A 60-minute keynote for Bo Sanchez's Kerygma Conference 2018.
The art of closing a deal has evolved, whether you are an entrepreneur looking for clients or a sales professional striving to reach your quota for the month. This class will teach you tools, techniques, and negotiating tactics that will enable you to ethically influence your buyer’s perception of cost, value, and benefits, and improve your profits.
Inspired by the book, The HeART of the CLOSE, available at Amazon
#KCON2018
#Limitless
#KerygmaConference
3. the MINDSETS
• Solution Finding OR Selling Goods or Services
• Inquiring & Learning OR Opinionating & Telling
• Pulling Gently OR Pushing Persistently
• Long TO OR Short TO
• Serving Value OR Closing Deal
5. the KNOWLEDGE
• General Business and Sector Knowledge
• Industry & Own Services Knowledge
• Client Profile and History
• Decision Maker Profile and Background
• Current Trends and Competition
7. the SKILLS
• Self Awareness and State Management
• Observing & Listening
• Questioning and Learning
• Paraphrasing and Aggregating Info
• Stepping Back and Moving On
• Computer & Time Management etc.,
9. why the HEART?
• The brain contains 100 Billion neurons
• The heart contains 40 Million
• The gut contains 100 Million
• All decisions require the participation and
support of the 40 Million in the heart. It’s the
core set of neurons.
14. STANDARD STAGESO F T H E
SELLER SIDE
• PROSPECT PROFUSELY
• QUALIFY CUSTOMER
• PRESENT PRODUCT
• MANAGE OBJECTIONS
• CLOSE THE DEAL
15. ecological
STAGES O F T H E SELLER
SIDE
• CONNECTS WITH CLARITY
• ENGAGES CREATIVELY
• INFLUENCES WITH CONSCIENTIOUSNESS
• ACQUIRES AUTHENTIC COMMITMENT
• SERVES WHOLE HEARTEDLY
18. • Tell us about your past
experiences with a supplier
such as ourselves.
• Tell us how your previous
product / processes /policies
were successful.
• Might you have any ideas of
how this whole need came
about?
R2- REFLECTIVE
QUESTIONS
19. • When were you planning on
making this investment?
• How much time would your
team need in assessing the
benefits of our proposal?
R3- RESOURCE
ASSESSMENT
QUESTIONS
20. • What kind of impact do you foresee
on company profits afterwards?
• Can you describe how your team
will feel using this process?
R4-REDIRECTIONAL
QUESTIONS
21. • How and when exactly will your
team be drawing out the
paperwork on this arrangement?
• Tell me, Madam, how do you feel
about our new partnership?
R5- RECOMMITAL
QUESTIONS