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Three Guidelines To Improved Sales Profits

By Jack Q. Xavier

Many people start a sales job or even a career with high hopes of making tons of cash, and working six months out of the year. Then the cold hard reality sets in, and they realize how many rejections and cold calls they have to endure for each and every sale. Many people quit their first sales job without ever making a single sale. There are some techniques, however, that will make it much easier for you to get to that pot of gold on the other side. In this article, you’ll learn three powerful closing techniques that will improve your ability to get them to sign on the dotted line.

One powerful closing technique that is used more often than you realize is the ‘puppy dog close,’ which is based on the following example. A father comes into a pet shop with his daughter. They see a puppy, and the little girl asks if she can have it. The dad says, “I don’t know,’ but the shopkeeper lets them take the puppy home for the weekend, just to check it out. Naturally, after they take the puppy home and see how cute it is, they absolutely must have it. Any time you let a client or customer use your product for any amount of time, you are using this close. This is used in car dealerships (test drives) and many things sold online (thirty day free trial). You can use this close to for whatever you are selling.

A second closing trick is called a ‘take away.’ This simply means that after building up the value of your product considerably, you introduce something that seemingly makes it difficult for the client to buy the product. This will make the client want the product so much more, as it invokes the law of scarcity, which naturally increases buying temperature. Things like limited offers, limited supplies, waiting lists, regulations that must be waited on, all these introduce uncertainty in the minds of your clients, and will dramatically increase their desire to buy your product. There’s a reason why Amazon is always telling you that the book you want is almost out of stock, so you’d better buy it quickly.

This last technique is a bit more subtle, as it’s a linguistic technique borrowed from the world of conversational hypnosis. It’s called a double bind. What it does is offers your client two choices, that in reality both lead the same outcome. If I ask you whether you want to sit in the red chair or the blue chair, it may seem like you have a choice, but my outcome, to get you to sit down, is realized either way. Similarly, when it comes time to ask for the order, you can construct your question like this: Do you want the six month plan, or the two year plan? Will you be paying with cash or credit?

These are just a few techniques you can learn that will dramatically improve your closing rates. By continuously studying other methods and improving your technique, you’ll earn more and more money.

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Article Citation
MLA Style Citation:
Xavier, Jack Q. "Three Guidelines To Improved Sales Profits." Three Guidelines To Improved Sales Profits. 18 Jan. 2011. 25 Jul 2014 <>.

APA Style Citation:
Xavier, J (2011, January 18). Three Guidelines To Improved Sales Profits. Retrieved July 25, 2014, from

Chicago Style Citation:
Xavier, Jack Q. "Three Guidelines To Improved Sales Profits"

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