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Beyond Selling Value

Beyond Selling Value. Chapter 11 “Seal the Deal” Closing the Presentation. Overview. Plan your closing presentation Remember the importance of early and continued access to decision maker Glengarry Glen Ross “Clean” Closing Video (7:22). Remember Premises.

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Beyond Selling Value

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  1. Beyond Selling Value Chapter 11 “Seal the Deal” Closing the Presentation

  2. Overview • Plan your closing presentation • Remember the importance of early and continued access to decision maker • Glengarry Glen Ross “Clean” Closing Video (7:22)

  3. Remember Premises • Senior-level management is more likely to buy from you because of what you know about them and their business concerns than what they know about you and your company. • Zig Ziglar Closing video (7:43)

  4. Closing presentation • Differences between the business presentation (Chapter 10) and the Closing presentation: • Less review of the customers business • A review of action steps and accomplishments • A solution overview • A review of the solution fit, not just the business fit • A specific, solution-oriented recommendation for close

  5. Closing the gap • Between business presentation and closing presentation: • Talk to your coaches • Get on it get resources need for effective follow up • Talk to your people keep everyone up to speed and committed • Find and answer any questions from the customer organization • Keep them informed (of all follow up activities)

  6. Delivering closing presentation • Follow basic page guidelines from Chapter 10 business presentation • Cover page • Presentation objectives • Agenda • Customer business review • Business fit review • Action step summary and activity • Success criteria • Solution fit • Recommendation/action steps • Steps to closing presentation video (1:42)

  7. Final thoughts • Remember seamless transitions • FOLLOW UP THE CLOSE

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