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Closing sales deal
Closing sales deal
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  1. 1. <ul><li>Sales process Training and overview of 2 Day Workshop Products </li></ul>
  2. 2. <ul><li>Paper and internet research for approx. 3 days </li></ul><ul><li>Half day at library to get grounding on topic area </li></ul><ul><li>Telephone research (similar to very in-depth market research) - past delegates, past speakers, consultants and cold calling </li></ul><ul><li>Overall 10 days researching time, 8 days on phone </li></ul><ul><li>Up to 100 calls to relevant target audience </li></ul><ul><li>Training Courses </li></ul><ul><li>Renowned and expert course leaders </li></ul><ul><li>Strictly limited numbers </li></ul><ul><li>Pre course questionnaire </li></ul><ul><li>Tailored programme addressing individual needs </li></ul><ul><li>Practical workshops and worked examples </li></ul><ul><li>Comprehensive course documentation </li></ul><ul><li>Training course creation. </li></ul><ul><li>Research </li></ul>
  3. 3. <ul><li>Where do we find leads? </li></ul><ul><li>Internal Library /magazines </li></ul><ul><li>Directories & Buyer’s Guides </li></ul><ul><li>Trade journals </li></ul><ul><li>Competitve events </li></ul><ul><li>Internet </li></ul><ul><li>Past delegates </li></ul><ul><li>Referrals </li></ul><ul><li>Newspapers </li></ul><ul><li>Previous event files </li></ul><ul><li>Telephone conversations </li></ul><ul><li>There are two types of leads: </li></ul><ul><li>Specific </li></ul><ul><li>Broad </li></ul><ul><li>The best researchers will gather a mix of the two. </li></ul><ul><li>Remember: </li></ul><ul><li>Leads Decision makers emails Deals </li></ul><ul><li>Lead Research </li></ul>
  4. 4. <ul><li>Feature Fact about the product </li></ul><ul><li>Benefit How is the fact useful to the specific prospect </li></ul><ul><li>Do Not Tell, SELL. </li></ul><ul><li>Sell the benefits rather than list the features. </li></ul><ul><li>Identify and present the benefits most likely to appeal to the specific prospect. </li></ul><ul><li>Identifying the W.I.I.F.M factor, (What Is In It For Me?) </li></ul><ul><li>What are the benefits? </li></ul><ul><li>To learn; to increase or gain knowledge </li></ul><ul><li>Leading to: Increased revenues / profitability </li></ul><ul><li>Increased efficiency </li></ul><ul><li>Gaining a competitive edge </li></ul><ul><li>Reducing costs </li></ul><ul><li>Retaining / attracting key staff </li></ul><ul><li>Networking </li></ul><ul><li>Establish key industry contacts </li></ul><ul><li>Generate new business </li></ul><ul><li>Benchmarking </li></ul><ul><li>Case studies from industry leaders </li></ul><ul><li>Top level speakers: industry practitioners </li></ul><ul><li>Staff motivation </li></ul><ul><li>Features & Benefits </li></ul>
  5. 5. <ul><li>The Golden Rules </li></ul><ul><li>High call rate </li></ul><ul><li>Know your Product and Market </li></ul><ul><li>Only ever present to Decision Makers </li></ul><ul><li>Always introduce and maintain urgency </li></ul><ul><li>Always fully Qualify </li></ul><ul><li>Always Ask be for closing the sale </li></ul><ul><li>Do not take NO for an answer </li></ul><ul><li>Set Daily Goals for: </li></ul><ul><li>Calls made </li></ul><ul><li>Decision Makers Reached </li></ul><ul><li>Pitches made </li></ul><ul><li>Emails sent </li></ul><ul><li>• Deals! </li></ul><ul><li>Sales Process </li></ul>
  6. 6. <ul><li>1. Reach the Decision Maker </li></ul><ul><li>2. Pitch him / her </li></ul><ul><li>3. Introduce urgency </li></ul><ul><li>4. Listen </li></ul><ul><li>5. Probe / Qualify </li></ul><ul><li>6. Verbal commitment </li></ul><ul><li>7. Booking form and payment </li></ul><ul><li>7 Steps to a Sale </li></ul>
