How to Make Closing Sales Prospects Easy
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A lot of people think you need to have a special personality to be a good closer. Or that you need to be aggressive and pushy to get prospects to buy. We don't agree with any of that and we will show you why in our webinar slides on "How to Make Closing Sales Prospects Easy". In this webinar, we will explain very practical and easy to implement sales tactics that you can adopt and you should see an immediate improvement in your ability to close more sales.
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How to Make Closing Sales Prospects Easy
- 1. How to Make Closing Sales Prospects Easy Michael Halper Founder and CEO SalesScripter
- 2. Common Misconceptions Start with the Sales Pitch Qualifying the Prospect Closing Techniques Dealing with Objections
- 3. You are either born a salesperson or you are not
- 4. You have to have a certain personality in order to close
- 5. You need to be pushy and aggressive to close
- 6. Closing is the hardest step
- 7. Common Misconceptions Start with the Sales Pitch Qualifying the Prospect Closing Techniques Dealing with Objections
- 8. Product Selling Sales Pitch Consultative Selling Sales Pitch Company Product Features Pricing Goal: Closing sale Benefits (Value) Common problems (Pain) Questions probing for problems (Pre- Qualify) Customer examples (Name Drop) Differentiation (Product) ROI (Product) Impressive Company Facts Goal: Starting conversation (or close for next step)
- 9. How to Be a Consultative Salesperson https://salesscripter.com/what-is-consultative- selling-and-how-to-be-a-consultative-salesperson/ More info on Consultative Selling
- 10. Common Misconceptions Start with the Sales Pitch Qualifying the Prospect Closing Techniques Dealing with Objections
- 11. Four Areas to Measure Need to Purchase Authority to Purchase Ability to Purchase Intent to Purchase
- 12. Need to Purchase • What motivated you to look at us (brought you to us)? • What are you doing today in this area? • What is working well today? What is not? • What will it mean to you if you make this purchase? • Will there be any challenges for you if you do not purchase something in this area? • Is there at date when this purchase needs to be made? • What happens if the purchase is not made by that date? • What is the time frame that the project needs to work along?
- 13. Authority to Purchase • What is the decision making process? • What parties will be involved in making the decision? • What functional areas (departments) will be impacted by the purchase? • Who is the ultimate decision maker? • Who is the person that will need to sign the agreement/contract?
- 14. Ability to Purchase • Is there a budget approved for this project? • What is the budget range that the project needs to fit in? • Have the funds been allocated to this purchase? • What budget (department) will this purchase be made under? • Are there other purchases that this funding may end up being used for? • How does the project fit with other initiatives from a priority standpoint?
- 15. Intent to Purchase • You are likely busy so why did you take time out of your schedule to meet with us? • Do you recall what originally motivated you reach out and contact us? • What other options are you considering? • How far along are you with talking with them? • How do you feel about their solution? • What do you like about their solution? • What do you not like about their solution? • How does their solution compare with what we have to offer? • Is there a reason why you would choose us? • If you had to make a decision today, which way would you lean?
- 16. 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
- 17. How to Always Know the Right Questions to Ask https://salesscripter.com/how-to-always-know- the-right-sales-questions-to-ask/ More info on asking questions:
- 18. Common Misconceptions Start with the Sales Pitch Qualifying the Prospect Closing Techniques Dealing with Objections
- 19. 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?
- 20. Assumptive Close Assumptive Close What time would you like us to put you down for your free consultation?
- 21. Alternative Close Alternative Close We have workshops available on Monday afternoon and Thursday morning. Which one would you prefer to be signed up for?”
- 22. 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?
- 23. Turn Questions into Statements Turn Questions into Statements • Question: Would you like to meet next week? • Statement: We should meet next week.
- 24. 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?
- 25. Use an Evaluation Plan Activity Date Owner Status Meeting with Shawn Adams 6/25/20108 Smith Complete Meeting with Executive team 7/23/2018 Smith Complete Send info and call Shawn Adams first week of August Smith Open Whiteboard session 8/13/2018 Smith/Adams Open Process Recommendations/Proof of Capabilities 8/27/2018 Smith/Jones Open Build Business Case 9/3/2018 Smith/Adams Open Presentation of Draft Proposal and Contract Language 9/10/2018 Tech Inc./ XYZ Corp. Open Communication of change requests to documents 9/17/2018 XYZ Corp. Open Delivery of Final Executable Documents 9/24/2018 Smith Open Partnership Agreement signed 9/30/2018 Tech Inc./ XYZ Corp. Open Implementation TBD Tech Inc./ XYZ Corp. Open Go live with partnership 1/2019 Tech Inc./ XYZ Corp. Open
- 26. 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
- 27. Disqualify (Sales 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.
