Close the Deal and Suddenly Grow Rich: The Ground Breaking #1 Bestseller That Can Skyrocket Your Sales Results in 24 Hours

By Marco Robinson

Close the Deal & Suddenly Grow Rich is the ONLY sales book that reveals exactly WHEN to close the deal using the power of a B.R.A.N.D to transform sales results within 24 hours. Being homeless many times as a child after Marco Robinson’s mum left his father when he was just two years old because of immense debt, he knows what it’s like to sleep on park benches, be bullied from school to school, etc. Close the Dea & Suddenly Grow Richl is a true rags-to-riches story of someone who was willing to fight, never gave up, and became the best he could be at sales. At the heart of Marco’s passion is giving back after his own difficult childhood. In a universal and conversational style, Marco shares his B.R.A.N.D. new concept of 21st century sales and communication technology that transforms sales results within 24 hours and catapults any working professional to the top levels of seven-figure earners at light speed!

• Language: English
• Publisher: Open Road Integrated Media
• Release date: Apr 3, 2018
• ISBN: 9781683509127

Book preview

Before We Start… Master Your B.R.A.N.D.

In this book, you will have the opportunity to learn information which can be used practically in your everyday life and literally transform your results and skyrocket your sales!

Before you start this journey, it is my pleasure and duty to share with you why and how you must always put your personal brand in front of everything else. Your brand is more than your name—it conveys who you are, your character, your attitude, your capabilities, and most importantly, if you are a potential resource and benefit to your prospects.

We are here to serve. Prospects are not looking for another salesperson; they are looking for someone who can make a significant difference that can be measured. They are looking for a resource they can trust, someone who is congruent in what he or she says and will back it up with action that is relevant to any promise he or she has made. However, this type of salesperson is amazingly rare. Why? Because if you have ever had any training as a salesperson, you were trained to hit targets and get the job done by seeing as many prospects as possible and closing them—and then move on.

We now live in a world where there has never been so much transparency. Social networks, such as Facebook, Instagram, twitter, with billions of users, are making it very easy to discover the truth behind how good your product or service really is and essentially how good you really are!

I have discovered after many years that the results in our life, including the dollars and cents, truly come from our own b.r.a.n.d. and I have made a simple five-step learning tool, that anyone can master. In fact, the power of this brand-new, five-step process can anchor you to your success better than any other tool out there. I urge you to internalize and use it because it will lead you to outrageous success!

Simplicity makes your sales easy to improve, because with each of the five steps above you know what you must do to close the deal.

Generally, if you don’t achieve or work on the five steps above, something very major will be missing from your sales process. That is why I have not given you a 20-step process. This five-step process will come automatically and logically when you focus on your B.R.A.N.D. in all of your actions, moves that will lead to tremendous success, accolades, and becoming a true Champion Closer.

Later in Chapter 3 I will briefly talk about Aristotle’s famous four-step process: A.I.D.A. (Attention-Interest-Desire-Action).

To complete Aristotle’s most effective teaching, I would recommend you follow B.R.A.N.D. before you can complete A.I.D.A. Please allow me to clarify what I mean.

Getting great attention means saying one line that can really grab your prospects, such as if you were selling vacation incentives, which is what one of my companies does, you could say, I supply $2,000 vacations from only $50!

When you say this congruently and with total belief, you will attract great attention. But if you say it weakly and not confidently, it will work the opposite way, so firstly:

1. BELIEF attracts attention!

We will discuss personal power later, translating as you must know yourself, believe in yourself, and believe in the company you are representing and of course the products or services you are selling. The message you broadcast must be congruent—you mean what you say and your prospects know you mean it!

A lack of belief is the fundamental reason most salespeople give up and think sales is not for them! Believe it or not, I used to believe that selling was not for me! How wrong I was! I just had no belief in myself until I was desperate to be successful, then suddenly, literally overnight, I found more belief than I had ever had, and it transformed me into a super salesperson, who loves sales! You will read how I found that belief later in this book.

When you have that spine-tingling, goose-bump belief in yourself, people will pay you attention, your broadcast is unmissable—they will not want to change the channel!

2. RAPPORT inspires trust!

To further raise interest and earn the right to share some of the benefits of what you are offering, achieving a good level of rapport is a necessity. Rapport will strongly reduce ADD (attention deficient disorder) and help you get them to listen to you and therefore build incredible levels of trust.

Ask open questions and listen intently… until you literally inspire them to ask you questions. We will discuss this in great detail in this book and you must keep reading those chapters, like you must keep breathing oxygen.

When they start to like you they will automatically be interested in knowing more about you and what you do.

They will only like you when they know you understand them. This is the secret of building strong rapport! I repeat, RAPPORT is achieved only when your prospects know and believe you understand them!

3. AUTHORITY removes fear and establishes you as their resource!

The beautiful thing about knowing B.R.A.N.D. is that it is so easy to remember, as each step will flow into the next.

Naturally, when you have raised their interest level, they will want to know logically if you are genuine and are an expert in your field, whether your expertise can assist them in solving their problems and facilitate an easier lifestyle for them whether at home, at play, at work, or in business. This translates into the real difference you can make and they will be able to measure that difference tangibly (with a metric, a percentage increase especially if you are selling B2B in corporate sales) and intangibly (how it feels to them emotionally across all their sensory measurements: sight, taste, hearing, touch, and smell).