  7. 7. <ul><li>Before picking up the phone, you must have a solid belief set: </li></ul><ul><li>1. of yourself (always be the equal of the person you’re selling to) </li></ul><ul><li>2. of the product </li></ul><ul><li>3. of the urgency </li></ul><ul><li>4. of the prospect (i.e. that they are the right person) </li></ul><ul><li>Projecting an image of importance </li></ul><ul><li>Mention &quot;let me give you my direct telephone number: ________” </li></ul><ul><li>&quot;What is your direct telephone number so I can call you back to follow up this afternoon.” </li></ul><ul><li>Mirror image the person you are selling. &quot;I am in a meeting between 1:00 and 3:00. I’ll give you a call as soon as I am out of this meeting…” </li></ul><ul><li>Belief Set </li></ul>
  8. 8. <ul><li>What is a decision maker? </li></ul><ul><li>Someone who has influence, need, authority, hold on money </li></ul><ul><li>Start high and work downward </li></ul><ul><li>The more senior the decision maker the more likely to book multiples </li></ul><ul><li>Always ask for referrals </li></ul><ul><li>Secretaries / P.A.’s </li></ul><ul><li>Be professional </li></ul><ul><li>Control the conversation - question them straight away </li></ul><ul><li>Confidence </li></ul><ul><li>Do not leave messages or phone numbers </li></ul><ul><li>Never be rude or argumentative </li></ul><ul><li>Gather information </li></ul><ul><li>Never pitch or send information </li></ul><ul><li>Keep it short - the longer the call, the more likely they will remember you </li></ul><ul><li>Three things that you can say to a secretary; your name, the event name, what it is about (technical statement) </li></ul><ul><li>Goal </li></ul><ul><li>Construct where the contact is in the company structure and their decision making power. </li></ul><ul><li>Reaching decision makers </li></ul>
  9. 9. <ul><li>Why is it important? </li></ul><ul><li>Urgency is a vital part of every sale and must be introduced to every pitch. </li></ul><ul><li>Urgency is introduced for the basic reason that it generates decisions sooner rather than later. The reason that this is beneficial to us can be </li></ul><ul><li>explained by the following rule </li></ul><ul><li>The longer a sale is in progress the less likely it is to result in a sale </li></ul><ul><li>1. Credibility </li></ul><ul><li>2 important points </li></ul><ul><li>The situation that you are using to create urgency has to be credible </li></ul><ul><li>Once the situation has been introduced it has to be maintained, otherwise you lose credibility and with it the sale. </li></ul><ul><li>Urgency </li></ul>
  10. 10. <ul><li>2. From the very beginning </li></ul><ul><li>The most important time to generate urgency is at the very beginning of the pitch. It will always sound contrived if suddenly, at the end of </li></ul><ul><li>the dialogue, you try and convince them that the conference is almost sold out. Put them in the right frame of mind at the start. </li></ul><ul><li>There will always be those who will be upset by the ‘last minute’ notice. This should not cause you any problems, however. In fact, it can </li></ul><ul><li>help you generate even more urgency. </li></ul><ul><li>3. Control the Sale </li></ul><ul><li>If we have something that the prospect wants then we are in control of the sale. Urgency is most effective once interest has been firmly </li></ul><ul><li>established. It is no use telling someone who has no interest that they must book today if they have no interest because they will not </li></ul><ul><li>respond. </li></ul><ul><li>Urgency </li></ul>
  11. 11. <ul><li>A decision maker does not need much time to decide whether to attend a workshop. They will, however, take as much time as you allow </li></ul><ul><li>them. </li></ul><ul><li>Never ask: &quot;How much time do you need?&quot; or &quot;When will you know?&quot; </li></ul><ul><li>Retain control by setting the pace yourself. </li></ul><ul><li>Always start with a short time frame so that even if it is extended it is still a quick decision. </li></ul><ul><li>A morning pitch should be set up for an afternoon call back, with the option of the next day. </li></ul><ul><li>An afternoon pitch should be set up for the next morning with the option of the afternoon or the next day. </li></ul><ul><li>You must also be able to fully justify why the decision needs to be made within the time frame you set </li></ul><ul><li>Urgency </li></ul>
