How to Immediately Become a Better Closer
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There are small things that you can do to make closing easier. It does not matter what type of personality you have and you will not need to act different or be somebody you are not. We believe that closing should be the easiest step in your sales process and deals can often close themselves. We will teach all of this to you in our next webinar “How to Immediately Become a Better Closer“.
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How to Immediately Become a Better Closer
- 1. How to Immediately Become a Better Closer Michael Halper Founder and CEO SalesScripter
- 2. Salespeople are not born. They are built.
- 3. The best salesperson asks the best questions.
- 4. Some Key Points • Most common area for desired improvement • Should be one of the easiest steps of the process • Born a closer? • Tremendous control • Direct closing tactics versus indirect closing tactics
- 5. Step 1: Focus on the right goal
- 6. Focus on the Right Goal Stage GoalsInitial Contact (First time to speak) Cold Call Inbound Call Email Event 2 to 5 minutes 80% on prospect 20% on you First Conversation (Appointment/Meeting) Phone Call Face-to-Face Discovery 20 to 30 minutes 50% on prospect 50% on you First Meeting (Presentation) Discovery Presentation Demonstration 1 to 2 hours 20% on prospect 80% on you Pre-qualify Gather high-level information Build interest in having conversation Schedule a First Conversation Hard Qualify Gather detailed Information Build interest in meeting Schedule a First Meeting Sell Product Map out Next Steps Close (Sale or agreement to move forward)
- 7. Closing should be the easiest step in the sales process.
- 8. Indirect Closing Tactics • Communicating the value you offer (benefits) • Building a business case, ROI calculation, identifying payback period • Finding prospect pain that you can resolve • Qualifying the prospect • Building rapport • Building interest • Building credibility
- 9. Some direct closing tactics:
- 10. Trial ClosingTrial Close • What do you think of what we have discussed so far? • How would that feature help your operation? • Is this something you could see your employees using? • Are we heading in the right direction? • Does the agenda match up with your expectations today? • Is this what you were expecting to see?
- 11. Assumptive CloseAssumptive Close What time would you like us to put you down for your free consultation?
- 12. Alternative Close Alternative Close We have workshops available on Monday afternoon and Thursday morning. Which one would you prefer to be signed up for?”
- 13. Letting the Prospect Lead Let the Prospect Lead (Soft Close) • What would you like to do next? • What direction would you like to go in? • Do you want to continue talking about this? • When would you like to talk again?
- 14. Turn Questions into Statements Turn Questions into Statements • Question: Would you like to meet next week? • Statement: We should meet next week.
- 15. Turn Questions into Statements 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? • If we were able to give you what you are asking for, would you be able to move forward with the purchase? • 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. Use an Evaluation Plan Activity Date Owner Status Meeting with Shawn Adams 6/25/2010 Smith Complete Meeting with Executive team 7/23/2010 Smith Complete Send info and call Shawn Adams first week of August Smith Open Whiteboard session 8/13/2010 Smith/Adams Open Process Recommendations/Proof of Capabilities 8/27/2010 Smith/Jones Open Build Business Case 9/3/2010 Smith/Adams Open Presentation of Draft Proposal and Contract Language 9/10/2010 Tech Inc./ XYZ Corp. Open Communication of change requests to documents 9/17/2010 XYZ Corp. Open Delivery of Final Executable Documents 9/24/2010 Smith Open Partnership Agreement signed 9/30/2010 Tech Inc./ XYZ Corp. Open Implementation TBD Tech Inc./ XYZ Corp. Open Go live with partnership 1/2011 Tech Inc./ XYZ Corp. Open
- 17. Compelling Event • Natural compelling event: – Existing contract expiring – Site opening or moving – Existing system being discontinued • Manufactured compelling event: – Expiring discount – Expiring promotion – Limited product availability
- 18. Disqualifying Disqualify (Takeaway) • Maybe this is not the right direction for you to go. • It sounds like you all are doing pretty good and might not need this. • It does not seem like this is something you are really interested in.
- 19. Dealing with Objections Watch our webinar recording of How to Consistently Get Around Sales Objections https://salesscripter.com/event/h ow-to-consistently-get-around- sales-objections-2/
- 20. Early Sales Process Stages Initial Contact (First time to speak) Cold Call Inbound Call Email Event 2 to 5 minutes 80% on prospect 20% on you First Conversation (Appointment/Meeting) Phone Call Face-to-Face Discovery 20 to 30 minutes 50% on prospect 50% on you First Meeting (Presentation) Discovery Presentation Demonstration 1 to 2 hours 20% on prospect 80% on you • Redirect • Goal is to get to the meeting • Try to pre-qualify • Redirect or Overcome • Goal is to get to a presentation • Try to further qualify • Overcome • Goal is to close (Sale or agreement to move forward)
- 21. Redirect to Pre-Qualifying Questions During Initial Contact Response: I understand. (Redirect to one of the qualifying questions) But if I could ask you real quick: Are you currently using any automation tools to manage your inventory levels? - Or - I understand. (Optional defuse) And I want you to know that we are not trying to sell anything at this point. (Optional defuse) I don’t even know if you are a good fit with what we do. (Redirect to one of the qualifying questions) But if I could ask you real quick: Are you currently using any automation tools to manage your inventory levels?
