The document provides guidance on closing a sale and transitioning the new customer. It includes instructions on recapping the customer's needs, recommending a package that addresses those needs, handling objections, and providing next steps. The post-close section emphasizes building confidence in the purchase and transitioning the customer to support resources to ensure their success.

1. © 2015 Constant Contact, Inc.CTCT Sales U 5/13/2015
Recommendation and Close
Stage: Close
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2. © 2015 Constant Contact, Inc.CTCT Sales U 5/13/2015
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Close
Summarize
and Recap
Needs
Determine a
package
Show how
the package
will solve
needs
Confidently
recommend
the Sale

3. © 2015 Constant Contact, Inc.CTCT Sales U 5/13/2015 3
Set up the Close!
• Recap the needs
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Recap
RECAP
• Repeat back the
needs you have
discovered
• Ask if you missed
anything… if you
did, they will tell
you

4. © 2015 Constant Contact, Inc.CTCT Sales U 5/13/2015
What does it sound like?
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“So ____ from what we have talked about so far, It sounds
like you are looking to send out a monthly promotional
email and ultimately accelerate customer growth… does
that sound like we are on the same page? Did I miss
anything important?”
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Recap
Discovered Needs:
• Increase new customer growth for 2015
• Send a monthly promotional email

5. © 2015 Constant Contact, Inc.CTCT Sales U 5/13/2015 5
 Start with Ultimate or
Essential / Email with
My Library Plus
 Only mention Basic
pricing / EMM Pricing
if the trialer asks
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Decide

6. © 2015 Constant Contact, Inc.CTCT Sales U 5/13/2015 6
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Tie
Back
Most of the Yoga studios I work with are in the
Essential Package. It will help you run different
campaigns to maximize the reach of your
promotion and ultimately bring new customers
to the studio. Not only can you build, send and
track a professional promotional email – but
you can take it to the next level and run that
promotion through Facebook, incentivize your
current customers to share it and the package
comes with great list building tools to help you
capture those new leads.

7. © 2015 Constant Contact, Inc.CTCT Sales U 5/13/2015
Selling Levers
• List Size
• Time frame
• Design Team (Campaign Design, QuickStart)
• Against Competition (Support, deliverability, double opt-in, etc.)
• Expanded Storage + FB/Instagram integration
• Refer a Friend (not in Toolkit right now, coming)
• Promotions
• Money Back Guarantee
• Personal Marketing Coach (PMC, Ultimate)
• Autoresponders (Essential and Ultimate)
• Multi user – 3-10 users (Essential and Ultimate)
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8. © 2015 Constant Contact, Inc.CTCT Sales U 5/13/2015 8
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Recommend!

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Shhhh, I'm
letting the
package
marinate!
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Recommend!

10. © 2015 Constant Contact, Inc.CTCT Sales U 5/13/2015
What if I can’t close them?!
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11. © 2015 Constant Contact, Inc.CTCT Sales U 5/13/2015
Advance the sale with an…
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Actionable Advance!
1. Specific Date/Time
2. Action to be completed
3. Pre-Close statement
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12. © 2015 Constant Contact, Inc.CTCT Sales U 5/13/2015
Objections to the Close
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I don’t have my Credit Card on me. I can hold on the line while you get it.
I have to get approval first. Is your boss in now? We can all talk and get this started.
I have an entire 60 day trial left.
The trial lets you send to 10 people – Lets setup the account so you can
send to everyone and maximize your results.
I’m comparing you to other services.
Lets get the account started so you can give it a full test and see what
it will do for your business.
Its too expensive. (Competitor/Outlook
comparison)
We give you a ton of value and options to help market your business.
We are more dedicated to helping small businesses succeed than
anyone else and it’s proven! (Share Aberdeen Stats)
I don’t have the time to do this right now. Most of my customers that get started right away see the best results.
My website isn’t ready.
That’s ok! Lets make sure you are generating buzz about the new site
now, so when you launch it – it will be as successful as possible.
I have no list / a small list.
Not a problem! Lets get the account started so you can start sending to
the contacts you do have, entice them to share, and then capture those
new email addresses.

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You Try!
Close it!
Needs Discovered:
• Increase their exposure/get more leads
• Save time
• Send a newsletter
Remember to: Recap, Package it, Tie Back and
Recommend the sale!

14. © 2015 Constant Contact, Inc.CTCT Sales U 5/13/2015
When you recommended the sale
they said
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You Try!
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“I need approval from my
boss to pay for this and I
still need to gather the
content for the newsletter”

15. © 2015 Constant Contact, Inc.CTCT Sales U 5/13/2015
Post Close/Transition
Building confidence in the purchase & transition to support and
other education/resources available to the new customer.
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16. © 2015 Constant Contact, Inc.CTCT Sales U 5/13/2015
Why do we need a post
close/transition?
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17. © 2015 Constant Contact, Inc.CTCT Sales U 5/13/2015
Sample Statements within the
Post Close/Transition
• Now that you’re a customer, you have unlimited access to our support team. Constant
Contact is super easy to use and I’m confident you’re going to see awesome results, but
like any new product there could be a small learning curve. I recommend that if for any
reason you get stuck, stop what you’re doing and call them. They will save you time and
make you pro at using Constant Contact. I help new customers all day long, just like I did
with you.
• I want to make sure you are aware of our referral program at Constant Contact that rewards
you and the person that you refer. You receive a $30 credit each time you refer someone
who becomes a customer. Your referee receives $30 as well. Some of my customers pay
for their Constant Contact account through successful referrals! Do you know anyone who
you think would benefit from Constant Contact that I would be able to reach out to and see if
I can help or would you be willing to forward around my contact information?
• If your new customers asks, “are you still my point of contact”
– No, I’m here to help our new trialers get started on the right path. As a paying customer
you now have access to the same support team that I go to myself. No need to make an
appointment, just call them and someone will be there to help right away, 7 days a week. Let me
give you that number now.
• If your new customer calls or emails you back, it is your responsibility to either:
– a. Answer their question
– b. Connect them to the right person in Support or Billing by transferring the call or responding to
their email with the correct phone number
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18. © 2015 Constant Contact, Inc.CTCT Sales U 5/13/2015
Questions?
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