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    Sales Closing Road Map

    Uploaded by

    Priya Dharshini
    The document outlines a 12 step sales closing roadmap. The steps are designed to transform a prospect from a clear "no" to a clear "yes" by moving them from negative emotions like fear and doubt to positive emotions like courage and clarity. The steps include taking control of the conversation, gathering intelligence through questions, building rapport, presenting the solution, asking for the order, deflecting objections, looping to increase certainty, lowering the action threshold, increasing the pain threshold, additional looping, and creating lifelong customers. Following this structured process is presented as a way to dramatically improve closing ratios.

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    Sales Closing Road Map

    Uploaded by

    Priya Dharshini
    98 views3 pages
    The document outlines a 12 step sales closing roadmap. The steps are designed to transform a prospect from a clear "no" to a clear "yes" by moving them from negative emotions like fear and doubt to positive emotions like courage and clarity. The steps include taking control of the conversation, gathering intelligence through questions, building rapport, presenting the solution, asking for the order, deflecting objections, looping to increase certainty, lowering the action threshold, increasing the pain threshold, additional looping, and creating lifelong customers. Following this structured process is presented as a way to dramatically improve closing ratios.

    Original Description:

    Sales closing skill

    Original Title

    SALES CLOSING ROAD MAP

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    The document outlines a 12 step sales closing roadmap. The steps are designed to transform a prospect from a clear "no" to a clear "yes" by moving them from negative emotions like fear and doubt to positive emotions like courage and clarity. The steps include taking control of the conversation, gathering intelligence through questions, building rapport, presenting the solution, asking for the order, deflecting objections, looping to increase certainty, lowering the action threshold, increasing the pain threshold, additional looping, and creating lifelong customers. Following this structured process is presented as a way to dramatically improve closing ratios.

    Copyright:

    © All Rights Reserved
    Download as DOCX, PDF, TXT or read online from Scribd
    Download as docx, pdf, or txt
    98 views3 pages

    Sales Closing Road Map

    Uploaded by

    Priya Dharshini
    The document outlines a 12 step sales closing roadmap. The steps are designed to transform a prospect from a clear "no" to a clear "yes" by moving them from negative emotions like fear and doubt to positive emotions like courage and clarity. The steps include taking control of the conversation, gathering intelligence through questions, building rapport, presenting the solution, asking for the order, deflecting objections, looping to increase certainty, lowering the action threshold, increasing the pain threshold, additional looping, and creating lifelong customers. Following this structured process is presented as a way to dramatically improve closing ratios.

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    © All Rights Reserved
    Download as DOCX, PDF, TXT or read online from Scribd
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    The key takeaways are that there is a systematic 12 step process for sales closing and that order and following the proper steps is important for improving closing ratios.

    The steps in the selling roadmap are: take control of the conversation, gather intelligence through questions, build rapport, do a transformation presentation, present benefits, ask for the order, handle deflection, represent your product, lower the action threshold, increase the pain threshold, do one more looping, and create lifetime customers.

    Building rapport is important as it allows you to be seen as a trusted advisor and helps the prospect feel comfortable. Building rapport also helps you simultaneously gather intelligence about the prospect's needs and concerns.

    12 STEPS FOR SALES CLOSING

    The Major concept


    Every sale is the same
    Why would every sale be the same?
    People have different values, pain points, Belief, needs and they come from different
    Experiences. Goal oriented selling is not a random closing. Once you understand this your
    mind start to order the sales presentation step by step.
    THE SELLING ROAD MAP
    Transformation
    Clear NO…………………………………………………………………………Clear yes
    Negative Emotions Time positive Emotion

    Negative Emotions Positive Emotion


    1.Fear 1. courage
    2.Doubt 2. Confident
    3.Confusion 3. Clarity

    What is the selling Road map?


    It’s a step by step(order) principle that allows people to the best closer. It’s a very simple
    strategy and easy learnable strategies. once you know what is strategy for transformation,
    your closing ratio will be improved dramatically.
    ORDER IS VERY IMPORTANT
    STEP.1
    You must take immediate control of the conversation. Once you take control as
    EXPERT. People will hand you control for guiding them. This is very important because this
    will allow you to Execute next step of the selling road map.
    …………………………………………………………………………………………
    STEP.2
    Gather massive intelligent by asking smart question, if you are not in control of the
    sales conversation this is not possible to gather massive intelligence then prospect will ask
    you questions. Ask question in certain order and certain way. Use the proper tone and body
    languages. The minute you start listening them you simultaneously building a massive
    rapport …………………………………………………………………………………….
    STEP.3
    Build a massive Rapport like a family friend, well-wisher and Trusted Advisor
    …………………………………………………………………………………………………..

    STEP .4
    Transformation based on what you said to be this the perfect solutions and perfect
    fit. Let me tell you why
    ………………………………………………………………………………………………….

    STEP.5
    Sales presentation Show in your sales presentation why your Features, Benefits and
    Advantages solve the prospect problems which you gathered
    ………………………………………………………………………………………………..

    STEP.6
    Asking order for the first Time
    Yes, we can do it .it will happen very Rare
    ………………………………………………………………………………………………..

    STEP.7.
    Deflection (May be. I will think about it)
    Usually people will not say straight No for the product or Services, most of the
    objections are smoke screen. I hear what you’re saying let me ask you a question. Do you see
    what I see I that deal. They are not sure about something
    ………………………………………………………………………………………………

    STEP.8
    LOOPING
    Represent your product or service to increase the certainty. Before asking the order
    for next time
    …………………………………………………………………………………………………..

    STEP.9
    Lowering the Action-threshold
    Break it down in simple steps
    ………………………………………………………………………………………………
    STEP.10
    Increase the pain threshold
    More pain =More sales
    ………………………………………………………………………………………………

    STEP.11
    One more Looping
    Give more confident, courage and clarity
    ………………………………………………………………………………………………….
    STEP.12
    Create a customer for Life-time
    Referrals and increase order size
    ………………………………………………………………………………………………

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