- 22. Redirect to Pain Points During Initial Contact Response: I understand. (Redirect to one of the qualifying questions) When I talk with other manufacturing companies, the often express challenges with it taking too long to process orders and there are sometimes errors. Have you ever been concerned by those?:
- 23. Redirect to Close During Initial Contact (Late in Call) Response: I understand. And I want you to know that we are not trying to sell anything at this point as we don’t even know if you are a good fit or not. Our goal is to simply open the dialogue between our two companies so that if you reach a point where there is budget available, you will know who we are and what we have to offer. Can I put a brief 15 to 20 minute call on your calendar next Tuesday or Thursday afternoon?
- 24. Redirect to Close During or After Appointment – Before Presentation Response: I would like to ask you to do me a favor and hold off on that concern right now. We are not trying to close any sale with you right now so the topic of budget being available is not completely relevant. All we are trying to do right now is clearly identify if we are a good fit for you. That is why we would like to spend 20 to 30 minutes with you and show you some information on how we can help based on what you have shared so far. We will continue forward aware that you have a budget concern and after that next meeting we can identify the level of fit and direction and pace to go. Does that sound reasonable?
- 25. Overcome Close Attempt – After Presentation Tactics: • Get to the root of the concern • Budget displacement • Focus on ROI • Identify sources of funding • Look for alternative sources of funding • Plant seed for the future
- 26. What is SalesScripter? Cold Calling Objections Gatekeepers Sales Messaging Voicemail Qualifying Closing Sales Process Rapport Building Interest Cold Emailing Setting Appointments Building Credibility Call Cadence • Provides complete clarity for what a salesperson should do and say • Very practical and easy to understand / implement / adopt • Consultative selling approach • Many tactics are counterintuitive One Half - Sales Methodology
- 27. What is SalesScripter? Cold Calling Scripts Objection Responses Key Questions Marketing Tools Voicemail Scripts Meeting Scripts Cold Email Templates • Software platform that provides all the tools needed to execute the methodology • Campaign-based (buyer persona) structure • Makes it extremely easy to implement and reinforce the methodology One Half – Prospecting Platform Software Application
- 28. Complete Sales Training Solution Cold Calling Objections Gatekeepers Sales Messaging Voicemail Qualifying Closing Sales Process Rapport Building Interest Cold Emailing Setting Appointments Building Credibility Call Cadence Methodology Salesperson Manager Cold Calling Scripts Objection Responses Key Questions Marketing Tools Voicemail Scripts Meeting Scripts Cold Email Templates Software PlatformResources and Services Books Training Videos One-on-One Coaching Sales Consulting Live Training Completely Aligned
- 29. Resources • Five ebooks – Found at https://salesscripter.com/ebooks/ – Do’s and Don’ts of Cold Calling – How to Get around Cold Call Objections – How to Build a Value Proposition that Generates Leads – How to Build Sales Campaigns that Sell – How to Build Email Drip Campaigns that Convert Sales • The Cold Calling Equation – PROBLEM SOLVED – Found at http://www.amazon.com/The-Cold- Calling-Equation-Problem/dp/1468173545 Our Books
- 30. Training • Week 1 – Understanding the Ideal Sales Process – How to Make Cold Calls – Appointment Setting Tactics – Voicemail Messaging Methodology • Week 2 – Sales Messaging Workshop – How to Get Prospect’s on the Phone – How to Get Around Objections – How to Incorporate Buyer Personas into Your Selling – Overview of a 2-Step Qualifying Process New Hire Onboarding Training Program / Sales Prospecting 101 • Week 3 – How to Build Your Value Proposition – How to Focus on Prospect Pain – How to Get Around Gatekeepers – How to Perform the Perfect Takeaway • Week 4 – How to Build Rapport, Interest, and Credibility – How to Improve Mental Strength When Selling – How to Be a Better Closer * Available through e-learning videos, live virtual, or live in-person * Can be tailored to your business
- 31. SalesScripter What do you sell? ___________ How does it help? ___________ What problems do you fix? ___________ What questions should you ask? ___________
- 32. SalesScripter
- 33. SalesScripter
- 34. If You Want More Help • https://www.youtube.com/user/LaunchPadSol • Or search Sales Scripter • Over 130 videos • Sales Prospecting 101 Training Program • Webinars • Sales Tips • SalesScripter demo videos • Subscribe Step 1 – Go to our YouTube Channel
- 35. Resources • Five ebooks – Found at https://salesscripter.com/ebooks/ – Do’s and Don’ts of Cold Calling – How to Get around Cold Call Objections – How to Build a Value Proposition that Generates Leads – How to Build Sales Campaigns that Sell – How to Build Email Drip Campaigns that Convert Sales • The Cold Calling Equation – PROBLEM SOLVED – Found at http://www.amazon.com/The-Cold- Calling-Equation-Problem/dp/1468173545 Step 2 – Get Some of Our Books
- 36. If You Want More Help • Build your scripts and campaigns – Call scripts – Email templates – Voicemail Scripts – Objection responses – Key Questions – And more • $49 per month / $29 per month with annual subscription – 30 Day Money Back Guarantee Step 3 – Sign up for SalesScripter
- 37. If You Want More Help • One-on-one Sales Coaching • Sales Consulting – Script development – Strategy development – Sales process development • Sales Training – Custom sales training programs – Content aligned with your information in SalesScripter – Delivered virtually or in-person Step 4 – Contact us for Coaching, Consulting, or Training
- 38. Questions? Michael Halper Founder and CEO SalesScripter mhalper@salesscripter.com www.salesscripter.com
Editor's Notes
- Pros: Trial closing improves qualifying and deal management by collecting valuable information. This tactic can also improve rapport, as it can sub-communicate positive vibes like confidence, experience, abundance, and putting the prospect’s interests first. Cons: One challenge with this tactic is that it gives the prospect an opportunity to share negative thoughts and gives him more control. If you have not been successful in building interest and rapport and you then invite the prospect to share thoughts, you might not get the answers that you want to hear.
