Secrets of a Master Closer Quotes

“SELLING HAS BEEN DEFINED AS: THE ACT OF PERSUADING OR CONVINCING SOMEONE TO BUY YOUR PRODUCT, SERVICE, OR IDEA.”
― Mike Kaplan, Secrets of a Master Closer: A Simpler, Easier, and Faster Way to Sell Anything to Anyone, Anytime, Anywhere:

“MASTER CLOSER WANTS TO FIND THE PROSPECT’S BIGGEST PROBLEMS, CONCERNS, NEEDS, WANTS, AND DESIRES THAT HE KNOWS HIS PRODUCT OR SERVICE CAN SOLVE AND/OR FULFILL.”
― Mike Kaplan, Secrets of a Master Closer: A Simpler, Easier, and Faster Way to Sell Anything to Anyone, Anytime, Anywhere:

“The price depends on exactly what your order will be and that depends on what you’ll need. That’s why I want to simply ask you a few questions and briefly tell you about the (product/service) and then be able to work up a price, fair enough?”
― Mike Kaplan, Secrets of a Master Closer: A Simpler, Easier, and Faster Way to Sell Anything to Anyone, Anytime, Anywhere:

“This is Mike Kaplan with XYZ Company, the reason for my call is that you recently requested information on______, and I wanted to ask you a few questions to see how I could be of service and then tell you what it’s all about, would that be ok?”
― Mike Kaplan, Secrets of a Master Closer: A Simpler, Easier, and Faster Way to Sell Anything to Anyone, Anytime, Anywhere:

“A major difference between a Closer and a Presenter is that the Presenter typically gives a complete presentation and may not create a single closing opportunity or, when she does, she often misses it.”
― Mike Kaplan, Secrets of a Master Closer: A Simpler, Easier, and Faster Way to Sell Anything to Anyone, Anytime, Anywhere:

“SUCCESS IN SELLING REQUIRES THAT YOU HAVE THE WILLINGNESS AND SKILL TO TAKE CONTROL OF (TO DIRECT IN A POSITIVE MANNER) THE PROSPECT’S ATTENTION.”
― Mike Kaplan, Secrets of a Master Closer: A Simpler, Easier, and Faster Way to Sell Anything to Anyone, Anytime, Anywhere:

“SELLING (THE ACT OF PERSUADING) IS A PROCESS MADE UP OF GETTING SEVERAL SMALL AGREEMENTS OR CLOSES, LEADING TO THE MAJOR (and final) AGREEMENT OR CLOSE (where the prospect agrees to the purchase and payment).”
― Mike Kaplan, Secrets of a Master Closer: A Simpler, Easier, and Faster Way to Sell Anything to Anyone, Anytime, Anywhere:

“Closers know how to take a sale from point A to point B. They not only know that a straight path exists, but also know how to get on that path and stay on it all the way to the close. They are always directing and steering the sale from A to B as a fast as possible, knowing that the faster they do so, the more sales they make in the time they have, and the more money they earn.”
― Mike Kaplan, Secrets of a Master Closer: A Simpler, Easier, and Faster Way to Sell Anything to Anyone, Anytime, Anywhere:

“Before someone will own a product, he (of course) has to buy it. Before he will buy it, he has to want it. Before he will want it, he has to be aware of how it will solve his problem. To do that, the prospect has to have his attention directed to the features and benefits of the product that will solve his problem, and he won’t let that happen unless he first wants his problem solved—and that won’t happen until his problem is found.”
― Mike Kaplan, Secrets of a Master Closer: A Simpler, Easier, and Faster Way to Sell Anything to Anyone, Anytime, Anywhere:

“presentation.”
― Mike Kaplan, Secrets of a Master Closer: A Simpler, Easier, and Faster Way to Sell Anything to Anyone, Anytime, Anywhere:

“THE PRIMARY PURPOSE OF THE PRESENTATION IS TO CREATE OPPORTUNITIES TO CLOSE. That is really the entire purpose of the presentation. There is no other. A Closer doesn’t wait for closing opportunities to magically appear—she creates them. She creates them with her presentation. A CLOSING OPPORTUNITY IS A MOMENT WHERE THE PROSPECT GIVES A SIGNAL THAT HE MIGHT HAVE ENOUGH INTEREST IN THE PRODUCT OR SERVICE TO BUY IT.”
― Mike Kaplan, Secrets of a Master Closer: A Simpler, Easier, and Faster Way to Sell Anything to Anyone, Anytime, Anywhere:

“PROBLEM → SET-UP → SOLUTION (Feature) → BENEFIT”
― Mike Kaplan, Secrets of a Master Closer: A Simpler, Easier, and Faster Way to Sell Anything to Anyone, Anytime, Anywhere:

“SELLING IS A PROCESS. IT IS A PROCESS of persuading or convincing someone to buy your product, service, or idea.”
― Mike Kaplan, Secrets of a Master Closer: A Simpler, Easier, and Faster Way to Sell Anything to Anyone, Anytime, Anywhere: