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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 - PowerPoint PPT Presentation
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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 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
Closing
Better words for “closing”
Confirm the order
Implement the plan
Open the business relationship
The “Closing Continuum”
No Sale
Continuation
Advance
Order
There are “degrees” of closing
Get a renewalGet the first the orderGet date for decisionPlan next step Have the first meetingGet on advertiser’s radar
Seed with articles Get a referral/introductionInvite to station eventHave first sales conversation
Demonstrate understanding
Make presentation
Ask for the business
Send thank you note
Implement service plan
Pre-Flight Checklist
Professional
Consistent
Safety
Pre-Meeting Checklist At what stage of the
sales process am I with this prospect?
Leads and Targeted
First MeetingInformation
Phase
Stages of the Selling ProcessYou need different pre-meeting plans and strategies for different stages of the selling process.
DecisionPresentation
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 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.” A “great meeting”
refers to a pleasant conversation with a prospect at the end of which no business was done.
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 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 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?”
How can I manage this sale?
Overriding question
RESULTS
Evolution of Selling Mindset
Era 1:PersuadeEra 2: Solve ProblemsEra 3: Become a source of business advantageSource: Jeff Thull, Exceptional Selling, How the Best Connect and Win in High Stakes Sales
Low Pressure Close #1 I would like to have
you as an advertiser? May we get started?
--- Bob BlyZero Pressure Selling
RESULTS
Low Pressure Close #2 Where do we go
from here?
Ethos . . . Logos . . . Pathos
Aristotle’s Principles of Persuasion
The Three “Vibes”
I’m glad to be hereI know what I’m talking aboutI LOVE what I’m doing
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.)
“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
A Marketing Partnership between Q-106 and Octopus Car Wash
Presented by Theodore Knupp
May 11, 2010
Getting Do-It-Yourselfers to Become Octopus Car Wash Converts
Soaking It To Your Biggest Competitor
Low Pressure Close #3 Once you bless
this what happens (next)?
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
CLOSING
Is as Useless as a Parachute That Opens on the First Bounce
Training That Doesn’t Change Your Behavior
Chris [email protected] x202
