The Secret Is Selling Not Closing. Closing Is the Result of Effective Selling.: Strategies and Systems That Will Help You Sell It Now and Increase Your Income!

By Joel Pinero

My intention in this book is to provide an innovative perspective and approach of what is a must in the sales process so that you, the sales professional, can be more effective in closing deals in todays market. The information in this book shies away from the high-pressure old sales tactics. The sales principles that I will share, when applied correctly, will give you the power to change your sales career and financial future forever. The strategies I will share with you in this book will increase your opportunities of achieving more easily closed sales. The book will show you that we, as sales professionals, need to get out of the way of making the sale by following the correct sales sequence. In many of my coaching sessions, we have found that the reason the prospects dont purchase is the salesperson.

Let me be your coach on why people buy, why people buy today, and why people buy now!

Highlights
The name of the game is selling, not closing.
There are no new words in sales.
The magic of selling is on the sequence.
Telling is not selling; selling is influencing.
Objections
The difference between pressure and urgencyare they the same?
The battle of the guilts.
Breaking the old myths.

• Language: English
• Publisher: Xlibris US
• Release date: Apr 28, 2016
• ISBN: 9781514484067

Joel Pinero

Joel Pinero is a speaker, trainer, personal coach, and sales consultant who has made a career out of helping thousands of students and sales professionals reach their fullest potential. With over twenty-five years in the sales industry, Joel has conducted hundreds of seminars and trained thousands of sales professionals, specifically in the hospitality industry in the United States, South America, and Central America. As an executive leader, he has held influential positions, such as executive director of training and development in Cancun, Mexico; vice president of training and development for Westgate Resorts Florida; vice president of sales and marketing for Planet Hollywood in Las Vegas, Nevada, to mention a few. Joel understands that it is only with God’s grace, hard work, and determination that he is recognized as a top professional with high standards, character, and ethics. He has earned the respect, admiration, and reputation of a great leader, trainer, and coach in the timeshare industry. He is also a great motivator and a very passionate and creative individual that, with his unique way of delivering the message, makes a positive impact and inspires people to take action and strive not only as sales professionals but also in their personal life. Joel is fully committed to helping others achieve ultimate success.

Book preview

THE SECRET IS SELLING

NOT CLOSING.

CLOSING IS THE RESULT

OF EFFECTIVE SELLING.

Strategies & systems that will help you SELL IT NOW and increase your income!

Joel Pinero

Copyright © 2016 by Joel Pinero.

Library of Congress Control Number:   2016905948

ISBN:   Hardcover   978-1-5144-8408-1

   Softcover   978-1-5144-8407-4

   eBook   978-1-5144-8406-7

All rights reserved. No part of this book may be reproduced or transmitted in any form or by any means, electronic or mechanical, including photocopying, recording, or by any information storage and retrieval system, without permission in writing from the copyright owner.

Any people depicted in stock imagery provided by Thinkstock are models, and such images are being used for illustrative purposes only.

Certain stock imagery © Thinkstock.

Rev. date: 04/27/2016

Xlibris

1-888-795-4274

www.Xlibris.com

733426

Contents

1.   Dedication and Acknowledgments

2.   Purpose

3.   The Name of the Game Is Selling Not Closing!

4.   The Three Most Important Elements in the World of Sales

5.   There are No New Words in Sales

6.   The Relationship Graph

7.   Daily Mental Conditioning (DMC)

8.   The Difference Between an Amateur and a Professional

9.   The 80/20 in the Sales Profession Top Performers

10.   Make the Decision of Being the Best

11.   The Dos and Don'ts for Salespeople or Professional Salesperson

12.   Effective Communication

13.   The Prospect's Mind

Why People Buy Products?

Why People Buy Today

Why People Buy Now?

