1. Chapter 24 – Closing

2. Indirect Closing Techniques
Direct Closing Techniques
Sales Takeaway

4. Closing should be the easiest step

5. A Good Sales Message Makes
Closing Easier
You will communicate more clearly
You will build more interest
You will trigger less guardedness
You will build more rapport
You establish more trust and credibility
You will be better at getting around objections

6. Qualifying the Prospect Makes Closing Easier

7. Being Prepared for Objections Makes Closing Easier

8. Initial Contact
Meeting
Presentation
Don’t Sell the Product, Sell the Meeting

9. Indirect Closing Techniques
Direct Closing Techniques
Sales Takeaway

10. Trial Closing
• What do you think of what we have discussed so far?
• How do you think this fits with what you are needing?
• How would that feature help you?
• Is this something you could see your organization using?
• Are we heading in the right direction?
• Is this what you were expecting to see?

11. Assumptive Close
We do free consultations every day at
10:00 a.m. What day works best for
you?

12. Alternative Close
We do our free consultations on
Tuesdays and Thursdays. Which day
works best for you?

13. Turn Questions into
Statements
• Question: Would you like to meet next
week?
• Statement: We should meet next week.

14. • What would you like to do next?
• What direction would you like to go form here?
• Do you want to continue talking about this?
• When would you like to talk again?
• What does the path forward look like?
Let the Prospect Lead
(Soft Close)

15. Hard Closing Questions
• Are you ready to move forward to the next step in the process?
• What would you need to be able to make a commitment to move forward?
• If you had everything that you want, are you prepared to move forward?
• When are you going to make your final decision?
• (If delaying the decision for a period of time - X months) OK, but do you mind if I ask
if there will be a change or something different at that time that will make that a
better time to look at moving forward?
• Is there anything that is preventing you from being able to move forward with this
purchase?

16. Partnership Plan
Activity Due Date Owner Status
Initial Meeting 11/05/2019
Michael Jones
Dennis Martin
Complete
Presentation / Demonstration 11/16/2019
Michael Jones
Dennis Martin
Veronica Flores
Complete
Discovery Meeting 11/23/2019
Michael Jones
Stan Wilson
Open
X Corp to provide requirements 11/29/2019 Stan Wilson Open
Presentation of draft proposal and contract
language
12/2/2019 Michael Jones Open
Communication of change requests to documents 12/5/2019 Dennis Martin Open
Delivery of final executable documents 12/12/2019 Michael Jones Open
Partnership agreement signed 12/19/2019 Tech Bee / X Corp Open
Implementation begins 1/15/2020 Tech Bee / X Corp Open
Go live 4/1/2020 X Corp Open
If you would like to keep moving
forward, this is what our partner-
ship plan looks like. These are
some of the steps that need to be
taken between now and you getting
up and running.
Based on what we discussed today,
are you interested in moving for-
ward with this plan?

17. Partnership Plan
Activity Due Date Owner Status
Initial Meeting 11/05/2019
Michael Jones
Dennis Martin
Complete
Presentation / Demonstration 11/16/2019
Michael Jones
Dennis Martin
Veronica Flores
Complete
Discovery Meeting 11/23/2019
Michael Jones
Stan Wilson
Open
X Corp to provide requirements 11/29/2019 Stan Wilson Open
Presentation of draft proposal and contract
language
12/2/2019 Michael Jones Open
Communication of change requests to documents 12/5/2019 Dennis Martin Open
Delivery of final executable documents 12/12/2019 Michael Jones Open
Partnership agreement signed 12/19/2019 Tech Bee / X Corp Open
Implementation begins 1/15/2020 Tech Bee / X Corp Open
Go live 4/1/2020 X Corp Open
OK, no problem at all. Do you
have enough interest to move
to the next step on this
partnership plan?

18. Partnership Plan
Activity Due Date Owner Status
Initial Meeting 11/05/2019
Michael Jones
Dennis Martin
Complete
Presentation / Demonstration 11/16/2019
Michael Jones
Dennis Martin
Veronica Flores
Complete
Discovery Meeting 11/23/2019
Michael Jones
Stan Wilson
Open
X Corp to provide requirements 11/29/2019 Stan Wilson Open
Presentation of draft proposal and contract
language
12/2/2019 Michael Jones Open
Communication of change requests to documents 12/5/2019 Dennis Martin Open
Delivery of final executable documents 12/12/2019 Michael Jones Open
Partnership agreement signed 12/19/2019 Tech Bee / X Corp Open
Implementation begins 1/15/2020 Tech Bee / X Corp Open
Go live 4/1/2020 X Corp Open
Great. Do these steps and time
estimates look correct and
acceptable to you?
Do you have anything that you
want to add or change?

19. Partnership Plan
Activity Due Date Owner Status
Initial Meeting 11/05/2019
Michael Jones
Dennis Martin
Complete
Presentation / Demonstration 11/16/2019
Michael Jones
Dennis Martin
Veronica Flores
Complete
Discovery Meeting 11/23/2019
Michael Jones
Stan Wilson
Open
X Corp to provide requirements 11/29/2019 Stan Wilson Open
Presentation of draft proposal and contract
language
12/2/2019 Michael Jones Open
Communication of change requests to documents 12/5/2019 Dennis Martin Open
Delivery of final executable documents 12/12/2019 Michael Jones Open
Partnership agreement signed 12/19/2019 Tech Bee / X Corp Open
Implementation begins 1/15/2020 Tech Bee / X Corp Open
Go live 4/1/2020 X Corp Open
Sure, we can definitely delay
the meeting. But according to
our agreed upon partnership
plan, you want to have the
system implemented by
January 1st, and if we delay
the meeting to next month, that
will likely impact your ability to
be up and running by January
1st.

20. • Natural compelling event:
– Existing contract expiring
– Site opening or moving
– Existing system being discontinued
• Manufactured compelling event:
– Expiring discount
– Expiring promotion
– Limited product availability
Compelling Event

21. Indirect Closing Techniques
Direct Closing Techniques
Sales Takeaway

22. Express Doubt
• I do not know if you need what we provide.
• I do not know if you are a good fit with what we do.
• I do not know if we can help you in the same way that we
have helped others.
• I do not know if you are interested in those improvements.
• I do not know if you are concerned about those areas.
• I do not know if you are the right person to speak with.
• I do not know if it makes sense for us to talk.
• Maybe this is not the right time for you to look at this
purchase.
• Maybe we are not the right product for you.
• Maybe this is more than you need right now.

23. When In Doubt, Call It Out
Well, it sounds like you guys have done a good job
of putting all of the right pieces in place. Maybe it
does not make sense for us to spend too much
time talking.

24. When In Doubt, Call It Out
Well, I am a little concerned. You seem very
interested in our system, and that is great. But your
current system is working pretty well. I am worried
that our teams may spend a lot of valuable time,
and then you might have trouble getting funding for
this because the current system is working pretty
well.

25. When to Do the Sales Takeaway

26. Three Potential Reactions
1. No reaction
2. Confirms disqualification
3. Challenges disqualification

27. Why Use the Sales
Takeaway
• Improve Rapport
• Improve Credibility
• Improve Quality of Leads
• Improve deal momentum
• Uncover new information
• Improve close rate

28. Key Takeaways
• Doing the other things right will make closing easy
• Having a good sales message will make closing easier
• Screening and qualifying will make closing easier
• Improve your objection handling to improve your close rate
• Focus on the sales process and closing on the right goal
• Trial close every step of the way
• Strategically use the sales takeaway when appropriate