Closing Techniques 

Example 1: “I understand that making  informed decisions is vital to an investment like this.” “But other than the money, i.e., the financial consideration. Is there anything else that might be preventing you from moving forward today? This question will isolate all other objects and get to the real objection if there is one.

When addressing concerns, it's essential to make the client feel heard and secure. To begin, you can isolate the objection by saying something like, "So, from what you're saying, it seems like you have concerns regarding the security of your assets?" Confirm their response by asking, "Just to confirm, besides this issue, is there anything else that would prevent you from making this investment?"

Example 2: Next, you can employ the "FEEL-FELT-FOUND" technique: "I completely understand how you feel; many of our clients have felt the same way, including myself. However, what they found was that we have robust technology and rigorous security measures in place. We have never had a case of a customer losing their investment because you own it with private keys that only you have access to. I'd be more than happy to show you how that works. So, if your concerns are addressed, would you then feel comfortable moving forward today?" Then offer them our incentives and close on them

Example 3: Assumptive close

An assumptive close is a sales technique or strategy in which the salesperson assumes that the prospect has already made the decision to purchase the product or service. Rather than directly asking the prospect if they want to buy, the salesperson makes statements or asks questions that assume the prospect's agreement and commitment to the purchase. The goal of an assumptive close is to guide the prospect toward a positive buying decision by creating a sense of ownership and inevitability.

• Confidence: The salesperson exudes confidence and certainty throughout the sales process. They confidently present the features, benefits, and value of the product or service, conveying the message that the prospect would benefit from making the purchase.

• Presumption of Agreement: The salesperson uses language and phrasing that assumes the prospect's agreement or positive response. For example, they may say statements like, "When would you like the product delivered?" instead of asking, "Would you like to purchase the product?" By assuming the purchase decision, they subtly encourage the prospect to go along with the assumption.

• Open-Ended Questions: The salesperson uses open-ended questions that lead the prospect to think and respond in a way that assumes the purchase decision. These questions are designed to prompt the prospect to visualize using the product or service, envisioning its benefits and impact.

• Confirmation Statements: The salesperson makes positive statements that confirm the prospect's intent to buy, assuming their agreement or decision. They may say things like, "I'll go ahead and process your order" or "Let's discuss the delivery details" without explicitly asking if the prospect is ready to buy.

• Non-Verbal Cues: In addition to verbal communication, the salesperson pays attention to the prospect's non-verbal cues. They observe body language, facial expressions, and other signals that indicate the prospect's level of interest and agreement. This helps the salesperson gauge whether to proceed with the assumptive close or adjust their approach.

Example: Salesperson: "Based on our discussion and your interest in sustainable investments, it seems like our GOLD-SWIM product would be a great fit for you. When would you like to start investing in fractionalized gold and participate in our rotational profit-sharing cycles?"

Note: It's important for salespeople to use assumptive closes carefully and ethically, ensuring that they have built a solid rapport, addressed objections, and provided sufficient information to support the prospect's buying decision. The assumptive close works best when the salesperson genuinely believes that the product or service will benefit the prospect and when the prospect has shown positive buying signals throughout the sales conversation. 

Creating a sense of urgency in sales involves emphasizing time-sensitive factors or highlighting the potential consequences of delaying a decision. To create this sense, salespeople can utilize tactics such as limited-time offers, exclusive promotions, impending price increases, or product availability limitations. By clearly communicating the urgency and the benefits of taking immediate action, salespeople can motivate prospects to make a buying decision sooner rather than later, helping to expedite the sales process and drive conversions.

Example: Salesperson: "Our GOLD-SWIM product has been gaining significant traction in the market, and the demand for fractionalized gold is growing rapidly. We currently have a limited number of tokens available for investors to participate in our next rotational profit-sharing cycle. Given the increasing interest and limited availability, it's crucial to secure your spot soon to ensure you don't miss out on this unique investment opportunity. When would you like to reserve your spot and start benefiting from the potential returns of GOLD-SWIM?"

