7 Tips for Flipping Properties in Today's Market

When it comes to real estate investing, many people are making money right now by flipping properties. Sure, today’s market is not the greatest at this point in time, but despite of home prices that are falling and the housing boom that is now over in some areas, this is a prime time for flipping properties. Of course if you plan on getting involved in flipping properties there are many things that you are going to have to take into consideration. While it may sound quite simple, there is quite a bit to learn if you are going to try to be successful at flipping properties, so the following are several tips that will help you with flipping properties in today’s market.



Tip #1 – Understanding the Concept of Flipping Vs. Speculating – First of all, if you want to start getting involved in flipping properties, it is important that you understand the difference between flipping and speculating. Speculators are essentially real estate amateurs who are usually not consistently successful. They count on theory that there is always a “bigger fool”; someone who will come along and purchase the property for more than what they paid for it. Flipping involves a totally different approach.



People who flip properties are more conservative and they are more likely to be successful, no matter what the market looks like.



Tip #2 – Getting started – Now you need to know how to get started flipping properties. Basically flipping properties involves getting the property for a low price and then within a short period of time, selling the property for a price that is much higher. Property flipping is a great investment; however, it is important that you make careful plans. If you are new to flipping, you will probably want to work with a seasoned real estate agent, who can help you understand more about the current market trends and conditions.



Having a good agent on your side can help you locate a great property and they can also help you figure out what it would cost to fix up the home so you can get the best amount of profit whether doing the work yourself or flipping it to another investor who will fix it up for profit. You have to make sure there is enough room in the deal for a profit once the entire repair costs & other holding costs such as mortgage, insurance, and taxes are figured in. Even if you reselling the property to another investor who will then fix it up, the investor will only be interested in buying if there is a margin for profit on their end.



Tip #3 – Advance Planning – Of course advance planning is very important when it comes to flipping properties in today’s market. You’ll want to make sure that you know what you are actually getting into. Plan ahead as to what types of properties you want to flip, who you want to renovate them, and other important details. Also, before you get the property, make sure that you have it inspected. Not having the property inspected could lead to heavy losses, so be sure that you have an experienced inspector look the property over carefully.



Tip #4 – Finding a Flip – Finding a flip is the hard part. When it comes to flipping properties and there are a variety of key phrases that buyers look for when they are looking for the right properties. Some of the phrases hat they look for include listings that have phrases like “needs work,” “must sell,” “motivated seller,” and “vacant.” Many flippers take a close look at properties that are being foreclosed on as well. Usually banks are trying to get what they can for these properties, so flippers can get them for a good deal.



Tip #5 – Getting a Loan – Getting a loan is important as well when you are involved in flipping properties. However, when it comes to getting a loan, there are many mortgage companies that are a bit leery of giving out loans on a flip because of various scams that have been used in the past. When you try to get a loan on a flip, you will need to check into the requirements. Some companies may make you wait 3-6 months before selling the property; however, in some cases you may be able to sell a flip sooner if you can prove that your property has increased in value.



There are also private lenders that are willing to give loans on flip properties as well; however, they may charge higher interest rates.



Tip #6 – Fixing up a Flip – Once you have acquired a flip property you are then going to have to work on fixing it up. You will need to take a look at the property and then figure out the level of upgrading that the property you have chose warrants. It is not prudent to put in upgrades that will only be a wasted investment. Be sure to do the best job possible; however, remember that there are some improvements that will not increase the value of your property.



Be sure that you make the improvements that are needed to bring the property you have up to the same condition of the other properties in the area so you will have no problems selling it. A good realtor can give you great advise on the type of work to do and the type of work not to do to get the most profit out of each property.



Tip #7 – Selling a Flip – When you are selling a flip it may be tempting to do it on your own; however, in most housing markets it is best to have a professional real estate agent help you sell the property.



You will need to know the current market that you are dealing with and you will also need to be sure that your property is priced right. Setting the wrong price in the beginning can really hurt you, even if you lower the price later, so be sure that you get the price right the first time. Also, a real estate agent can give your property the exposure it needs to sell quickly, saving you a bundle on holding costs.



