10 Steps to Effective Closing: Success Coach Joe Lukacs Gives Keys.

MELBOURNE, Fla. -- "It's easy to close when you've put your prospects in a relaxed, clear frame of mind, but you can't do that unless you feel that way yourself," Joseph J. Lukacs of International Performance Group writes in a recent edition of the National Underwriter.

He offers 10 steps to achieve both.

Be prepared--in writing. Write down your agenda before meeting your prospect.

Clear your mind. Ten minutes before the meeting, stop taking calls, review your materials and take a few deep breaths.

Build rapport--the foundation of every relationship. Start out with small talk before talking about business.

Probe; get clarity. Ask: "What are your goals? What would you like to accomplish today?" "Investing is an emotional decision," Lukacs writes. "Your questions, therefore, should be emotionally driven."

Uncover motivation; break procrastination. People need strong motivation to act. They become motivated when they perceive a need, don't want to be left out or are deeply dissatisfied.

Tie into your client's emotional needs when presenting your solution. "Reemphasize the prospect's commitment and recap your discussion, revisiting the source of dissatisfaction."

Test your closing; uncover objections. Your presentation should be 50 percent technical and 50 percent emotional. Get the client to express objections by asking questions.

Overcome objections with a four-step process: acknowledge the objection, hear the client out without getting defensive, let the prospect talk himself out of an unfounded objection, and uncover the final objection that's making the client uncomfortable.

Say "thank you." Tell your new clients you're looking forward to working with them to achieve their goals.

Reconfirm and wrap it up. People often fall prey to buyer's remorse within 72 hours and may hesitate to complete the purchase. Call new clients within 24 hours to confirm that they have made a great choice.

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Joseph J. Lukacs, practice strategist and coach, founded International Performance Group LLC in 1993. He coaches financial and insurance professionals, CPAs and attorneys. He can be reached by e-mail at [e-mail], by telephone at 321-255-2889. On the Web: www.ipginc.net.