Open with a Close: The Twelve Point Guide to Closing More Sales

by Matthew Elwell

Overview

This book has been written for anyone who has to sell as part of their life or business. If you want a dramatic increase in your sales conversions – without being pushy, manipulative or ‘hard sell’ – this book is for you.

But be warned, what you are about to learn is likely to challenge everything you thought you knew about selling. You may find that some of what you read in these pages directly contradicts what you’ve been taught, and that’s why this philosophy works! It’s completely different to the conventional wisdom around sales.

By the end of this book you will be armed with the tools you need to enter any negotiation or sales conversation with clarity and confidence. You’ll learn:

• The twelve-step Open With A Close system to increase conversions by up to 64%
• How to speak to prospects and potential customers with increased belief and confidence
• Why the human brain is programmed for fear, and the six questions you can ask your prospects to bypass it quickly and effectively
• How to overcome objections such as 'I can’t afford it' or 'I haven’t got the time' with ease and elegance
• How to use the Golden Question to close more business and generate greater revenue

Product Details

ISBN-13:	9781781334423
Publisher:	Rethink Press
Publication date:	03/17/2020
Pages:	192
Product dimensions:	5.50(w) x 8.50(h) x 0.41(d)

About the Author

Matthew Elwell is an internationally sought-after sales trainer and mentor. After spending twenty years building his family business, he created his Open With A Close philosophy and co-founded the Elite Closing Academy (ECA). The ECA is fast becoming known as the best training company on the planet when it comes to selling and closing. Learn more at www.eliteclosingacademy.com

Table of Contents

Foreword
Introduction
Before We Start…
Serve, Sell, Close: the Serve Circle
The Prospecting Journey: from caterpillar egg to beautiful butterfly (CEBB)
Three-phase process for all sales conversations
PART ONE The Foundations
1 Thoughts
All strategies are not the same
Red and green words
What’s wrong with persuasion?
Take a PUNT With A Q
A reason for everything
2 40,000 Brain Cells In Our Hearts?
The more you connect the more you collect
Use your heart for a change
People buy from people they like (or look like)
3 The Ancient Brain
Brain 1: the ancient brain
Brain 2: the data brain
Brain 3: the emotional brain
How to bypass the fearful brain
4 Hard High-Quality Questions
Are they telling the truth?
5 A Great State
Oxygenate for concentration and focus
PART TWO Open With A Close
6 Why You Should Open With A Close
Open With A Close twelve steps
Open With A Close script in action
Real-life example of Open With A Close in action
7 Step 1: Data Means Certainty
‘What if?’ destroys confidence
8 Step 2: Marketing Rapport Words
9 Step 3: Control Your Thoughts – Hindering Or Helpful 101
Replace hindering thoughts
10 Step 4: Have A Desired Outcome 111
What are outcomes, anyway?
11 Step 5: Certainty Checklist 119
Reason for calling or presenting
12 Step 6: The First Four Seconds
13 Step 7: Open With A Close Golden Questions
14 Step 8: Power Of The Pause
15 Step 9: Close And Stalls 139
Objections: stalls 139
The 3As (when closing) 143
The 3Ps
16 Step 10: Stall Or Close 151
Bullseye: Flip Back (when closing)
17 Step 11: Exchanging Money And The Sixteen-Digit Close 157
The Sixteen-Digit Close 158
The Exchange of Agreement Close
18 Step 12: Thank You And Referral 163
Thank them 164
Who else do you know?
19 Ready To Try It Yourself? 167
For the salesperson 167
For the call
Conclusion 171
A few simple reminders
Become An Elite Closer
The Author

Editorial Reviews

'Nobody likes sales people, which is exactly why this works.'
Nick James, Expert Empires

‘I love the way Matt teaches sales. He brings a vast depth of knowledge and experience to the table but, more then that, his OWAC method has heart. He cares.’
Veronica Pullen, CEO of Mile Deep Marketing

‘Having spent most my working life in a corporate role – albeit many of those years in the motor trade – I’d never had to sell. So when I started my own business, I not only didn’t know how to sell, but I realised my mindset around sales was unhelpful. Matt and Open With A Close have changed all that, helping me see that selling is serving and giving me the tools to do this at the very highest level. He really is the master and I’d highly recommend anyone who hates selling to go see Matt – I can guarantee he’ll change your mind.’
Sally Wright, Sally Dreams Photography

‘Since discovering Matt and his OWAC method, not only have I become a much more shrewd negotiator (on all things in life, not just in work scenarios) but the impact of the new language I’ve learned continues to benefit me and my family on a daily basis.’
Adam Ashburn, Operations Director at Expert Empires

From the Publisher