Episode 91: Closing/ Asking for the sale

On this episode of The Ty Brady Way, Ty discusses closing and asking for the sale. Ty shares a conversation he recently had with an agent who was meeting with consumers multiple times and they kept saying the famous “I’ll think about it” when it came to closing. Ty shares his advice on how you should ask for the sale. The best ways to follow through with your sales is to say these phrases once your presentation is finished:

Ty states that you should assume the close and begin filling out the application. Ty speaks about how when a consumer hesitates to follow through with you it’s usually because there is something unresolved in their minds. You need to learn to read your consumers so that you can give them what they need. When a consumer is reluctant you should always go back to the product and what value it will add to their lives. Ty speaks about how agents often miss closing cues. When a consumers asks how do they sign up you should immediately stop giving them information about the product and go straight to following with a close. The consumer had heard enough and has already made a decision to follow through with you so you do not need to keep selling the product to them. Agents also sometimes complete a great presentation but back out of asking for the sale. Ty states that you won’t get an answer if you don’t ask and if you’re afraid to ask then you are in the wrong business or need to get over your fears. Ty encourages you to remember that the greatest opportunities are often on the other side of fear. Before finishing on a personal story surrounding closing and some lessons he learned when being trained is that sometimes mimicking your consumers behaviour is the way to go – if they’re talking slow, you speak slowly.

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