Claude Whitcare - One Call Closing. Ultimate Guide To Closing Any Sale In One Call

One
Call
Closing

By Claude Whitacre

The Ultimate Guide To Closing Any Sale In One Call

Copyright2014 Claude Whitacre
All Rights Reserved.
ISBN-10: 1484907779
ISBN-13: 978-1484907771

From The Author

I write like I talk. I say Salesmanwhen I mean both men and women. In most examples, I make the salesperson amale. In real examples, with realpeople...the actual genders are used.

A few subjects couldnt be fitcomfortably into a chapter, so I included them at the end.

This book is published in a way that Ican make corrections as I go. If you see a spelling error, or a sentencestructure that looks funny to you, let me know. If there is a subject that youthink I could expand on, let me know that too.

Dedicated To My Mom AndDad.
Both of them are gone now, and not a day goes by that I dont wish I spent moretime with them.

Who Should Read This Book?

Salespeople. Anyone that sells for a living holds a special place in my soul. Salespeopleare the engine that make our economy run. And one ofthe worst things I think a salesperson could do is hide the fact that they are in sales.

A survey was done to describe some ofthe top CEOs of major companies. The single most common word was Salesman.

Im one of you. Ive been selling fordecades. Im pretty good at it too.

This is a book about closing. Maybe the book aboutclosing. So here is something we hear every day; Selling is a numbersgame.

Really? Maybe, but if you go home tonight without a sale, does your loved one say,Dont worry. Selling is a numbers game. No! They want to know if you sold something.

Are you really interested in selling 30%of the next 100 people you see? Im betting you would rather sell the next guy you are seeing.

I hate sales books that are not writtenby someone who sells. If Im going to spend an hour or two reading a book onselling, I want it to pay. I want techniques that are proven to work in thereal world. Too many books simply repeat what other books say.

If you are tired of prospects arguingwith you, and both of you are exhausted at the end of the presentation, thisbook is for you.

If you are tired of people saying, Illthink about it. This book is for you.

This book is for you if you would liketo sell in one presentation, and know, at the end, if they are buying ornot. If you want the percentage ofpeople who buy from you to shoot through the roof, this book is for you.

What you are about to read is trulyadvanced. Some of this will go against what you have been taught.

You are about to learn real selling methods, that will shootyour results straight up.

As I was learning these methods, a newidea might keep me up all night, just thinking about how to use it. I hope youhave the same experience.

If you find that you cannot put thisbook down until you finish reading it...that was my intention.

Now fasten your seat belts. This ridemight get bumpy.

Why Listen To Claude?

Most salespeople start off with socialskills, a decent self-image, and a desire to get ahead.
Heres my story.

I was so painfully shy and awkwardthrough school that I never went to a sports event, never went to a dance, anddidnt ask anyone to the Prom. I didnt participate in school activities, anddidnt attend my own high school graduation. I had no physical skill in sports,and didnt ask a girl on a date until I was 19. I got picked on all throughschool. Having the name Claude wasnt a picnic. And being the second slowestrunner in high school made for agonizing gym classes. So, what attracted me toselling?

In my town, there was a salesman thatsold Mutual of Omaha insurance. I loved the idea of selling insurance for onereason...I liked watching Mutual ofOmahas Wild Kingdom on TV. That was my sole qualification. This man wore ahat, and dressed better than anyone else in town. In my little rural town ofLodi, Ohio, he was the only person Id met that sold something and wore a suit.I asked him one day about selling insurance. He told me how to apply. I justturned 21 years old. They turned me down.

I applied at another insurance companyand was accepted. In 90 days I was the top rep in the office. Not because I wasso great, but because the office was the worst in the company.
By the end of the first year, I was the third top salesperson in a company of2,200 agents.

What happened? I just outworkedeveryone. I knew nothing about life insurance. Out of ignorance, I told peoplethings about their life insurance that today, would probably get me arrested. Iwas a terrible agent, but I sold so much because I saw five times more peoplethan anyone else in my office. I didnt learn much about selling, but the sheervolume of sales calls made up for it.

After a year of selling life insurance,I switched to selling vacuum cleaners. And I sold vacuum cleaners in peopleshomes for the next 25 years. Now, I sell high end marketing programs and speakto groups of business owners and salespeople.

Now, what changed me from a frightened,shy, awkward kid into a high earning salesman?
Nothing changed. Im still shy, awkward, and hate social engagements. I decidedto learn how to sell. My first 6weeks selling vacuum cleaners on commission, I sold precisely none. I had beengetting by with a strong work ethic selling life insurance. My wife at the timewanted me to quit. Eventually someone bought. Thank you Mr. Customer, whereveryou are.

This is very early in the book. But ifyou do what I am about to describe to you in the next paragraph ..and do nothing else...youll eventually become aSales Legend..

I did something very rare indeed. I woulddo a presentation, and afterwards write down what worked and what didnt. I didthis every day, after every demonstration. It took me about six months before Iwas earning a decent living. At the end of nine months (in 1977) I earned$17,000. Not too bad. I earned a distributorship, and my profit per saletripled. Nearly every year after that, my income was in the low six figures.Now its in the mid six figures ..from selling.

A strange thing happens when you learnby trial and error, recording your results, analyzing your failures, memorizingwhat works....

Your skills evolve. I started as someone with zero skills, and no aptitude. Ifyou start where I started, but continuously practice and study...in a year,youll be earning a living. At the end of five years, youll be great. At theend of ten years, people will be falling all over themselves to find out yoursecrets.

I still dont enjoy social engagements,although Im getting better at hiding it.
But now, Im prepared. Whathappened? I got great at selling withoutbecoming outgoing. You dont need to be outgoing to make sales. You need to be informed. You need to be trusted. You need to be eager to learnhow selling works.

See, selling doesnt require you to beoutgoing. Being a popular guy in high school isnt even an asset later in life.Selling isnt gregarious, back slapping, storytelling stuff. Selling is socialengineering. Selling is psychology. Selling is acting. Selling is matching whatyou have (and what you say) to what the buyer wants. This doesnt involve beingoutgoing. It involves practice.

I enjoy selling. I enjoy it not becauseI love the company of customers, or the thrill of the sale. I enjoy sellingbecause, while Im selling, Im doing something really well. You get to becomea great salesperson from practice. Imagine the advantage you will have if youactually like talking with people.

Most of my selling skill was hardearned. Everything about selling was an uphill climb for me.

But what happens when you have zerotalent for what you are doing...practice and study until you are good atit...and continue the practicing andstudying? You become great.