How to Become a Better Sales Closer
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This document provides guidance on closing techniques in sales. It discusses indirect and direct closing approaches. It emphasizes that closing should be easy if the sales process is followed correctly, including qualifying prospects, preparing for objections, and building rapport. It provides examples of trial closes, soft closes, and hard closes. It also discusses using compelling events to help close deals and offers strategies for when prospects seem disinterested or on the fence, such as using a "sales takeaway". Overall, the document stresses that following best practices for consultative selling and managing the sales process well makes closing the easiest step.
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How to Become a Better Sales Closer
- 1. Chapter 24 – Closing
- 2. Indirect Closing Techniques Direct Closing Techniques
- 4. Closing should be the easiest step
- 5. Product Selling Consultative Selling Company Product Features Benefits Goal: Get Customers Value Pain Points Questions Product Company Name Drop Goal: Starting Conversations
- 6. Qualifying the Prospect Makes Closing Easier
- 7. Being Prepared for Objections Will Make Closing Easier
- 8. Rapport Will Make Closing Easier
- 9. Don’t Sound Like a Salesperson
- 10. INTERACTION CONVERSATION EXPLANATION PURCHASE Don’t Sell the Product, Sell the Meeting
- 11. Indirect Closing Techniques Direct Closing Techniques
- 12. Trial Close • A test close • Checking in to see what prospect is thinking • Provides extremely valuable information • Can be performed every time you talk with the prospect
- 13. • What do you think of what we have discussed so far? • How do you think this fits with what you are needing? • How would that feature help you? • Is this something you could see your organization using? • Are we heading in the right direction? • Is this what you were expecting to see? TRIAL CLOSE SOFT CLOSE HARD CLOSE SALES TAKEAWAY Trial Close Questions
- 14. Assumptive Close We do free consultations every day at 10:00 a.m. What day works best for you?
- 15. Alternative Close We do our free consultations on Tuesdays and Thursdays. Which day works best for you?
- 16. Turn Questions into Statements • Question: Would you like to meet next week? • Statement: We should meet next week.
- 17. • What would you like to do next? • What direction would you like to go form here? • Do you want to continue talking about this? • When would you like to talk again? • What does the path forward look like? TRIAL CLOSE SOFT CLOSE HARD CLOSE SALES TAKEAWAY Soft Close Questions
- 18. • Are you ready to move forward to the next step in the process? • What would you need to be able to make a commitment to move forward? • If you had everything that you want, are you prepared to move forward? • When are you going to make your final decision? • (If delaying the decision for a period of time - X months) OK, but do you mind if I ask if there will be a change or something different at that time that will make that a better time to look at moving forward? • Is there anything that is preventing you from being able to move forward with this purchase? TRIAL CLOSE SOFT CLOSE HARD CLOSE SALES TAKEAWAY Hard Close Questions
- 19. Partnership Plan Activity Due Date Owner Status Initial Meeting 11/05/2019 Michael Jones Dennis Martin Complete Presentation / Demonstration 11/16/2019 Michael Jones Dennis Martin Veronica Flores Complete Discovery Meeting 11/23/2019 Michael Jones Stan Wilson Open X Corp to provide requirements 11/29/2019 Stan Wilson Open Presentation of draft proposal and contract language 12/2/2019 Michael Jones Open Communication of change requests to documents 12/5/2019 Dennis Martin Open Delivery of final executable documents 12/12/2019 Michael Jones Open Partnership agreement signed 12/19/2019 Tech Bee / X Corp Open Implementation begins 1/15/2020 Tech Bee / X Corp Open Go live 4/1/2020 X Corp Open If you would like to keep moving forward, this is what our partner- ship plan looks like. These are some of the steps that need to be taken between now and you getting up and running. Based on what we discussed today, are you interested in moving forward with this plan?