Flipping properties is a great way to make money; however, it takes some work and knowledge.



It will take hard work and planning to build up your wealth, but if you are willing to do the work needed, you can definitely be successful in this field of real estate investing.

Home Mortgage Rates - an Important Guiding Factor While Considering Home Mortgages Are Home Mortgage Rates

Buying a home on mortgage is a crucial financial decision for the majority of the population even today. The amount involved is by no means a paltry sum and neither the transaction, one that is short lived. Sure enough, the process of acquiring your dream house on a mortgage loan may be one that spans across a few days, but it has an impact on the entire tenure of the advance. Most home mortgage loans have duration between ten years and forty years.



Therefore, you should be very careful before entering into such an arrangement as it affects a considerably long period of our life. It is absolutely essential to know the various aspects such as home mortgage rates, the installment amount, type of rate, the length of the loan taken and the pros and cons of the contract in details. You should understand the terms and conditions of such contracts completely before you enter into one. You should also do the feasibility study of such an arrangement in depth so that you do not repent later on.



Thus, it is imperative to work out the estimates as well as know precisely how you shall be repaying the debts taken. Only and only if all this works out comfortably without causing much problem then you are in a favorable position and you should definitely be going ahead with your plans.

Home mortgage rates are of prime importance and perhaps the most vital guiding factor while considering any home mortgage scheme. There are different types of home mortgage rates.



These are based on the nature of mortgage loan taken as well as on the type of repayment option selected. Based on the loan type, you can have open or closed loan plans. In the open plan, you have the option of paying more than the installment amount spelt out in the agreement. In the closed type, this option is not there. However, the option of making a single payment once during a year up to one-fifths the loan amount is permitted. Any excess payment shall result in penalty being levied.



However, in times of decreasing home mortgage rates, it is desirable that you pay the penalty once and smile thereafter for the remaining duration of the loan.

Based on the reimbursement alternative chosen, you may have your home mortgage rates kept fixed throughout the tenure of the advance. Alternatively, you may elect to vary the rates with the market rates. Therefore, when the market home mortgage rates drop down, you land up paying less for the credit taken, while when the rates shoot up, you bear the added burden and pay more.



Thus the home mortgage rates may be open or closed and fixed or variable. Generally, you shall find a combination of these two while going through the various mortgage quotes such as fixed-open, fixed-closed, variable-open and variable-closed. Choose the one that best suits your needs and get excellent home mortgage rates for your loan!

Mortgage Website Design Basics

The mortgage industry is a competitive business. Practically every marketing medium is used to generate new customers. The problem is that each marketing channel has become saturated, and therefore less effective. Mortgage companies are now facing lower conversion rates, which means lower revenue for their company. This is especially true with their online marketing strategies. That is why many mortgage companies, brokers and loan officers are now working to generate their own leads instead of buying them.



It's easy to see how you can save costs by generating your own leads, as opposed to paying for them through a third-party. In addition, not only will you save on the cost of the lead, but typically exclusive leads have higher conversion rates than purchased leads. The problem with buying leads is you are not sure of their quality. The same leads may have been sold to other mortgage companies, or the leads are not well targeted.



If you're going to be generating mortgage leads online, then the first step is obvious -- you need a mortgage website that is optimized to do this.



If you already own an existing website, and you're not successfully generating leads, then it's time to make some changes. The two main problems that mortgage websites have are lack of quality content and lack of Internet marketing knowledge to drive traffic to their websites.



In order for your website to be effective, it must be developed properly. With that in mind, we will discuss the most important mortgage website design factors.



Your website architecture, on page search engine optimization, content, navigation, calls to action and the tools and resources you offer on your website are probably the most important factors that contribute to mortgage web sites that generate high-quality leads.



These are the building blocks to a successful mortgage website. If any mortgage website lacks just one of these factors, their mortgage lead conversion rates will go down and ultimately they will be leaving revenue on the table. In any case, if you're dealing with a mortgage website design company, it's important to keep the end goal in mind, which is:



To create a website that is useful to the end user while optimized to ask for actions which will lead to the highest conversions on each and every page of your website.



