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CLOSING. A Member Service From Your. Agenda for The Closing Zone. Suggest three new ways to think about closing Examine “The Closing Continuum” Give you 7 pre-meeting planning questions Look at the 5 Phases of the sales process Consider the role attitude and belief play in closing

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Presentation Transcript
agenda for the closing zone
Agenda for The Closing Zone
  • Suggest three new ways to think about closing
  • Examine “The Closing Continuum”
  • Give you 7 pre-meeting planning questions
  • Look at the 5 Phases of the sales process
  • Consider the role attitude and belief play in closing
  • Understand the 3 principles of persuasion
  • Learn 3 low-pressure closes that work
  • Discover a powerful way to start your proposals and close more of them
better words for closing
Better words for “closing”

Confirm the order

Implement the plan

Open the business relationship

the closing continuum
The “Closing Continuum”

Order

Advance

Continuation

No Sale

there are degrees of closing
There are “degrees” of closing

Get a renewal

Get the first the order

Get date for decision

Plan next step

Have the first meeting

Get on advertiser’s radar

Implement service plan

Send thank you note

Ask for the business

Make presentation

Demonstrate understanding

Have first sales conversation

Invite to station event

Get a referral/introduction

Seed with articles

pre flight checklist
Pre-Flight Checklist

Professional

Consistent

Safety

pre meeting checklist
Pre-Meeting Checklist
  • At what stage of the sales process am I with this prospect?
stages of the selling process
Stages of the Selling Process

You need different pre-meeting plans and strategies for different stages of the selling process.

Leads and Targeted

First Meeting

Information Phase

Presentation

Decision

pre meeting checklist1
Pre-Meeting Checklist
  • At what stage of the sales process am I with this prospect?
  • What can I read, research or do to have a Level 3 “moment” with this advertiser?
pre meeting checklist2
Pre-Meeting Checklist
  • At what stage of the sales process am I with this prospect?
  • What can I read, research or do to have a Level 3 “moment” with this customer?
  • If this meeting is successful what will happen?
it was a great meeting
“It was a great meeting.”
  • A “great meeting” refers to a pleasant conversation with a prospect at the end of which no business was done.
pre meeting checklist3
Pre-Meeting Checklist
  • At what stage of the sales process am I with this prospect?
  • What can I read, research or do to have a Level 3 “moment” with this customer?
  • If this meeting is successful what will happen?
  • What questions will I ask?
pre meeting checklist4
Pre-Meeting Checklist
  • At what stage of the sales process am I with this prospect?
  • What can I read, research or do to have a Level 3 “moment” with this customer?
  • If this meeting is successful what will happen?
  • What questions will I ask?
  • What will I ask the advertiser to do?
pre meeting checklist5
Pre-Meeting Checklist
  • At what stage of the sales process am I with this prospect?
  • What can I read, research or do to have a Level 3 “moment” with this customer?
  • If this meeting is successful what will happen?
  • What questions will I ask?
  • What will I ask the advertiser to do?
  • What is my fallback position if answer is “No?”
overriding question
Overriding question

How can I manage this sale?

evolution of selling mindset
Evolution of Selling Mindset

Era 1:Persuade

Era 2: Solve Problems

Era 3: Become a source of business advantage

Source: Jeff Thull, Exceptional Selling, How the Best Connect and Win in High Stakes Sales

low pressure close 1
Low Pressure Close #1
  • I would like to have you as an advertiser? May we get started?

--- Bob Bly

Zero Pressure Selling

low pressure close 2
Low Pressure Close #2
  • Where do we go from here?
aristotle s principles of persuasion
Aristotle’s Principles of Persuasion

Ethos . . . Logos . . . Pathos

the three vibes
The Three “Vibes”

I’m glad to be here

I know what I’m talking about

I LOVE what I’m doing

tony allesandra s take
Tony Allesandra’s take . . .

“The confirming process is analogous to asking someone to marry you. If you were worried about the answer, you wouldn’t ask. Obviously the question would be premature. The decision to marry is the outcome of a mutually developed relationship.”

tony allesandra s take cont
Tony Allesandra’stake (cont.)

“Usually the issue has been discussed before the question is formally asked. When it is asked, it is a rhetorical question that simply serves to crystallize and romanticize already understood feelings.”

proposal
Proposal

A Marketing Partnership between

Q-106 and Octopus Car Wash

Presented by

Theodore Knupp

May 11, 2010

soaking it to your biggest competitor
Soaking It To Your Biggest Competitor

Getting Do-It-Yourselfers to Become Octopus Car Wash Converts

low pressure close 3
Low Pressure Close #3
  • Once you bless this what happens (next)?
agenda for the closing zone1
Agenda for The Closing Zone
  • Suggest three new ways to think about closing
  • Examine “The Closing Continuum”
  • Give you 7 pre-meeting planning questions
  • Look at the 5 Phases of the sales process
  • Consider the role attitude and belief play in closing
  • Understand the 3 principles of persuasion
  • Learn 3 low-pressure closes that work
  • Discover a powerful way to start your proposals and close more of them
training that doesn t change your behavior

Chris Lytle

chris.lytle@sparque.biz

312-226-9920 x202

Training That Doesn’t Change Your Behavior

Is as Useless as a Parachute That Opens on the First Bounce