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Facilitated By: Joe Zente & Jorge Chavez Challenging Closing Scenarios
2 3 4 5 What do We Want??? Cost of Acquisition A Stronger Business Members Quality Retention
The Three Laws of Performance How People Perform correlates to how Situations Occur to Them (Not as they ARE) How Situations Occur to people arise in Language (The Conversation you have with yourself is more important than the one you are about to have with your prospect) Future-based Language TRANSFORMS How Situations Occur to You (If you don’t change your language, you’ll live into your default future)
The SUM of Knowledge KYDK DKDK
Sales ≠ Marketing Marketing • Interested • Assumptions • Telling • Emotionally Share Feelings • “We are Great” • We are the Experts • “Check Us Out” • Org to Org • Create Intrigue Sales • Interested • NO Assumptions • Asking • Emotionally Detached • “We’re not for Everyone” • Customer is the Expert • “Does it make sense…” • Person to Person • Adult Conversations
Sales ≠ Marketing Marketing • Be Interesting • Assumptions • Telling • Emotionally Share Feelings • “We are Great” • We are the Experts • “Check Us Out” • Organization to Organization • Create Intrigue Sales (Buyer Facilitation) • Be Interested • NO Assumptions • Asking • Emotionally Detached • “We’re Not for Everyone” • Customer is the Expert • “Does it make sense…?” • Person to Person • Adult Conversations
Let’s Face the Facts • You are Great • TAB is Great • You and TAB are absolutely, positively,… Not For Everyone
Sales (Buyer Facilitation) Success Is… • One Part WORDS • Two Parts TONALITY • Ten Parts MINDSET
UnCommon Sense™ Secret #1 Mindset is: • What you think • How you think • How situations Occur to You The Conversation that you have with Yourself is MORE IMPORTANT than the Conversation you are about to have with the Prospect
Convinc-aholic™ Paradigm The Goal of each Sales Call is to get the Order Everyone needs what I have I should Always Be Closing I must be skilled at overcoming objections I must Educate the Prospect If I demonstrate value, I’ll get the order If a prospect wants to spend time, they are interested in TAB Prospects who like me will buy from me There is little difference between Sales and Marketing If someone doesn’t buy, they simply don’t understand Providing good answers will help me to “Win the Sale”
UnCommon Sense™ Buyer Facilitation Paradigm My Goal is to see if it makes sense to continue to invest time My intent is far more important than my sales technique Time = Money When a prospect asks a question, I should learn WHY Prospects ALWAYS buy for their reasons, not mine. For the RIGHT prospect, me and my service is worth 100x+ There is no good news or bad news, there is only information “No” is a SPECTACULAR answer I refuse to Prematurely Satisfy My Self Talk & Paradigm determine my Behavior & Effectiveness
You are a Facilitator-Coach, so why are you selling? Be a COACH: You said this would be a Coaching Appointment, don’t make it a Sales Call. Stop creating OBJECTIONS: They can’t object unless you give them something to object to. BE an ANTI-Salesperson™: If you don’t behave like a Salesperson, they won’t (can’t) behave like a Buyer. Premature Satisfaction is Prohibited BUYER FACILITATION: Stop Selling, Start Facilitating.
Summary • You Can’t Lose What You Don’t Have • Sales Success Lies in DKDK • Stop Creating Objections! • The CLOSE happens before the Sale begins • Your Intent and Paradigm are Choices… and Choices have Consequences • The Golden Rule (Not) • A Convinc-aholic™ Paradigm can Cost You a Fortune • Facilitator-Coaches are trustworthy, Sales Peddlers aren’t • The Conversation you have with Yourself is more important than the one you’re about have with the Prospect
Joe Zente Jorge Chavez www.zthree.com 512-331-1825