Your checklist for closing opportunities this quarter

Your checklist
for closing
opportunities
this quarter
COMPLIMENTARY WEBINAR
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October 15, 2015 | JB Bush

Agenda
© 2015 ValueSelling Associates, Inc. All rights reserved.
Closing the sale
- Skill or process?
Top 10 questions we must
ask to be certain opportunities
will close
Tactics and strategies
for successful closings

Think of a key opportunity…

The Value Buying Process
Business
Issue
Problem Solution
Value Power Plan
Differentiated
VisionMatch™
Confirm Confirm
Qualified Prospect =
Differentiated VisionMatch x Value x Power x Plan®

Are we at Power?
Authority and access to funds
Procurement process
Are we at risk?
Do we need to partner to get to Power?
10

What is our prospect’s
reason to change?
Is our solution connected to resolving
our prospect’s business issue?
Individual objectives, imperatives, drivers,
KPIs may be incomplete
Wrestling with identifying the value/impact of our
solution? Good chance we don’t have business issue
confirmed
Remember -- VALUE accrues to the business issue --
not just to problem-solving
9

Is our solution differentiated?
What is unique or better about
our solution?
All that matters is the prospect’s perception
Why would a prospect require that uniqueness?
Prospect must articulate in some way that we’re their
best solution
No Differentiated VisionMatch? Let’s be deliberate and
make visible unrecognized business issues and
problems that only our solution can address!
8

What’s the personal motivation?
People are motivated for
their own reasons…not ours
Uncover and connect to WII-FM
Helping our prospect achieve his/her individual goals is
critical to creating urgency
7

What criteria will our prospect use
to justify their decision?
Can the impact on their business be measured
and quantified?
Do they believe the ROI or value?
Are there any other initiatives that have a bigger impact?
Value is customer-specific!
Is it worth it?
6

Half way – let’s recap:
10 Are we at Power?
9 What is our prospect’s reason to change?
8 Is our solution differentiated?
7 What’s the personal motivation?
6 Is it worth it?

Do we understand
our prospect’s process?
Evaluation, decision and procurement
What happens after they select
a vendor?
– Who is able to sign?
– Are there phases, steps?
– How long does it take for a purchase order to be issued?
Can various processes be conducted simultaneously,
i.e., legal review?
5

Does our prospect know
and own the Plan?
Is it mutually-agreed upon?
– Joint ownership
– Based on customer requirements
– Shaped to include the items we know will
lead to success
Is it in writing?
The end date….when the customer’s business issue
is resolved, Value is realized
One key aspect: have they agreed to the Plan?
4

Is timing critical to
our prospect?
Is the timing of the expense for our
services an issue for our client?
o Year-end budget dollars may need to be used
o Expenses may be postponed to make quarter or year earnings goal
Critical for each of us to understand
and manage…get creative, if possible
3

Are there unaddressed
objections?
Unaddressed objections will
stall a sale every time
Objections are usually requests
for more information
Use a 5-step approach to determine
what information is missing or has changed
– Embrace the objection
– Clarify
– Diagnose using the QP Formula
• QP = VMd x V x P x P
– Isolate – anything else?
– Address the objection
2

Could we be blindsided?
What are the individual schedules
of our prospects?
– Vacations
– Holiday shut downs
Does prospect’s organization have a purchasing
“cut off” date to prepare for year-end or quarter close?
Find out TODAY, not December 31, and make
adjustments to the written plan
1

To recap:
10 Are we at Power?
9 What is our prospect’s reason to change?
8 Is our solution differentiated?
7 What’s the personal motivation?
6 Is it worth it?
5 Do we understand our prospect’s process?
4 Does our prospect know and own the plan?
3 Is timing critical to our prospect?
2 Are there unaddressed objections?
Could we be blindsided?1

What can we do today?
What are the top deals you need to get in the door?
Ask the questions – be honest with yourself.
Rejoice over discovered holes or missing components
Go to work, fill the gaps!
Better to identify the gaps now,
not on December 31st!

Questions?

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Save the date!
Our next webinar will be on:
Why sales training typically fails
November 19, 2015 | 10:00AM PDT

Reach out and connect…
JB Bush | Managing Partner
jb@valueselling.com
+ 1 949 307 1870
www.linkedin.com/
jbbush jbbush1

Your checklist for closing opportunities this quarter

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Your checklist for closing opportunities this quarter