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The Art of Asking the Right Questions - Damian Johnshon

10/2/2021

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

IBGR.Network - PROFIT Radio. Everything a business owner needs to start, grow or exit a business. GROW WITH US.


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.
​

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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  • WELCOME
    • CONTACT US
    • PRIVACY
  • RADIO
    • ON AIR NOW
    • LISTENER GUIDE
    • MEET THE TEAM >
      • NORTH AMERICA >
        • William Eastman
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        • Bob DiGiacomo
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        • Bill Kelly
        • WELCOME
        • Kasfia Rashid
        • David Wilson
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        • Cedrick LaFleur
        • Clancy Clark
        • Damian Johnson
        • Scott Geller
        • Wendy Dickinson
        • Ralph Peterson
        • Michael Mitchell
        • Nicole Rankine
        • Ellen McIlhenny
        • Tracie Hines Lashley
        • Z Gen Entrepreneurship
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        • Level-Up Your Marketing
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        • Simone Douglas
        • Rick Carter
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        • Ajai Lal
        • Bijay Kumar Khandal
        • Lisa Askwith
        • Rashmeet Kaur
        • Meena Mac
        • Ramdas Shenoyy
      • PRIME MERIDIAN >
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