When you have established yourself as the doctor of what you do, you will establish yourself as an authority. And people trust experts first. Even if they have a second opinion they will always come back to you, because you have created an indispensable need for your counsel in their decision-making processes in your industry. They know you will make a positive measured difference in their lives!

This also inspires your best customers to give you great referrals because they know the people they are referring will benefit from your expertise. This makes them feel good and even increases their own self-esteem because they are genuinely helping out their friends. This is one of the coolest benefits from mastering your B.R.A.N.D. The number of salespeople who have shared with me that their customers are now giving them referrals without them asking for it is staggering! It is something you will love to experience!

4. NICHE determines value and relevance!

You may be an expert at what you do, but is your niche relevant to your prospects’ needs? Does your product or service do it for them completely? Will it increase their efficiency, their results, or change their lifestyle for the better?

In the world of corporate selling, getting in the door is more challenging because your target prospects have about 60 hours of work on their desk, overwhelming deadlines to meet, and don’t have time to make appointments with salespeople!

What they want to know fast is if your service or product is relevant to them in their industry, whether it can help achieve tangible metrics to increase their bottom line quickly. This, of course, is more relevant the more desperate the client is or the more pressing their need is. For example, if a division of a company needs to hit its sales target for the year by December 31 and it is now October 31 and they are 40 percent from their target, they will be more desperate to find a resource that can help them achieve it. This is referred to as a triggered event, meaning a time when the resource is more critically needed.

Where does your niche come in? Well, if you can demonstrate when you want to get an appointment with your prospect, that you helped a direct competitor of theirs achieve a similar result in the same time-frame, you would become highly relevant to them. Your niche would attract them so powerfully, they would only see your offering and niche and would not waste their time with anybody else!

In corporate selling, research is more relevant, because you need to find out what that company needs. And when you can present a possible solution to them over a quick phone call, you can literally enjoy amazing results.

The highest value and relevance to your prospects is if their direct competitor has used your product or service and has enjoyed a metric increase in sales. It is relevant because they will think, if their competitor can increase their sales by 21 percent so can they! And you could be their ticket to huge success.

So, to get an appointment quickly with a corporate prospect, you could say something like, Mr. Smith, one of our clients, XX Engineering, has just increased their sales by 24.6 percent using our latest CRM software program. We think we can help you achieve similar results, if not better. I think it would be prudent for us to meet and discuss—is this Friday okay?

Any product or service can be communicated in this way. This approach is the most relevant to the targeted corporate prospects. And don’t worry if you don’t have on your books one of their competitors as a client. You can always relate industry case studies to them through effective research. Your niche and the delivery of your niche results will set you apart from the crowd significantly.

If you are selling products to individuals, the same relevance rule applies. The higher the relevance, the higher the perceived value of what you are offering.

You can increase the relevance and value of what you sell by presenting super success stories of other people who have positively benefited from using your product or service. The highest relevance will be achieved when that super success story is of someone they know personally—the closer the more powerful. It triggers the mindset of: Well if my friend has used it and she is also a housewife about the same age as me, and she is also divorced and got those benefits, why can’t I?

They will demand to buy from you!

Even if you have not sold to anyone your prospects know personally, you can still generate high relevance by sharing with them testimonials of other people they can relate to who have also benefited.

It is astounding how so many so-called salespeople do not value the relevance of doing this. (Pun intended!) Yet it could literally change their results overnight—it certainly did mine!

5. DESIRE creates demands!

Belief, Rapport, Authority, and the relevance of your Niche will lead you and your prospects into focusing all your efforts on creating a sufficient motivating desire for them to buy into your offering with confidence.

You do this by sharing benefits in an expert fashion that is relevant to them and in a manner that appeals to them, i.e. in a way they can see themselves benefiting because you have already seen your prospects benefiting in your own mind like a video recording or a movie. How well you translate this movie to them will determine how much desire your prospects will have for your offering. This is because you know their DBM (dominant buying motive—the compelling reason to buy from you now!) and you really understand what they want and why they want it, and you have taken the time to build that understanding by using B.R.A.N.D. as your resource!

I will take you through this entire process, step by step, later in this book. The science is easy once you know how. This book will get you to the top when you use it well and keep using it well.

B.R.A.N.D. is the only name you need to know on your checklist for success!

To know when to close the deal is indeed a rare skill, yet a simple one to master! Make it your skill and you will improve the life of everyone around you… and in turn improve your own.

Is there more?

A resounding YES!

By investing in this book, you will become a free member of www.marcorobinson.com, a revolutionary resource in your sales process and career, where you will receive newsletters, be able to ask questions, and get powerful answers. You will join many others who are breaking new records in their own industries because they have read this book and attended Marco’s incredible workshops. You will learn how to deal with the most difficult people, handle any objection, sell to small and big companies, and develop your sales skills into those of a winner and champion. (Please refer to the back pages for further details.)

Until then, see you at the Champions Conference!

SECTION I

The Psychology Necessary to Close the Deal!

CHAPTER 1

Attitude Equals Altitude!

You can only sell successfully when you have mastered your attitude!

You know what? You may have read this before, but if your results are in the gutters, you might want to master this first, as it is fundamental to your