Mortgage Website Design Factors - Mortgage website architecture, on-page seo, high quality mortgage related content, visitor friendly navigation, calls to action, and mortgage tools and resources are some of the elements that make up high converting mortgage websites. These are the building blocks of building successful mortgage websites and mortgage website design, but are by no means exhaustive.



It is important to maintain a focus on the usefulness of the website for the end visitor while still keeping in mind the importance of implementing calls to action and conversion on each page as well.

How to Avoid Being Victimized When Shopping for Your First Mortgage Loan

How to Abstain Being Victimized If Arcade for Your Aboriginal Mortgage Accommodation Given the acute account appearing from the mortgage and absolute acreage markets these days, ambience out to acquirement your aboriginal home can affect a abundant accord of anxiety. Visit actuality http://credit-cash-loan.blogspot.com With so abounding account about bloodthirsty lending and almanac top foreclosures, abounding adolescent families are council bright of the mortgage market, abashed of acceptable a statistic.



However, a customer who takes the time to become abreast about the basics of amenable mortgage lending practices has no charge to abhorrence the home accommodation market. Armed with acceptable information, consumers entering the bazaar for the aboriginal time can abstain the pitfalls that accept been the ruin of abounding beneath active home buyers. The foreclosure crisis began in the sub-prime home accommodation market, abundantly due to poor accommodation authoritative on the locations of both lenders and consumers.



The apartment bubble, with its aggrandized home prices, encouraged both groups to be somewhat reckless, to action on a connected acceleration in home prices. Loans were fabricated to a abundant abounding consumers that were above their means, creating a bearings that depended aloft ascent home disinterestedness and low absorption ante to ensure that these loans would abide affordable. However, as the apartment balloon began to deflate, the bearings afflicted dramatically, with home ethics that had been ascent at almanac rates, a abounding 80 percent amid 1995 and 2006, alpha a appropriate that would set annal as well.



Ascent absorption ante meant steeply advancing payments for abounding borrowers, as those brain-teaser ante asleep and adjustable bulk mortgages displace to bazaar rates. Those that bought homes at aggrandized prices begin themselves attributable added on these homes than they were account as home ethics began to acclimatize to a added astute level, authoritative refinancing out of those big-ticket loans difficult. Foreclosure ante a allotment of this accumulation soared, abacus to the bottomward burden on home prices.



A cogent bulk of the consumers who accept been allotment of the beachcomber of foreclosures were not absolutely acquainted of the accident they undertook as they active these home accommodation contracts. Abounding fell victim to their own benightedness of the mortgage action as they accustomed advancing mortgage brokers or lenders to beacon them into loans that were not in their best interests. Abounding added of these ill-informed consumers will pay the bulk in the abreast future, as $250 billion account of adjustable bulk mortgages are due to displace in 2008 and 2009.



For those who heed the warnings absolute in the accident of these consumers, today's bazaar contains a abundant accord of promise. With home inventories on the acceleration and prices bottomward badly in abounding adorable areas, a acute home client could do absolutely able-bodied in the accepted climate, purchasing a solid ancestors home for a actual reasonable price. With accurate allegory of the accessible home accommodation products, consumers can acquisition abounding defended and alive options to accounts the acquirement of a new home.



While a lot of mortgage brokers and lenders are honest, a assertive bulk of them will yield advantage of the brash or amateur consumer. Learning the accepted approach acclimated by such characters can advice you to admit bloodthirsty lending practices afore you become a victim, allowance you to ensure that the accommodation you achieve on for your new home will be to your best banking advantage. Excessive fees are a allotment of the admonishing signs to watch for, about active in the accomplished book of a home loan.



While a lot of mortgages backpack some fees, they usually will be bedfast to a absolute that is beneath than 1 percent of the accommodation bulk in a aggressive accommodation product. Bloodthirsty loans about backpack fees that absolute 5 percent of the absolute accommodation bulk or more, and are about financed into the accommodation to abstain the apprehension of the customer who does not apprehend the accomplished print, rather than paid upfront. Top accommodation penalties are a agency to be careful of if arcade for your home loan.