  12. 12. <ul><li>4. Extending deadlines </li></ul><ul><li>If a prospect needs more time and has genuine interest it may be appropriate to extend the deadline. You can gain commitment by offering </li></ul><ul><li>to put a place on hold until the next call, after which it must be resolved either way. </li></ul><ul><li>5. The 'Blow Out' </li></ul><ul><li>In order to retain credibility it is often necessary to explain that the event has sold out or that registrations have closed. This is needs to be </li></ul><ul><li>explained in a firm and professional way. </li></ul><ul><li>&quot;I have tried to keep this on hold for you beyond tomorrow but am unable to. As long as we receive confirmation by 5pm tomorrow we </li></ul><ul><li>will be OK, otherwise we will have to let it go to someone else.&quot; </li></ul><ul><li>Giving someone a firm deadline will result in a sale if the client has sufficient interest, as the deadline will be the stimulus needed to break </li></ul><ul><li>procrastination. It will ensure they speed up their process to avoid missing out. </li></ul><ul><li>If the deadline is missed we would probably not have made the sale anyway, at anytime. </li></ul><ul><li>Urgency </li></ul>
  13. 13. <ul><li>6. Leaving the door open </li></ul><ul><li>With the above scenario we are always able to return to the prospect with a later opportunity if we 'leave the door open'. </li></ul><ul><li>&quot;I am able to put you on a waiting list of interested parties that I will contact should we have any additional places to offer nearer the time. </li></ul><ul><li>Would you like me to do that? How many places should I look out for?&quot; </li></ul><ul><li>REMEMBER THE RULE: THE LONGER A DECISION IS IN PROGRESS THE LESS LIKELY IT IS TO RESULT IN A SALE. </li></ul><ul><li>If you believe in the rule you will realise that by using urgency in the correct way you are increasing your chances of closing sales. If you </li></ul><ul><li>fear the loss of the sale you will mistakenly allow prospects as much time as they request and lose sales. You will also run the risk of </li></ul><ul><li>becoming a nuisance by repeatedly calling to see if a decision has been made yet. </li></ul><ul><li>Urgency </li></ul>
  14. 14. <ul><li>Make it on time all the time </li></ul><ul><li>Be positive, excited and focused on the end result. </li></ul><ul><li>Always assume </li></ul><ul><li>&quot;How many people will you be sending?&quot; </li></ul><ul><li>&quot;How many seats are you taking?&quot; </li></ul><ul><li>Reposition the product </li></ul><ul><li>Speaker quality </li></ul><ul><li>Speaking companies all leaders in the areas </li></ul><ul><li>Audience already booked in </li></ul><ul><li>Close </li></ul><ul><li>Ask for the registration </li></ul><ul><li>Use TBA (To be announced) </li></ul><ul><li>Do not accept no </li></ul><ul><li>Call Back </li></ul>
  15. 15. <ul><li>A prospect must make a commitment to read the fax pack before your next call </li></ul><ul><li>The next morning, get necessary approval, etc. </li></ul><ul><li>If you hear, &quot;We have the info, we’ll look it over and if we want to go, we’ll go,&quot; regain control of the situation and re-emphasize the </li></ul><ul><li>urgency. </li></ul><ul><li>Important </li></ul><ul><li>Do not fear the loss of the sale. Rather have the client fear the loss of missing out. Stay in control of the sales process. </li></ul><ul><li>Never ask the prospect how long they will need, always set the timeframe yourself. If someone says they need 2 weeks to decide they are </li></ul><ul><li>probably not interested. </li></ul><ul><li>Attempt to set decisions for the same day or the next day, not 1 week away. </li></ul><ul><li>Remember the rule: The longer a decision is in progress the less likely it is to be a sale. </li></ul><ul><li>Be prepared to blow out </li></ul>