Note: In this example, the salesperson highlights the specific demand and limited availability of spots for investors to participate in the rotational profit-sharing cycle of the GOLD-SWIM product. By emphasizing the growing interest and limited opportunities, they create a sense of urgency for the prospect to act quickly and secure their spot to capitalize on the potential returns of fractionalized gold

Note: In this example, the salesperson highlights the specific demand and limited availability of spots for investors to participate in the rotational profit-sharing cycle of the GOLD-SWIM product. By emphasizing the growing interest and limited opportunities, they create a sense of urgency for the prospect to act quickly and secure their spot to capitalize on the potential returns of fractionalized gold

Trail closes are mini-closes or trial attempts to gauge the prospect's interest and readiness to move forward with the purchase. These can be used throughout the sales process to assess the prospect's buying signals and address any objections or concerns. Here's a definition and some examples of trail closes specific to DHAN's GOLD-SWIM product:

Definition: Trail closes are statements or questions that encourage the prospect to provide feedback or make a small commitment related to the GOLD-SWIM investment, allowing the salesperson to gauge the prospect's interest and readiness to proceed.

Examples:

• "Based on what we've discussed so far, it seems like GOLD-SWIM aligns well with your investment goals. Do you see the value? And how confident are you feeling about moving forward with this opportunity?"

• "Imagine yourself as a GOLD-SWIM investor enjoying the benefits of fractionalized gold and participating in the rotational profit-sharing cycles. Can you see how this investment could enhance your portfolio?"

• "If we were to proceed with the paperwork and details, would you prefer a physical meeting or an online consultation to finalize your investment in GOLD-SWIM?"

• "From what you've learned about GOLD-SWIM's potential returns and the flexibility it offers, do you feel comfortable taking the next step towards securing your spot in the next profit-sharing cycle?"

• "We have a few different investment packages available for GOLD-SWIM, each offering unique benefits. Based on our discussion, which package option seems most appealing to you?"

Note: These trail closes aim to assess the prospect's level of interest, address any remaining concerns or objections, and move the sales conversation closer to a final decision. By inviting feedback and encouraging small commitments, the salesperson can gain valuable insights into the prospect's readiness to proceed with investing in GOLD-SWIM. 

To get prospects "real" and cut through the BS in sales, it's important to focus on authenticity, transparency, and building genuine rapport. Here are a few approaches to achieve that:

• Be Honest and Transparent: Communicate openly about the product or service, including its benefits, limitations, and any potential drawbacks. Avoid exaggerated claims or false promises. Being transparent builds trust and credibility with prospects.

• Listen and Understand: Take the time to actively listen to prospects, understand their needs, challenges, and goals. This demonstrates genuine interest and allows you to tailor your approach and solutions to their specific requirements.

• Provide Value: Focus on providing value to the prospect rather than simply pushing for a sale. Offer insights, resources, or suggestions that can genuinely help them make informed decisions, even if it means recommending a different product or service.

• Empathy and Personalization: Show empathy and understanding towards the prospect's unique situation. Tailor your communication and solutions to address their specific pain points, goals, and preferences. This personalization helps establish a real connection and builds trust.

• Build Long-Term Relationships: Instead of viewing the prospect as a one-time sale, aim to build long-term relationships. Focus on the prospect's success and satisfaction even after the initial sale. By demonstrating a genuine interest in their well-being, you foster trust and loyalty.

• Honesty about Pricing and Costs: Be transparent about pricing, costs, and any additional fees. Avoid hidden charges or surprises that may erode trust. Clear communication about the investment required helps prospects make an informed decision.

Ultimately, getting prospects "real" is about building authentic and meaningful connections, focusing on their needs, and demonstrating integrity throughout the sales process. By doing so, you establish a foundation of trust that can lead to successful, long-term business relationships.

Example: Here's an example of getting prospects "real" and cutting through the BS when discussing DHAN's GOLD-SWIM product:

Salesperson: "Look, I want to get real with you about GOLD-SWIM. It's an innovative investment opportunity that combines the stability of gold with fractionalization and profit-sharing cycles. While the potential for returns is promising, it's essential to understand that all investments come with risks. I want to be transparent about both the benefits and potential challenges. Can you see that the whole financial system is moving into tokenization? Can you see why so many people are getting on board with DHAN?

In this example, the salesperson sets the stage for an open and honest conversation about GOLD-SWIM. By telling them point blank why they should invest.