Dishonest accommodation originators will about abort to acknowledgment that a accommodation carries these fees, which are answerable to the customer who pays off their mortgage early, causing an abhorrent abruptness for consumers if they try to refinance out of that big-ticket accommodation into a added reasonable option. While abounding sub-prime accommodation articles backpack accommodation penalties, and a few in the prime bazaar do, about these are in aftereffect for three years or less.



Abusive accommodation penalties are in aftereffect for three years or more, sometimes throughout the absolute accommodation term. A mortgage agent or lender that approaches you with a accommodation action that is unsolicited should accession suspicion in your mind. This is a accepted tactic a allotment of arrant lenders, about begin in the letters of bloodthirsty lending acknowledged cases. Reputable mortgage lenders are not in the business of soliciting about for new audience by buzz or absolute mail advertisements.



These approach are about acclimated by beneath reliable or even counterfeit organizations who acquirement "lead lists." This can appear afterwards you accept fabricated inquiries with accepted banks or mortgage lenders, abounding of whom advertise customer advice to third parties. Aggrandized acreage appraisement is addition tactic advantaged by bloodthirsty lenders, acceptance them to advertise homes to brash consumers for abundant added than their accurate bazaar value, accretion the accommodation bulk to aerate their profits.



Again, borrowers who do their appointment afore purchasing are abundant beneath accessible to such tactics. An appraisement done by an adjudicator called by the borrower is a abiding way to abstain paying too abundant for your home. Comparing the acquainted bulk to commensurable homes in the breadth is aswell a acceptable way to assure adjoin such abuse. Borrowers should be acquainted of their acclaim continuing afore abutting a lender or broker. By alive their acclaim array afore agreeable in the accommodation appliance process, consumers can abstain addition accepted tactic of adumbral accommodation originators, which is council borrowers into added big-ticket sub-prime loans if they are able-bodied able for beneath cher prime akin products.



Statistics appearance that about bisected of sub-prime borrowers could accept been able for beneath cher loans than they received. Alien sub-prime loans can be actual alarming arena for the amateur banking consumer, decidedly those of abstinent or lower income. While abounding of these loans can be actual advantageous to those who accept them clearly, those who don't can acquisition themselves in austere banking agitation over time. Absorption alone loans can be absolutely adorable to borrowers, alms an affordable transaction initially, but rising, about steeply, if the absorption alone aeon is over and the payments acclimatize to cover installments on the accommodation principal.



Uninformed mortgage consumers may not absolutely appreciate the bulk at which their account payments can arise if these loans adjust, nor do they apprehend that these loans can, in some circumstances, leave them attributable added on their accommodation assumption afterwards several years of payments than the antithesis they began with. Balloon loans can actualize a agnate affair for the amateur consumer. Relatively low payments over a assertive bulk of years can accomplish them attractive, but at the end of that period, the absolute antithesis due on the accommodation accept to be paid.



Refinancing is about the way this is handled, but those with all-a-quiver acclaim or little home disinterestedness can acquisition this band-aid difficult, a detail that beneath conscientious originators may not disclose. Piggy aback loans are addition alien accommodation artefact that accept to be approached with care. These loans are advised to acquiesce consumers to access their home with little or no down payment, or acquiesce them to borrow added than they ability authorize for with a acceptable mortgage loan.



These loans are complete by basic a primary accommodation for 80 percent of the acquirement price, and a additional mortgage for the actual 20 percent. Abounding consumers who accept acclimated these loans accept begin that they bought homes above their means, active into austere banking agitation over time.Visit actuality http://credit-cash-loan.blogspot.com

Explaining Nationwide Home Mortgage Loan Companies

Benefits of choosing Nationwide Home Mortgage Loan Companies:



Certain benefits given by these companies attract a lot of people. People enjoy some extra advantages as compared to ordinary Mortgage Loan Companies; it is because of their size and coverage. People dealing with these companies take themselves to be better than the people dealing with other companies.