- Pros: This can help to push a prospect along before he can object or change his mind. This may also motivate a prospect who might be in a neutral or on-the-fence position to act. Cons: This level of aggressiveness might sub-communicate negative vibes to the prospect, and this could negatively impact rapport and credibility. This approach could push away a prospect who was in a neutral position.
- Pros: This can help to push a prospect along before he can object or change his mind. This may also motivate a prospect who might be in a neutral or on-the-fence position to act. Cons: This level of aggressiveness might sub-communicate negative vibes to the prospect, and this could negatively impact rapport and credibility. This approach could push away a prospect who was in a neutral position.
- Pros: Letting the prospect lead can help to build rapport, as it is a very unthreatening way to interact with prospects. This can also increase the quality of leads as you will know that all of the prospects you are meeting with want to be there and were not pressured to do anything. Cons: One challenge with this tactic is that it gives the prospect more control. If you have not been successful in building interest and rapport and then you give control to the prospect to chose what direction to go in, he might not chose to go in the right direction.
- Pros: This tactic displays confidence and can motivate action. Cons: One downside to this tactic is that you are telling the prospect what to do instead of letting the prospect tell us what to do. This can motivate action but we may create action with prospects who are not fully on board and this could decrease the quality of leads.
- Pros: This tactic displays confidence and can motivate action. Cons: One downside to this tactic is that you are telling the prospect what to do instead of letting the prospect tell us what to do. This can motivate action but we may create action with prospects who are not fully on board and this could decrease the quality of leads.
- Let’s go back to the I am not interested objection and talk about it in more detail. I am not interested is actually not a legitimate objection for the cold call as you are not trying to sell anything. Our goal is to open the dialogue, so to say I do not want to talk to you would be more fitting, but to say they are not interested in buying your product actually does not make sense. A great place to redirect this objection is to any qualifying questions that you typically ask prospect. Questions about the prospect’s current technical and business environment are often good questions to ask whether facing an objection or not, but when a prospect says they are not interested, you can reply with a response like I understand. Are you currently using any automation tools to manage your inventory levels? - Or - I understand. And I want you to know that we are not trying to sell anything at this point. Are you currently using any automation tools to manage your inventory levels? Of course, this does not work every time, but remember that we our goal is to keep the call going and using this approach over a large number of calls will typically yield good results in getting around the objection.
- Let’s go back to the I am not interested objection and talk about it in more detail. I am not interested is actually not a legitimate objection for the cold call as you are not trying to sell anything. Our goal is to open the dialogue, so to say I do not want to talk to you would be more fitting, but to say they are not interested in buying your product actually does not make sense. A great place to redirect this objection is to any qualifying questions that you typically ask prospect. Questions about the prospect’s current technical and business environment are often good questions to ask whether facing an objection or not, but when a prospect says they are not interested, you can reply with a response like I understand. Are you currently using any automation tools to manage your inventory levels? - Or - I understand. And I want you to know that we are not trying to sell anything at this point. Are you currently using any automation tools to manage your inventory levels? Of course, this does not work every time, but remember that we our goal is to keep the call going and using this approach over a large number of calls will typically yield good results in getting around the objection.
- The objection of not having any budget or money available to spend right now is similar to not looking to make a change. And the response is same as the not making a change now as you can present yourself as just trying to open the dialogue. You could use the exact same response that we just went through or you could tweak your language to say that, Our goal is to simply open the dialogue between our two companies so that if you reach a point where there is budget available, you will know who we are and what we have to offer.
- The objection of not having any budget or money available to spend right now is similar to not looking to make a change. And the response is same as the not making a change now as you can present yourself as just trying to open the dialogue. You could use the exact same response that we just went through or you could tweak your language to say that, Our goal is to simply open the dialogue between our two companies so that if you reach a point where there is budget available, you will know who we are and what we have to offer.
- The objection of not having any budget or money available to spend right now is similar to not looking to make a change. And the response is same as the not making a change now as you can present yourself as just trying to open the dialogue. You could use the exact same response that we just went through or you could tweak your language to say that, Our goal is to simply open the dialogue between our two companies so that if you reach a point where there is budget available, you will know who we are and what we have to offer.