  16. 16. <ul><li>Why ask questions? </li></ul><ul><li>Interaction: we aim for at least a 50:50 conversation </li></ul><ul><li>Build rapport </li></ul><ul><li>To uncover needs </li></ul><ul><li>To qualify </li></ul><ul><li>To grab attention </li></ul><ul><li>Uncovering Needs </li></ul><ul><li>What are the NEEDS of our customers? They are the Needs of any Business. </li></ul><ul><li>Increasing profits, Cutting costs, Increasing Productivity, Increasing Efficiency, Greater Sales/Revenue, Improving Performance, Recruiting and </li></ul><ul><li>Retaining Employees, Increasing Market Share, Improving Shareholder Value, Increasing ROI, etc etc </li></ul><ul><li>What Benefits of your product satisfy these needs? </li></ul><ul><li>How to uncover the specific needs of your prospect </li></ul><ul><li>Questioning techniques </li></ul>
  17. 17. <ul><li>Who? </li></ul><ul><li>What? </li></ul><ul><li>Why? </li></ul><ul><li>Where? </li></ul><ul><li>How? </li></ul><ul><li>When? </li></ul><ul><li>Be fully prepared with a list of questions you can ask to different prospects. Being prepared will increase your confidence and </li></ul><ul><li>professionalism. </li></ul><ul><li>OPEN QUESTIONS </li></ul>
  18. 18. <ul><li>Qualifying </li></ul><ul><li>What is it? </li></ul><ul><li>A process to determine how likely is this person to be a sale. </li></ul><ul><li>Why? </li></ul><ul><li>Saves time </li></ul><ul><li>Deals up front with potential objections </li></ul><ul><li>Reduces rejection </li></ul><ul><li>What do we qualify? </li></ul><ul><li>We qualify factors that are fundamental to a sale happening </li></ul><ul><li>1. Topic / relevance </li></ul><ul><li>• “ What is your area of responsibility?” </li></ul><ul><li>• “ How important is this issue?” </li></ul><ul><li>• “ How large is your team?” </li></ul><ul><li>• “ How long have you been in this area?” </li></ul><ul><li>Try and avoid yes / no questions. The goal is to have the prospect talk about themselves and what they do. This will tell you whether the topic </li></ul><ul><li>is relevant and allow you to target the most relevant aspects. </li></ul><ul><li>Asking: &quot;Is this of interest?&quot; may not tell you much. </li></ul><ul><li>Qualifying </li></ul>
  19. 19. <ul><li>2.Decision Maker </li></ul><ul><li>Rather than ask: “Are you the decision maker?” you can find out by asking other questions. </li></ul><ul><li>“ You sound like the right person for this event, are you also the person that decides on attending?” </li></ul><ul><li>“ Do you have your own budget for attending conferences?” </li></ul><ul><li>“ Are you considering attending in person or will you be sending some of your team?” </li></ul><ul><li>3. Dates </li></ul><ul><li>“ The conference is being held on the 3rd and 4th of May, which is a Wednesday and Thursday. Are those dates free in your diary at the </li></ul><ul><li>moment?” </li></ul><ul><li>Qualifying </li></ul>
  20. 20. <ul><li>4. Budget </li></ul><ul><li>Only discuss price when you are ready. This means after you have discussed a number of benefits and established interest. </li></ul><ul><li>5. Location </li></ul><ul><li>This increases in importance the further from the conference venue the prospect is. </li></ul><ul><li>6. Numbers of Attendees </li></ul><ul><li>This is not fundamental to the sale being made but by discussing the idea of groups or teams of people attending you will make more multiple </li></ul><ul><li>delegate bookings, which obviously makes it easier to reach targets. </li></ul><ul><li>• Mention the other companies (ideally competitors) that have already signed up more than one delegate. </li></ul><ul><li>• Discuss price breaks for multiple bookings. </li></ul><ul><li>Qualifying </li></ul>
