A recap of what we are driving home in this lesson: Professionalism is important Amateurs don’t get paid First Impressions are everything Email will likely be your “First Impression” The […]

One of my FAVORITE “CLOSES” …because it almost always works. Typically used to bring a buyer up in price to make the deal. Sometimes to get the offer. Only works […]

The MOST important close of all and should be taught first to ALL agents, sales people AND customer service representatives. “No, but I can get it.” This is the absolute basic […]

With this close, you learn about the “Defer and Forget, or Let Me Make a Note of That.” First tip: Carry a legal pad/folio with you. Nothing digital can really […]

WARNING: This video has one word of profanity 5 times. If you are sensitive to this, please skip this video. It’s part of this technique, and is required for this […]

Ah, the Ben Franklin. Not Mike’s favorite, but one you should know and understand because there is a time and place for it. Cons: It takes too long Limited capacity […]

Listen, you can circle around, poke at the heart of the issue, sit around and wait, or you can just get to it and ASK ALREADY. Most people in sales aren’t closing […]

This is exactly what is sounds like – just keep right on going on the assumption they are going to buy, list, or whatever it is you are trying to accomplish. […]

Sales Closing Series: Jump-shift aka Switching Topic Change the subject. One of the goals with this series is for you to not only become a better closer, but a faster one as well. This […]

Sales Closing Series: Hat in Hand “Level with me.” The key with this close: be humble. This type of close is effective when a client is upset, you’ve made a mistake, […]