12 Steps to Close ANYONE - Whiteboard Wednesday

Introduction

This tutorial outlines the 12 essential steps to effectively close sales using the Straight Line System developed by Jordan Belfort. Each step is designed to enhance your sales skills, enabling you to navigate conversations with confidence and precision. This guide will provide actionable insights to help you understand and implement the key principles of successful selling.

Step 1: Take Immediate Control

• Establish control of the conversation within the first few seconds.
• Be perceived as an expert to gain authority; this encourages the prospect to cede control to you.
• Use assertive body language and confident tonality to reinforce your position.

Step 2: Gather Intelligence

• Ask smart, targeted questions to uncover the prospect's pain points, needs, and values.
• Ensure you maintain control while asking these questions to prevent interruptions.
• Build rapport by showing genuine interest in their responses.

Step 3: Build Rapport

• Use effective tonality and body language to create a comfortable environment.
• Ask questions in a way that positions you as a trusted advisor rather than a mere salesperson.
• Listen actively and reflect back what you hear to ensure the prospect feels understood.

Step 4: Transition to the Close

• Once you have gathered sufficient information and built rapport, smoothly transition to your sales presentation.
• Use phrases like, "Based on what you’ve told me, I believe I have the perfect solution for you."

Step 5: Make Your Presentation

• Present the features and benefits of your product or service clearly and concisely.
• Emphasize how your offering addresses the specific pain points identified during the intelligence-gathering phase.
• Remember to structure your presentation logically, following the order of the previous steps.

Step 6: Ask for the Order

• After your presentation, ask for the order confidently for the first time.
• Ensure the timing is right; this should come after you've established a strong connection and presented your solution.

Step 7: Handle Initial Objections

• Expect common objections and be prepared to address them indirectly.
• Use a deflection strategy: acknowledge the objection and redirect the conversation by asking clarifying questions.

Step 8: Loop Back to the Sale

• If faced with objections, loop back to earlier points made during your presentation.
• Reinforce the benefits and address the prospect's concerns to raise their level of certainty.

Step 9: Lower the Action Threshold

• Identify the prospect's level of certainty regarding the purchase.
• Use language patterns to lower their action threshold, making it easier for them to say yes.
• Highlight the ease and benefits of making the decision now.

Step 10: Address Pain Points

• Revisit the pain points identified earlier to create urgency.
• Emphasize the negative consequences of not addressing their issues promptly.

Step 11: Create Customers for Life

• Focus on building long-term relationships with customers after closing the sale.
• Implement strategies to encourage repeat business and referrals, ensuring customer satisfaction.

Step 12: Continuous Improvement

• Continuously refine your skills and strategies based on experiences and feedback.
• Engage in ongoing training and practice to enhance your closing abilities.

Conclusion

The 12 steps outlined in this tutorial provide a comprehensive approach to closing sales effectively. By mastering each step and applying the Straight Line System, you can significantly improve your sales performance and build lasting relationships with your clients. Remember to keep practicing these techniques and adapt your approach based on the unique needs of each prospect. Happy selling!