  21. 21. <ul><li>7. Call Back Time and Reason </li></ul><ul><li>This is your final qualifying question. The call back time and reason should be set up in the same way that you would set up a face to face </li></ul><ul><li>meeting with someone. </li></ul><ul><li>Qualifying </li></ul>
  22. 22. <ul><li>Confidence </li></ul><ul><li>Know your product </li></ul><ul><li>Enthusiasm </li></ul><ul><li>A sale is a transference of enthusiasm from salesperson to prospect. </li></ul><ul><li>You must believe in your product </li></ul><ul><li>Energy </li></ul><ul><li>Volume </li></ul><ul><li>Stand Up </li></ul><ul><li>Urgency </li></ul><ul><li>Not just what you say but how you say it </li></ul><ul><li>Pausing </li></ul><ul><li>Adds emphasis to key selling points </li></ul><ul><li>Speed </li></ul><ul><li>As you speak not as you read </li></ul><ul><li>Delivery of Pitch </li></ul>
  23. 23. <ul><li>Mirror your prospect </li></ul><ul><li>Build Rapport </li></ul><ul><li>Create a dialogue, have a conversation </li></ul><ul><li>Be interested in your prospect </li></ul><ul><li>Humour </li></ul><ul><li>Clarity </li></ul><ul><li>Clear diction </li></ul><ul><li>Be clear in what you want, i.e. the prospect to attend the event. </li></ul><ul><li>Be relaxed and natural </li></ul><ul><li>Believe in what you are saying </li></ul><ul><li>Modulation – use your voice, it is a powerful tool </li></ul><ul><li>Use adverbs – (obviously, naturally, unfortunately) </li></ul><ul><li>Listen for reactions – (buying signals, closing opportunities, use trial close questions) </li></ul><ul><li>Stay focused on the end result – the sale! </li></ul><ul><li>Delivery of Pitch </li></ul>
  24. 24. <ul><li>The 10 Step Sales Pitch </li></ul><ul><li>1. Greeting </li></ul><ul><li>• Confident/Energetic/Authoritative </li></ul><ul><li>• Don’t sound like a Salesperson </li></ul><ul><li>2. Introductory Statement </li></ul><ul><li>• Briefly explain the reason for the call </li></ul><ul><li>• Summarize a couple of key features </li></ul><ul><li>• Build excitement </li></ul><ul><li>• Use Competitors/Colleagues/Associates </li></ul><ul><li>• The goal is to quickly and effectively get their attention and peak their interest </li></ul><ul><li>3. Urgency </li></ul><ul><li>• Must occur at the outset. </li></ul><ul><li>• Establish that it needs to be a priority and set it up for a quick decision </li></ul><ul><li>4. Pre-Qualifying Questions </li></ul><ul><li>• Through a mixture of open and closed questions (pre-prepared), establish that you are speaking to the right person and that the subject </li></ul><ul><li>matter is relevant </li></ul><ul><li>• Questioning must be Assumptive </li></ul><ul><li>The 10 Step Sales Pitch </li></ul>
  25. 25. <ul><li>5. General Content </li></ul><ul><li>• The Meat of the pitch </li></ul><ul><li>• Brand and position DINANMITE training course </li></ul><ul><li>• Discuss in more detail the key features of the conference (particularly those that equate to the job title and company of the prospect) </li></ul><ul><li>• Boldly explain the advantages and benefits for each key feature. </li></ul><ul><li>6. Probing </li></ul><ul><li>• Ask strong open questions (pre-prepared) in order to engage the prospect in discussion. </li></ul><ul><li>• Try to discover specific issues/needs </li></ul><ul><li>• Take precise notes </li></ul><ul><li>7. Specific Content </li></ul><ul><li>• Match the agenda to the specific needs of the prospect discovered in step 6 </li></ul><ul><li>• Reiterate the obvious value/benefit in the event for the prospect </li></ul><ul><li>them begin to seriously consider being there </li></ul><ul><li>The 10 Step Sales Pitch </li></ul>
  26. 26. <ul><li>8. Trial Close </li></ul><ul><li>• Ask for the sale (Example: Great! This sounds like a conference you need to attend. How many seats will you need? I have a block of </li></ul><ul><li>three and a block of five available.) </li></ul><ul><li>• The point is to make them begin to seriously consider being there </li></ul><ul><li>9. Qualify </li></ul><ul><li>Dates/Calendar </li></ul><ul><li>Investment/Budget </li></ul><ul><li>Authority to sign the contract and approve the funds </li></ul><ul><li>10. Arrange the Call Back Time </li></ul><ul><li>Must be a specific time </li></ul><ul><li>Reiterate urgency </li></ul><ul><li>Never longer than 24 hours, preferably follow the AM/PM, PM/AM rule </li></ul><ul><li>The 10 Step Sales Pitch </li></ul>