The most important benefit people get with Nationwide Home Mortgage Loan Companies is that they can easily get second mortgage loan for the home situated in another state with the same company.



This is not possible with other companies as they do not cover that much of area.



With these companies you get chance to save on processing costs like credit report fees and others because you can borrow second mortgage loan from the same company. As these companies are wide they also provide information about mortgages and properties in other states. On the other hand with other loan companies you will have to spend your time as well as money to collect information.



Since these companies have big size and coverage, they allow more flexibility in addressing the needs of the borrower no matter where he or she is situated in the country. With these companies you are not confined to a small place, you can buy home anywhere, where these companies have their coverage.



Precautions should be taken before choosing Nationwide Home Mortgage Loan Companies:



No matter these companies have hell of benefits for the borrower homeowners but even then there are some precautions which should be taken by the people before signing any document.



People must check the legitimacy of the company before signing any document. There may be some fake companies which can allure people. People must care because these are secured loans and their property is at stake.



People must search well before finalizing a Nationwide Mortgage Company because there are many companies available in market and these companies' offer loans at competitive rates. Then, your labor of searching will lead you to get home loan at reasonable rates.



People must also check if there are any hidden prices imposed by the company which may trouble you later.



All the enquiries made in advance will lead you to get the Home Mortgage Loan at reasonable rate and with many more benefits.

Mortgage Calculators Perform Various Calculation to Help You Save Money

Once you have come to a decision to go for a mortgage, there are a number of things that have to be mulled over. The most significant thing is to plan it right. Your affordability, how much loan you will be able to get, type of interest rate you should decide on, what will be the down payment and so on. It is very usual that you will have a lot of doubts given that you cannot construct or buy a home every so often. It requires an investment of a lifetime and therefore has to be handled with extreme care.



A few mistakes committed while planning finances can have a negative effect on not only your savings but also can leave you with a damaged credit record. Furthermore, you might not be eligible for any type of loans again with better terms. Therefore, it is necessary that you make best possible utilization of mortgage calculators since they are significant financial tools and can be very handy to you to be regular with your monthly mortgage payments. There are various mortgage calculators that perform different calculations.



A few of the commonly used calculations are discussed below.



Rate of interest, payments for your existing debts, income and the like help you to come to a decision on the amount you are qualified to borrow. Calculate to realize what should be your income so that you are eligible for mortgage. As soon as you are involved in purchasing a home, how much you can borrow is a very important issue that has to be answered. Make a note on your affordability of the mortgage with the help of a mortgage calculator.



Interest-only calculation assists you in the early years of your loan tenure. You can decide on paying just the interest to begin with and in addition make some payment towards the principle amount. On the other hand, if you are choosing this payment method, you will have to repay the principal amount in a shorter time-frame. It could raise your concluding payments to a significant level. In case of fixed rate mortgage, your monthly payments can be calculated and you are familiar with the amount you have to repay the whole loan tenure.



In case of variable rate mortgage, your interest rates might be low at first however; they are not foreseeable and can be extremely high at some point. Make use of the Fixed Rate Mortgage or Variable Rate Mortgage calculator to choose the kind of interest rate that goes well with your requirements.



If you decide on a 15-year mortgage plan, you will be paying less in interest rates however; the payments you make every month will be substantially high.



In contrast, if you are deciding on a 30-year mortgage plan, the amount you will be paying every month is low however; the rate of interest will be extremely high. As a result, by the time you repay the complete loan amount, there is a chance that you may well have paid a number of times over what you in reality took. In this circumstance, the loan term mortgage calculator can assist you to make a decision. It is significant to be familiar with the overall cost of the loan you are taking.



To find out the entire cost of the loan, the APR or the Annual Percentage Rate mortgage calculator can be of great help.



You can find an online mortgage calculator very easily by just logging on to the internet and searching through your favorite search engine, these free online mortgage calculators are of great help in calculating all the above calculations and answer all your queries on mortgage, so that you are able to make a wise decision.