- 28. 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
- 29. Common Misconceptions Start with the Sales Pitch Qualifying the Prospect Closing Techniques Dealing with Objections
- 30. 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 Early Sales Process Steps
- 31. I am not interested. Deflect to Pre-Qualifying Questions I understand. If I could ask you real quick: • How do you feel about the current design and layout of your website? • How important is it for you to improve your website conversion rates? • How much of a priority is it for you to increase your website traffic? • How well is your website doing with being found through search engines? • How important is it for you to get more leads through your website? • How motivated are you to find new ways to get more revenue out of your website traffic?
- 32. I am not interested. Deflect to Pain Points I understand. Sometimes when we talk with other businesses, we have noticed that they often express challenges with • Website is not performing and producing the type of results that are needed • Website conversion rate could be better • Need to find a way to increase website traffic • There is not enough traffic coming to the website through organic SEO • It can be difficult to get the website to generate enough leads • It can be difficult to find ways to get more revenue out of web traffic Are you concerned about any of those areas?
- 33. Just send me your information. Deflect to Pre-Qualifying Questions I can certainly do that. So that I know what best to send to you, can I ask you real quick. • How do you feel about the current design and layout of your website? • How important is it for you to improve your website conversion rates? • How much of a priority is it for you to increase your website traffic? • How well is your website doing with being found through search engines? • How important is it for you to get more leads through your website? • How motivated are you to find new ways to get more revenue out of your website traffic?
- 34. Just send me your information. (late in a call) Deflect to Sales Process Sure, I definitely can. Actually, there is a lot of information that I can send over to you. If you have some questions about anything, it might be easier and quicker to have a brief conversation with over the phone on another day instead of me sending over a bunch of information.
- 35. We already use someone for that. Deflect to Current Provider Oh, I see. • How long have you been using them / with them / purchasing from them? • How is everything going? • What are some of the things you like about what they provide? • What are some things that you think could be better? • If you could change one thing about their product/service, what would it be? • When was the last time you considered other options in this area?
- 36. We already use someone for that. Deflect to Pre-Qualifying Questions I understand. If I could ask you real quick: • How do you feel about the current design and layout of your website? • How important is it for you to improve your website conversion rates? • How much of a priority is it for you to increase your website traffic? • How well is your website doing with being found through search engines? • How important is it for you to get more leads through your website? • How motivated are you to find new ways to get more revenue out of your website traffic?
- 37. We already use someone for that. Deflect to Pain Points I understand. Sometimes when we talk with other businesses, we have noticed that they often express challenges with • Website is not performing and producing the type of results that are needed • Website conversion rate could be better • Need to find a way to increase website traffic • There is not enough traffic coming to the website through organic SEO • It can be difficult to get the website to generate enough leads • It can be difficult to find ways to get more revenue out of web traffic Are you concerned about any of those areas?
- 38. We are not looking to make any changes right now. Deflect to Pre-Qualifying Questions I understand. If I could ask you real quick: • How do you feel about the current design and layout of your website? • How important is it for you to improve your website conversion rates? • How much of a priority is it for you to increase your website traffic? • How well is your website doing with being found through search engines? • How important is it for you to get more leads through your website? • How motivated are you to find new ways to get more revenue out of your website traffic?
- 39. We are not looking to make any changes right now. Deflect to Pain Points I understand. Sometimes when we talk with other businesses, we have noticed that they often express challenges with • Website is not performing and producing the type of results that are needed • Website conversion rate could be better • Need to find a way to increase website traffic • There is not enough traffic coming to the website through organic SEO • It can be difficult to get the website to generate enough leads • It can be difficult to find ways to get more revenue out of web traffic Are you concerned about any of those areas?
- 40. We are not looking to make any changes right now. Deflect to Sales Process I understand. And I want you to know, I am not reaching out to you to try to sign you up or sell you anything. More so, we are just looking to open the dialogue between our two companies and have an initial conversation. We would like to learn a little more about you and possibly share some information about us if it makes sense. That way, when you ready to look closer at this, you can know who we are and how we can help.