  27. 27. <ul><li>Listen for the buying signals </li></ul><ul><li>A buying signal is something said or intimated by your prospect, which suggests that they have a genuine interest in the sales proposition </li></ul><ul><li>and even in you. A prospect will rarely say &quot;I want it&quot;, instead they will say things that signal interest and may even present you with </li></ul><ul><li>closing opportunities: </li></ul><ul><li>&quot;We were thinking about the…&quot; </li></ul><ul><li>&quot;Do you really…&quot; </li></ul><ul><li>&quot;They do business with you – do they?&quot; </li></ul><ul><li>&quot;Is that a fact?&quot; </li></ul><ul><li>Such signs of interest are all buying signals. </li></ul><ul><li>Buying signals are your confirmation that there is genuine interest on the buyer’s side, but often such signals are missed. </li></ul><ul><li>BEWARE: Unless you listen you will not hear them. </li></ul><ul><li>Try to spend 80% of the time listening and only 20% talking. Let the buyer do the talking and he / she will often show you the road to a </li></ul><ul><li>Buying signals and Listening </li></ul>
  28. 28. <ul><li>Buying signals are for you to use for your advantage, but do not &quot;jump the gun&quot; too early. If you have real interest, but you have only </li></ul><ul><li>been talking to the prospect for two minutes you may scare them with a premature attempt to close! </li></ul><ul><li>Buying signals also allow you to turn features into benefits. Trial closes are a good way to test the water here. </li></ul><ul><li>Several buying signals in a conversation are an invitation to close in any one of several closing methods available. </li></ul><ul><li>How to use buying signals </li></ul>
  29. 29. <ul><li>When the client appears to be completely indifferent to what you are suggesting or offering, they most probably do not see the need for </li></ul><ul><li>what you are offering. </li></ul><ul><li>Your strategy should be to probe in order to uncover unrealised needs. </li></ul><ul><li>Remember – nothing you will say will turn them, unless they realise a need. </li></ul><ul><li>Provide some helpful advice which could help them realise they have an important need. </li></ul><ul><li>Handling indifference </li></ul>
  30. 30. <ul><li>General </li></ul><ul><li>Remember one of the &quot;Golden Rules&quot;: Do Not Take No For An Answer. </li></ul><ul><li>If someone is saying &quot;No&quot; you need to find out the real reason why. </li></ul><ul><li>A genuine objection is a good sign. If you can overcome it you should have a sale. </li></ul><ul><li>Be understanding and show empathy. Attempt to help the prospect to find a solution. Do not argue or contradict. </li></ul><ul><li>Objection handling </li></ul>
  31. 31. <ul><li>1.Understand / Empathize </li></ul><ul><li>Listen to the prospect’s objection and understand the reason why it concerns them. If you feel it’s a genuine objection, such as &quot;all </li></ul><ul><li>budgets have been set&quot; then you can almost agree with them since budgets are usually set a year in advance with most companies we </li></ul><ul><li>speak to. </li></ul><ul><li>2. Isolate / Separate / Clarify </li></ul><ul><li>Clarify what they mean by &quot;the budget is set&quot;, determine when the budget is set, what they spent, and what’s available, etc. &quot;Apart from </li></ul><ul><li>the budget issues is there any other reason why you are not reserving the package today?&quot; </li></ul><ul><li>3. Condition </li></ul><ul><li>Establish if we can overcome their objection, then there should be no reason why we can’t get the package reserved for them. </li></ul><ul><li>4. Close </li></ul><ul><li>Once you overcome their objection with a condition close, … ASK FOR THE SALE!!! </li></ul><ul><li>The four steps to overcoming an objection </li></ul>