Closing the Sale

What is Closing?

I recall the day effortlessly. I'd been busy selling mortgages to customers of an estate agency in the 1980's and we had a new National Sales Director appointed. Now he was a pretty fierce individual. A big man with an equally big voice who had a reputation for reducing sales people to tears if you ever crossed him.

He came to visit us all on a one to one basis to see how we were doing and to get to know us, I guess. But I wasn't looking forward to the meeting.



You see up until that moment, selling mortgages in the estate agency was really easy. I'm certainly not bragging here…I was very young and people just wanted me to arrange their mortgage and policies. They asked me to do the business and I just gave them information and advice and filled in the forms. It was a gravy chain. It was a massive property market with fewer players than there are today.

Then it all stopped. August 1998 it was and the market collapsed and selling mortgages became depressingly difficult.



In our meeting the sales director asked me lots of question about my selling process and could see that the previous year I had arranged hundreds of mortgages for customers. Next he asked me how I closed the sale. I had no idea what he meant and it was obvious. He then asked how I got people to commit. Again I had no answer. "I guess they just did it" was my meek reply. He then stood up and in a forceful gruff voice shouted, "well in this new market you might as well give up selling then" and he stormed out.



Expecting the sack imminently I was pleasantly surprised to see my name on the next sales training enrolment list. Yes, as you can appreciate Paul Archer was whisked off for some sales training where everything became very clear.
In sales you have to close the sale. That's it. Fullstop. Closing is the one skill that every sales person, what ever you're selling, just has to do.

But that's the problem, as I see it. Closing the sale has become synonymous with slick sales'ey types. Sharp suits and sharp closing techniques.



The books and tapes cry out for you to "close the sale", "overcome objections", "win the sale", "ask for the order"…and it all gets a little too much for the average sales person.

So I'd like to give you my take on closing the sale. A method which you'll not notice that you're actually closing the sale according to the tapes and sales books out there. A method in which the customer doesn't know they're being closed and no fancy technique is being used. It's clean, tidy, easy to do and incredibly customer focussed.



And that is what rapport selling is all about.

It's like eating soup…

Eating Soup

For lunch my wife and I had her home made turkey soup. Yes, you're right, Christmas wasn't long ago and the carcass has been boiling on the stove all day. My wife's turkey soup is famous because it feeds my whole family for days and is absolutely delicious.

Eating the soup is like closing sales. There's no way I'd ever dive into the soup, take an enormous spoonful and gulp it down. I'd scoop up a little, blow on it, feel the steam with my top lip, take a sip and only then would I take a decent mouthful.



Closing the sale is the same concept. You wouldn't go charging in would you?

"Would you like to sign the paperwork now, Mrs Brown" you say five minutes into the sale. You'd end up with a handbag around your chops!

No, you'd wait until Mrs Brown was ready to buy your product or service and only then would you ask. You have a much better chance then of getting a yes rather than a refusal. And nobody likes to be refused, which is another reason why plenty of sales people don't ever ask for the sale…they don't like to be rejected.



If you test the soup first to see how hot it is, you'll not burn your tongue. Likewise if you test the customer first, you'll not spoil the deal. So how do you do this?

It's like dating in your early teens. Before you asked the person out for the date of their dreams you checked with their friends to see if they were seeing anyone else and you might even have spoken to their best friends to assess your chances. Only then did you pluck up enough courage to ask them out.
People that didn't follow this rule were either really successful in the dating stakes or had red cheeks from all those slaps!

Now I do know of salespeople who are like this.



They are so hardened to rejection, that they don't really care any more and just ask everyone. The double glazing cold calling merchants are like this. You say "no" so they go onto the next customer…eventually someone is going to say yes.

But I don't like to teach selling that way…I like to enjoy my job and the rapport we build with customers.

It's all about asking questions…

It's all about asking questions

The three types of questions you will want to ask leading up to the close are testing questions to feel the temperature of the soup, trial questions to taste a little of the soup and then closing questions to drink the soup.



