frustrated.


Key Issues - Owner Perspective:
Why does a business owner or sales team need to know closing techniques? While this should be self-explanatory, here are few reasons:

• Helps facilitate the customer’s buying process in helping present value
• Gets the customer to see the benefits of the product/service.
• Influences the customer.
• Drives the customer to make a decision.

What You Need to Know - The What
There are a number of closing techniques, many of you have heard of and some perhaps you haven’t. It’s likely that you already have a few that you use, and they may even work well.  Consider this...if incorporating a few more closing techniques into your repertoire could get you one or two additional sales, would it be worth it? Absolutely!   Trying new closing techniques may surprise you with how well they work! In fact, the most salespeople study and practice various closing techniques to give them the best chances of winning a deal.  Here’s list of the top modern closing techniques:

1. The Assumptive Close
2. The Take Away Close
3. The Now or Never Close
4. The Summary Close
5. The Something for Nothing Close
6. The Objection Close
7. The Ben Franklin Close
8. The Sharp Angle Close
9. The Need Close
10. The Scale Close
11. The Visual Close
12. The Empathy Close
13. The Artisan Close
14. The Choice/Alternative Close
15. The Opportunity Cost Close
16. The Ownership Close
17. The “Best Time to” Close
18. The Calendar Close
19. The Testimonial Close
20. The Thermometer Close

What You Need to Do - The How
In today’s show we will break down each closing technique so you can understand them and determine which may be best for you given the type of customer, the dynamics of your product, service, and environment. 
 
Damian Johnson 
Having over two decades in a successful sales career in the mortgage sector, Damian continues to pursue his passion in sales and people development.
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Damian is also the Owner of Mandeville Ingleside LLC, whose mission is to develop and equip leaders, professionals, business owners and individuals who are able to build stronger teams that deliver demonstrated optimal performance and results.

Damian is passionate about equipping leaders and helping people to take action that will maximize their potential. His success and experience has allowed him to advance his reach, influence and impact by working with international organizations and teams who want to leverage their sales teams potential through in-person and virtual training programs across the Caribbean Islands (Trinidad, Barbados, Jamaica), Europe (U.K.), Africa (Liberia), and South America (Costa Rica). In a strategic pivot to expand his reach internationally, he is also a Radio Talent with the International Business Growth Network.

You can connect with Damian on Facebook and Instagram via his handle @iamdamianjohnson

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