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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 renewal
Get the first the
order
Get date for decisionPlan next step
Have the first
meeting
Get on advertiser’s
radar
Seed with articles
Get a referral/introduction
Invite to station event
Have 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 Meeting
Information Phase
Stages of the Selling Process
You need different pre-meeting plans and strategies for different stages of the selling process.
Decision
Presentation
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: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
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 here
I know what I’m talking about
I 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