Testing questions

Throughout the sales meeting you'll want to see how the customer is feeling about your product or service. Are they warming to you and the product or not?

You can tell all is going well verbally and non-verbally. Verbally the customer is replying to your questions positively.

"How do you feel about those benefits?" "They sound good"

"Does it all make sense so far?" "Yes thank you"

"Have I missed anything you'd like to know about?" "No, everything's been covered."

Non verbally the customer will be leaning forward, attentive towards you, giving you appropriate eye contact.



The opposite here is leaning backwards and various limbs crossed
Try placing documents or brochures in the middle of the table. If they take them, this is a sign of non verbal acceptance

These verbal and non verbal reactions are known as buying signals in the trade. You need to see them happening right in front of you so turn on those observation and listening skills.

Trial Questions

Back to my dating analogy, I remember when I met my wife at a party for the first time. Obviously she wasn't my wife then! "Claire" I said getting terribly tongue tied, "hypothetically speaking, if I was to take you out one evening, would you have any objections?" She accused me of being a lawyer at that moment and I nearly blew it completely.



15 years later we now laugh about my ridiculous trial close. Although not very elegant, it worked. It made her laugh and she said she would say yes. So I did and here I am today happily married and with three children too.

The same process needs to be followed in sales. You've tested the water and now need to be sure the customer is ready to say yes. As before you can do this verbally and non verbally.

Questions are needed here which serve as trial closes. A few questions need asking such as:

"Is this what you had in mind"

"Does this fit your budget?"

"If I can arrange that for you, would you be interested?"

"Are you OK with the whole package?"

In many cases your questions will throw up "no's" or "I'm not sure" or "I'll let you know".



Dealing with customer concerns deserves more time spent which I'll give you later. But the best learning point here is that concerns or issues that are thrown out will tell you how close you are to the final close. If you have too many concerns from your customer, they're not ready to buy so you'll want to go back to more benefits or re-analysing their real needs. Get yourself into reverse gear

Non verbal trial closing is great fun. My favourite is to place the contract or application form or whatever needs signing in the middle of the table for them to take.



A sure sign they want to go ahead.

The other non verbal trial close is silence but you need to combine this with a question. For example:

"If we got this going for you, would you be interested in going ahead right now?"

Next you go siiiiiiiiiiiiiiiiiiilent.

Closing Questions

When I've tested the temperature of my wife's soup, taken a sip, I then have no hesitation in taking a really big spoonful and popping this straight into my mouth. Mmm…this tastes really good. I just know it's going to be delicious.



In the same way when selling, if you've tested the customer for a buying signal, trialled some questions with them, then you just know they're going to say yes. You just expect or assume they'll buy.

So phrase your closing questions assuming they'll say yes.

"Let's go ahead then?"

"Shall we fill in the forms straightway then?"

"Shall we get the ball rolling then?"

"Would you like me to fill in the application form for you now?"

"How would you like to pay?"

Remember to go silent just after you've asked the final close question.



Look at them, smile and wait. Easier said than done I know. Silence can be very loud in these situations but you need to keep quiet.

Some salespeople like to have several closing phrases or questions available to them and over the years we've given some strange names to these. The Duke of Wellington Close, the Half Nelson Close, the Alternative Close, the Balance Sheet Close.

Maybe another day we can talk about these if you're interested. I remember seeing a video many years ago. I think it was on the course that my fierce Sale Director sent me on.



The video was ever so old, even then. Everyone had massive shirt collars, mullet haircuts, flowery shirts and horrendous flairs in the trousers.

I recall we went through 15 closing techniques on that video. And we had to learn them all by heart.

Really you don't need these. Remember to follow the three stage process which is very customer friendly and fits the rapport selling model:

• Test

• Trial

• Close by asking to go ahead

…and you won't go far wrong. Good luck in your closing.

Paul is an international speaker, trainer, author and coach based in the UK.



He works with companies across the globe to help them increase their sales results. He specialises in rapport selling and rapport sales coaching and can ignite his audiences large or small. Get your free Sales Excellence Ebook Chapter and MP3 download at http://www.rapportselling.com