Closing...Having the Winning Edge

No, we're not going to talk about those stale, worn-out closes that every salesman and his dog have used for ages. Those hackneyed closes insult the intelligence of your prospect. What I'm about to show you is radically different -- so brace yourself for an explosive nitro boost to your sales earnings.

Let me ask you a question:

FACT: In a typical sales encounter, 80% of prospects will say, "No" to your sales offer. During tough economic times, this can be as high as 90% or even 95%. (I'll bet you already know this from experience, don't you?)

Q. Have you ever come across those rare Marketing people who sell phenomenally well even during the worst economic times - even while doing business in highly competitive markets - and even when the price of their product is well above their competitors' prices?

Those super salespeople sell like crazy - may come hail or storm -- and there's no such thing as a "blank day" -- or a blank week or month for them. And what's more - they make it look easy. You know why? Because it is easy - if you know how.


Here's a story that will make the concept crystal clear for you:
How a Corning Glass Salesman Sold Every One of His Prospects

Here's an awesome strategy developed by a salesman at Corning Glass on the year that Corning Glass came out with safety glass.

This salesman went throughout the country and before long, he became the top-selling salesman of safety glass for Corning Glass in North America. At the national sales convention, he was given a big prize and an award. And they said to him, "Please tell us your secret. How is it that you sold so much more than everyone else?"

He said it was simple.

"First of all, I got some pieces of safety glass cut into 6" X 6" pieces as samples. Then, I got a ballpeen hammer. And then I walked in on the prospect and say, 'Would you like to see a piece of glass that doesn't shatter?' When the prospect says, 'I don't believe it,' I put the glass on the counter and I go whack it -- watch him protect his eyes -- and afterwards he'd say, 'Oh my God, that's incredible!'

"Then I'd say, 'How much of it would you like?' And I'd pull out my order pad and start writing the order."

Corning Glass was so impressed with this tactic that they equipped all of their salespeople with ballpeen hammers and sheets of glass, sent them out -- and they all sold truckloads of glass.

Okay, so not all of us are lucky enough to have a product that's as demonstrably superior as the safety glass from Corning.

You're missing the point.

The point is this:

The top salesman at Corning never had to "close" the sale in the real sense of the word. The presentation was so solid that there was no need to close. The sale was a done deal even before the salesman set foot into the prospect's office.

Now, let me ask you: How would your life change if you could sell that way everyday -- where closing became just an afterthought that you no longer had to dread?

Here's something that you'll find interesting: The top salesman at Corning Glass did 16 times better than the average salesperson in the company NOT because he was 16 times a better salesperson than the average one. What he had was a tiny advantage -- a winning edge.

Marshall McLuhan, the famous Canadian educator in mass communications, once said:
"All you need is an idea that is 10% new to make a million dollars."

That's all an idea has to be -- 10% new. It doesn't have to be a major breakthrough.

You've probably heard of the Pareto Principle -- the 80/20 rule -- which says that 80% of all sales are made by 20% of the Marketing people.

When you make it to the top 20%, you'll be earning a very comfortable income. But when you make it to the top 20% of the top 20% of Marketing professionals, you will then be in the top 4% -- and officially be one of the highest paid people in the world.

There are only a few degrees of separation between your present income and one of the highest incomes on the planet. It all boils down to the winning edge.

Your winning edge is nothing more than a marginal improvement to the way Marketing is normally done. The key to success is to develop that edge -- because once you develop it there is no reason why you cannot move rapidly into that coveted top 4% slot.

Its all about developing that winning edge. Something that is with in us. Experience is the biggest teacher in the world. It teaches us what no book, info or teacher / trainer can teach.

So got out in the market with a big broad smile, with determination in your eyes and confidence in your actions to get your share of Experience to Develop the Winning Edge.