- 41. We do not have budget/money to spend right now. Deflect to Pre-Qualifying Questions I understand. If I could ask you real quick: • How do you feel about the current design and layout of your website? • How important is it for you to improve your website conversion rates? • How much of a priority is it for you to increase your website traffic? • How well is your website doing with being found through search engines? • How important is it for you to get more leads through your website? • How motivated are you to find new ways to get more revenue out of your website traffic?
- 42. We do not have budget/money to spend right now. Deflect to Pain Points I understand. Sometimes when we talk with other businesses, we have noticed that they often express challenges with • Website is not performing and producing the type of results that are needed • Website conversion rate could be better • Need to find a way to increase website traffic • There is not enough traffic coming to the website through organic SEO • It can be difficult to get the website to generate enough leads • It can be difficult to find ways to get more revenue out of web traffic Are you concerned about any of those areas?
- 43. We do not have budget/money to spend right now. Deflect to Sales Process I understand. And I want you to know, I am not reaching out to you to try to sign you up or sell you anything. More so, we are just looking to open the dialogue between our two companies and have an initial conversation. We would like to learn a little more about you and possibly share some information about us if it makes sense. That way, when you begin your budget planning or when your budget opens back up, you can know who we are and how we can help.
- 44. Call me back in X months. Deflect to Pre-Qualifying Questions I can certainly do that. But if I could ask you real quick: • How do you feel about the current design and layout of your website? • How important is it for you to improve your website conversion rates? • How much of a priority is it for you to increase your website traffic? • How well is your website doing with being found through search engines? • How important is it for you to get more leads through your website? • How motivated are you to find new ways to get more revenue out of your website traffic?
- 45. Call me back in X months. Deflect to Pain Points I can certainly do that. Although, sometimes when we talk with other businesses, we have noticed that they often express challenges with • Website is not performing and producing the type of results that are needed • Website conversion rate could be better • Need to find a way to increase website traffic • There is not enough traffic coming to the website through organic SEO • It can be difficult to get the website to generate enough leads • It can be difficult to find ways to get more revenue out of web traffic Are you concerned about any of those areas?
- 46. Call me back in X months. Deflect to Sales Process I can certainly do that. But I want you to know, I am not reaching out to you to try to sign you up or sell you anything. More so, we are just looking to open the dialogue between our two companies and have an initial conversation. We would like to learn a little more about you and possibly share some information about us if it makes sense. That way, when you ready to look closer at this, you can know who we are and how we can help.
- 47. 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
- 48. Sales Objection Rebuttals that Defuse Common Sales Objections https://salesscripter.com/sales-objection- rebuttals-that-defuse-common-sales-objections/ More info on objection handling:
- 51. 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 Email Templates Software Platform CRM Email Automation Resources and Services Books Training Videos One-on-One Coaching Sales Consulting Live Sales Training Completely Aligned 2 Part System
- 52. 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 Email Templates Software Platform CRM Email Automation Resources and Services Books Training Videos One-on-One Coaching Sales Consulting Live Sales Training Completely Aligned Only Use the Methodology
- 53. 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 Email Templates Software Platform CRM Email Automation Resources and Services Books Training Videos One-on-One Coaching Sales Consulting Live Sales Training Completely Aligned Only Use the Software
- 54. SMART Sales System Pricing • Software - $49 per user per month (40% discount for annual subscription) • Sales Training – No cost on YouTube • Scripter Walk-Through (2 hour engagement to create your pitch) - $200 For $249, you will get a full library of sales scripts, emails, and tools
- 55. Contact Us Michael Halper Founder and CEO SalesScripter mhalper@salesscripter.com @salesscripter
Hinweis der Redaktion
- There are four characteristics of a qualified prospect. Does the prospect have a true need to purchase what you sell? You may have a prospect that is very interested and excited about what you have to offer, but do they need what you have or do they want what you have? The more they need what you have, the more qualified the prospect. Does the prospect have the authority to make the purchase from a decision making power stand point? If we are a car sales person and taking someone on a test drive, but it is the spouse that is at home that would make the approval of the car purchase, we are not spending time with a qualified prospect. Does the prospect have the ability to make the purchase from a funding or money standpoint? If the prospect loves what you have but does not have any money to spend, the prospect is not completely qualified. Does the prospect have real genuine interest purchasing from you? Just because a prospect is talking with you does not mean that there is serious interest on their side. The prospect really needs medium to strong levels in all of these areas to be truly qualified. A prospect only needs to be weak in one area for their to be a concern and we will look at four different types of prospects that are good in only three of the four key areas as we look at four types of unqualified prospects.
- 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.
- 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.