14.   The Magic of Selling is on the Sequence

15.   Telling is Not Selling; Selling is Influencing

16.   The Story Makes the Difference

17.   Ego-based Response

18.   The Battle of the Guilts

19.   Transition from Prospect to Owner of Your Product

20.   The Difference Between Pressure and Urgency

21.   Top Fifteen Power Questions

22.   Objections

23.   Breaking the Old Myth

24.   The Negotiation/Drop

25.   The World of Sales Real Estate

26.   The World of Sales Retail

27.   The World of Sales Car Sales

28.   The World of Sales Vacation Ownership

29.   Vacation Ownership or Timeshare Ownership (Sales Review)

30.   Creating thoughts by using influential statements

and questions

31.   The Winning Edge

32.   Winning at the Game of Life

The Secret of

Closing the Deal

Is Selling

DEDICATION AND ACKNOWLEDGMENTS

I want to take a minute to dedicate this book to my family who has supported me in my sales career. It has been a tough road for everyone especially for my wife and kids. There have been many sacrifices from everyone in the family for me to get to this point. Many days that I was absent because of traveling and moving from one place to another to fulfill my duties and obligations---responding to the call of duty. Also, I want to thank my beautiful mother who not only taught me to be respectful and kind to others, she also taught me that with hardwork and dedication, anything is possible to achieve. Thank you Mom. Last but not the least, I want to thank a brother from another mother and partner who has helped me in many ways for me to complete this book, my brother Hector Medina. There were many important people that in one way or another have inspired, coached, trained, advised, and gave me an opportunity for success. Special dedication goes to one of my mentors who unfortunately passed away. Mr. Pat Leiby, I want to thank you for inspiring me to become a student of the game of selling. I was very fortunate to spend many years together with you, traveling all over the country, opening resorts, and creating training and sales presentations for our sales company. It was a very instrumental experience for me to witness many years of experience in the sales field, and how to effectively create a full presentation from zero. For that, I will always be grateful. Another mentor who had a very powerful impact on my career was a gentleman named Mr. Jim Gissy, the executive vice-president of Westgate Resorts. Thank you for believing in my ability and entrusting me to run and manage the most expensive and important property in timeshare history at that time, which was Westgate Planet Hollywood, Las Vegas. In my years in the company, Mr. Gissy delegated very important assignments and showed that he believed in me. Thank for your trust and confidence for me to develop and reach those levels of success. There are many people I have encountered who have had an impact in my life and who have helped me develop these strategies and my way of thinking about the sales profession. Most importantly, I want to thank God for permitting me to have this life and to give me the opportunity to be in this world and develop a sense of responsibility and commitment to want to help others. I pray that anyone who come across my life and this book can take something positive and of value that can help their career and their life in any way forever. I also want to thank those who do not believe in me because without the people that resist you, create obstacles, and say to you it can't be done, you can't, or no you won't accomplish your goals, I couldn't put to the test these principles, beliefs, and inner drive to succeed against all odds. To you, thank you, and I'm grateful that you are the fuel to my fire. God bless.

PURPOSE

There is no greater gift you can give or receive than to honor your calling. It's why you were born and how you become most truly alive.

---Oprah Winfrey

The purpose of this book is to share some sales experiences with those who want and desire to elevate their sales career to new heights. The sales profession is the best profession out there. This profession, we can make it the easiest or the most difficult. It all depends on your perception of what you are selling and the understanding of what it takes to make the sale and to close the deal.

However, the customer's perception of the reputation of the sales industry is not the best.

That happens due to the lack of the correct knowledge and understanding of what sales is all about and what the prospects need to hear and experience in the sales process. One of the most important factors is the prospect's mind-set. As a professional sales representative, who understand the customer or prospect when the sales process starts, we must then assemble the presentation or our sales pitch accordingly.

The goal is to increase our chances of a sale and to make sure that we, as salespeople, get out of the way of the sale. In many cases, the reason that the prospect doesn't purchase is the salesperson.

The reason that people don't purchase is due to the lack of trust, need, help, and urgency that the salesperson has failed to create and achieved throughout the sales presentation. This causes the customer to miss the advantages that the product could provide and would not feel any reason or desire to act and purchase your program or product today and now.

THE NAME OF THE GAME IS SELLING NOT CLOSING!

You can have everything in life you want, if you will just help other people get what they want."

---Zig Ziglar

Through the years as a professional sales coach (trainer), many students requested for me to teach them how to close because in their mind, closing is the name of the game. I can't disagree more; if there an incorrect concept about the world of sales, this is one of them. The name of the game is selling and buying. People don't like to be closed; they love to buy. That's exactly what the prospect is concerned or afraid off; that's the reason they start creating a plan against the sale representative, and they activate their defense mechanism against the sales representative, for example like the famous Pact.

Let's define pact. It is the agreement that is made between the prospects to not purchase or show interest in the product or program presented.

There is no doubt in my mind, and if you take a minute and think about this, the customer including you as a customer, before you are exposed to a sales situation in any level or capacity, your plan or conversation before entering shouldn't be all about how to beat or handle the salesperson.

Even in a sales situation, where you on your own have walked into the sales environment or the sales store dew on your interest on their product or program, your level of stress or tension is at the max, not because the product but because you don't know what king of sales representative you are going to encounter or get. Your biggest concern is what kind of experience you are going to encounter with the salesperson and how if necessary to get out of the situation without losing your pride in the process. Just to experience and feel some of the feelings that the prospects experience, I'm going to challenge you to a few questions. Please repeat after me. They close me. Say it three times. How does it feel? What are your feelings when you hear yourself saying it? Not good. Is that correct?

I am very certain and positive that the feeling is:

1. You were taken advantage of.

2. The decision of purchase was not yours.

3. You were pressured without your consent and more.

If you proceed with the purchase with the feeling that was not your decision and was more due to the feeling of being trapped, chances are that you end up returning or cancelling the product or program.

How many times you walk into a store on your own desire with some intentions of buying, and you didn't purchase anything, and the main topic of conversation, while exiting the store, are all about the intentions of the sales representative.

The comments are:

-- The salesperson tried to sell me the most expensive product.

-- He didn't care about my needs.

-- He was more focused on what he wanted to sell me.

-- He didn't look the part (dress code/propriety).

-- He was too pushy, wasn't ready to purchase.

-- The salesperson talked too much.

-- He was all about making a commission at all cost, etc.

In most of these cases, there is a common denominator. In all of these comments involves the salesperson. All of these thoughts started with the word he (salesperson). The essence of these comments is all about what the salesperson did