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CLOSING

CLOSING. A Member Service From Your. Agenda for The Closing Zone. Suggest three new ways to think about closing Examine “The Closing Continuum” Give you 7 pre-meeting planning questions Look at the 5 Phases of the sales process Consider the role attitude and belief play in closing

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CLOSING

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  1. CLOSING

  2. A Member Service From Your

  3. Agenda for The Closing Zone • Suggest three new ways to think about closing • Examine “The Closing Continuum” • Give you 7 pre-meeting planning questions • Look at the 5 Phases of the sales process • Consider the role attitude and belief play in closing • Understand the 3 principles of persuasion • Learn 3 low-pressure closes that work • Discover a powerful way to start your proposals and close more of them

  4. Closing

  5. Better words for “closing” Confirm the order Implement the plan Open the business relationship

  6. The “Closing Continuum” Order Advance Continuation No Sale

  7. There are “degrees” of closing Get a renewal Get the first the order Get date for decision Plan next step Have the first meeting Get on advertiser’s radar Implement service plan Send thank you note Ask for the business Make presentation Demonstrate understanding Have first sales conversation Invite to station event Get a referral/introduction Seed with articles

  8. Pre-Flight Checklist Professional Consistent Safety

  9. Pre-Meeting Checklist • At what stage of the sales process am I with this prospect?

  10. Stages of the Selling Process You need different pre-meeting plans and strategies for different stages of the selling process. Leads and Targeted First Meeting Information Phase Presentation Decision

  11. Pre-Meeting Checklist • At what stage of the sales process am I with this prospect? • What can I read, research or do to have a Level 3 “moment” with this advertiser?

  12. Pre-Meeting Checklist • At what stage of the sales process am I with this prospect? • What can I read, research or do to have a Level 3 “moment” with this customer? • If this meeting is successful what will happen?

  13. “It was a great meeting.” • A “great meeting” refers to a pleasant conversation with a prospect at the end of which no business was done.

  14. Pre-Meeting Checklist • At what stage of the sales process am I with this prospect? • What can I read, research or do to have a Level 3 “moment” with this customer? • If this meeting is successful what will happen? • What questions will I ask?

  15. Pre-Meeting Checklist • At what stage of the sales process am I with this prospect? • What can I read, research or do to have a Level 3 “moment” with this customer? • If this meeting is successful what will happen? • What questions will I ask? • What will I ask the advertiser to do?

  16. Pre-Meeting Checklist • At what stage of the sales process am I with this prospect? • What can I read, research or do to have a Level 3 “moment” with this customer? • If this meeting is successful what will happen? • What questions will I ask? • What will I ask the advertiser to do? • What is my fallback position if answer is “No?”

  17. Overriding question How can I manage this sale?

  18. RESULTS

  19. Evolution of Selling Mindset Era 1:Persuade Era 2: Solve Problems Era 3: Become a source of business advantage Source: Jeff Thull, Exceptional Selling, How the Best Connect and Win in High Stakes Sales

  20. Low Pressure Close #1 • I would like to have you as an advertiser? May we get started? --- Bob Bly Zero Pressure Selling

  21. RESULTS

  22. Low Pressure Close #2 • Where do we go from here?

  23. Aristotle’s Principles of Persuasion Ethos . . . Logos . . . Pathos

  24. The Three “Vibes” I’m glad to be here I know what I’m talking about I LOVE what I’m doing

  25. Tony Allesandra’s take . . . “The confirming process is analogous to asking someone to marry you. If you were worried about the answer, you wouldn’t ask. Obviously the question would be premature. The decision to marry is the outcome of a mutually developed relationship.”

  26. Tony Allesandra’stake (cont.) “Usually the issue has been discussed before the question is formally asked. When it is asked, it is a rhetorical question that simply serves to crystallize and romanticize already understood feelings.”

  27. Proposal A Marketing Partnership between Q-106 and Octopus Car Wash Presented by Theodore Knupp May 11, 2010

  28. Soaking It To Your Biggest Competitor Getting Do-It-Yourselfers to Become Octopus Car Wash Converts

  29. Low Pressure Close #3 • Once you bless this what happens (next)?

  30. Agenda for The Closing Zone • Suggest three new ways to think about closing • Examine “The Closing Continuum” • Give you 7 pre-meeting planning questions • Look at the 5 Phases of the sales process • Consider the role attitude and belief play in closing • Understand the 3 principles of persuasion • Learn 3 low-pressure closes that work • Discover a powerful way to start your proposals and close more of them

  31. CLOSING

  32. Chris Lytle chris.lytle@sparque.biz 312-226-9920 x202 Training That Doesn’t Change Your Behavior Is as Useless as a Parachute That Opens on the First Bounce

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