  32. 32. <ul><li>We will go through a number of objections with you. </li></ul><ul><li>You should be comfortable with your responses to such general objections as: </li></ul><ul><li>“ Too expensive” </li></ul><ul><li>“ Too busy” </li></ul><ul><li>“ Need more time” </li></ul><ul><li>“ I have been called by you before” </li></ul><ul><li>“ Send me something in the post” </li></ul><ul><li>You will encounter specific objections relating to your event. The sooner you become familiar with each event the easier it will be for you to </li></ul><ul><li>overcome these. </li></ul><ul><li>Objection handling </li></ul>
  33. 33. <ul><li>Closing </li></ul><ul><li>Trial closes </li></ul><ul><li>When you feel that you may scare off your client with a direct close attempt early in the game, test the water with trial closes. </li></ul><ul><li>A trial close is usually a statement or question based on an assumption that a decision to buy has been made. </li></ul><ul><li>Summary close </li></ul><ul><li>Summarising the benefits that they have agreed is beneficial </li></ul><ul><li>Alternative close (option close) </li></ul><ul><li>&quot;I am going to be in a meeting between 1:00 and 3:00. Should I give you a call at 12:30 or 3:30 for your initial reaction?&quot; </li></ul><ul><li>Closing </li></ul>
  34. 34. <ul><li>Conditional close </li></ul><ul><li>Most common way of overcoming an objection: </li></ul><ul><li>&quot;If we can do that, would you go ahead and reserve this package now?&quot; </li></ul><ul><li>Direct close </li></ul><ul><li>If our first call has been thorough we should only have one question to ask on our call back: </li></ul><ul><li>“ Are you coming to the conference on (topic)?” should be our first question. </li></ul><ul><li>Average sales people fear rejection and will often ask safe questions instead, such as: </li></ul><ul><li>“ Did you receive my email?” </li></ul><ul><li>“ Have you had chance to read it?” </li></ul><ul><li>“ What did you think?” </li></ul><ul><li>Closing </li></ul>
  35. 35. <ul><li>Important </li></ul><ul><li>1. Always be closing </li></ul><ul><li>Never forget it! Always be nudging your prospect into a buying commitment. They will probably close themselves but not without your </li></ul><ul><li>help. </li></ul><ul><li>2. After the close be calm! </li></ul><ul><li>When you have asked a closing question, do not say another thing! </li></ul><ul><li>You must not speak first. Let the pressure of the silence weigh upon your prospect and not on you. </li></ul><ul><li>3. Once a deal is done or blown, always ask for referals! </li></ul><ul><li>&quot;Could you suggest to me anyone you may feel will be in a position to benefit from this situation?&quot; </li></ul><ul><li>Closing </li></ul>
  36. 36. <ul><li>Creating Accurate Client Expectation </li></ul><ul><li>The successful salesperson is one who describes the features and benefits of a product where the client is enticed to buy and is clear on </li></ul><ul><li>what to expect. Never exaggerate or embellish features of the product to make a sale. You will misrepresent the company and sacrifice </li></ul><ul><li>your credibility. </li></ul><ul><li>Misrepresentation will result in disciplinary action </li></ul><ul><li>Look beyond the short-term financial gain. Focus on the client company name you register onto an event, not just the dollar value. Regard </li></ul><ul><li>them as a new client with the potential to develop them into a long-term repeat customer. </li></ul><ul><li>Client Relations Management </li></ul>
  37. 37. <ul><li>Well done on your first sales overview and process training! </li></ul><ul><li>We look forward to your success by working hard, staying positive and driving this process to develop long term client relationships. </li></ul>