- 20. Partnership Plan Activity Due Date Owner Status Initial Meeting 11/05/2019 Michael Jones Dennis Martin Complete Presentation / Demonstration 11/16/2019 Michael Jones Dennis Martin Veronica Flores Complete Discovery Meeting 11/23/2019 Michael Jones Stan Wilson Open X Corp to provide requirements 11/29/2019 Stan Wilson Open Presentation of draft proposal and contract language 12/2/2019 Michael Jones Open Communication of change requests to documents 12/5/2019 Dennis Martin Open Delivery of final executable documents 12/12/2019 Michael Jones Open Partnership agreement signed 12/19/2019 Tech Bee / X Corp Open Implementation begins 1/15/2020 Tech Bee / X Corp Open Go live 4/1/2020 X Corp Open OK, no problem at all. Do you have enough interest to move to the next step on this partnership plan? Close For Next Step
- 21. Partnership Plan Activity Due Date Owner Status Initial Meeting 11/05/2019 Michael Jones Dennis Martin Complete Presentation / Demonstration 11/16/2019 Michael Jones Dennis Martin Veronica Flores Complete Discovery Meeting 11/23/2019 Michael Jones Stan Wilson Open X Corp to provide requirements 11/29/2019 Stan Wilson Open Presentation of draft proposal and contract language 12/2/2019 Michael Jones Open Communication of change requests to documents 12/5/2019 Dennis Martin Open Delivery of final executable documents 12/12/2019 Michael Jones Open Partnership agreement signed 12/19/2019 Tech Bee / X Corp Open Implementation begins 1/15/2020 Tech Bee / X Corp Open Go live 4/1/2020 X Corp Open Great. Do these steps and time estimates look correct and acceptable to you? Do you have anything that you want to add or change? Build Plan Together
- 22. Partnership Plan Activity Due Date Owner Status Initial Meeting 11/05/2019 Michael Jones Dennis Martin Complete Presentation / Demonstration 11/16/2019 Michael Jones Dennis Martin Veronica Flores Complete Discovery Meeting 11/23/2019 Michael Jones Stan Wilson Open X Corp to provide requirements 11/29/2019 Stan Wilson Open Presentation of draft proposal and contract language 12/2/2019 Michael Jones Open Communication of change requests to documents 12/5/2019 Dennis Martin Open Delivery of final executable documents 12/12/2019 Michael Jones Open Partnership agreement signed 12/19/2019 Tech Bee / X Corp Open Implementation begins 1/15/2020 Tech Bee / X Corp Open Go live 4/1/2020 X Corp Open Sure, we can definitely delay the meeting. But according to our agreed upon partnership plan, you want to have the system implemented by January 1st, and if we delay the meeting to next month, that will likely impact your ability to be up and running by January 1st. Use to Manage Sales Process
- 23. • Natural compelling event: – Existing contract expiring – Site opening or moving – Existing system being discontinued • Manufactured compelling event: – Expiring discount – Expiring promotion – Limited product availability Compelling Event
- 24. Sales Takeaway • Opposite of trying to get the prospect to move forward • Express doubt in fit or justification • Opposite of what most salespeople do
- 25. When In Doubt, Call It Out It seems like you are having trouble finding time for this. Maybe this is not the right time to discuss this? Prospect Rescheduling Meeting
- 26. When In Doubt, Call It Out It seems like you are having trouble figuring out what direction to go. Maybe this is not a good fit for you right now? Prospect On-The-Fence
- 27. When In Doubt, Call It Out Well, it sounds like you guys have done a good job of putting all of the right pieces in place. Maybe it does not make sense for us to spend too much time on this? Things Are Pretty Good
- 28. When to Do the Sales Takeaway
- 29. Three Potential Reactions 1. No reaction 2. Confirms disqualification 3. Challenges disqualification
- 30. Why Takeaway • Improve Rapport • Improve Credibility • Improve Quality of Leads • Improve deal momentum • Uncover new information • Improve close rate
- 31. • I do not know if you need what we provide. • I do not know if you are a good fit with what we do. • I do not know if we can help you in the same way that we have helped others. • I do not know if you are interested in those improvements. • I do not know if you are concerned about those areas. • I do not know if you are the right person to speak with. • I do not know if it makes sense for us to talk. TRIAL CLOSE SOFT CLOSE HARD CLOSE SALES TAKEAWAY Soft Sales Takeaway
- 32. Key Takeaways • Doing the other things right will make closing easy • Having a good sales message will make closing easier • Screening and qualifying will make closing easier • Improve your objection handling to improve your close rate • Focus on the sales process and closing on the right goal • Trial close every step of the way • Strategically use the sales takeaway when appropriate
- 33. Week 1: Introduction to SMART (Chapters 1 - 2) Week 2: Consultative Selling (Chapters 3) Week 3: Building Your Consultative Sales Message (Chapters 4 - 9) Week 4: Creating Sales Scripts, Emails, Voicemails, and Objection Responses (Chapters 10 - 15) Week 5: Managing the Sales Process (Chapter 16) Week 6: Cold Calling (Chapter 17) Week 7: Email Prospecting (Chapter 18) Week 8: Voicemail Strategy (Chapter 19) Week 9: Getting into New Accounts (Chapter 20) Week 10: Dealing with Objections (Chapter 21) Week 11: Getting Around Gatekeepers (Chapter 22) Week 12: Qualifying the Prospect (Chapter 23) Week 13: Closing (Chapter 24) Week 14: Networking (Chapter 25) Week 15: Prospecting on LinkedIn (Chapter 26) Week 16: Improving Mental Strength (Chapter 27)
- 35. Follow Us @salesscripter / @sales_halper @salesscripter / @michael_halper @salesscripter www.linkedin.com/in/mhalper/ @michael_halper
- 37. Sales Tools (Scripts) Call Scripts Email Messages Voicemail Scripts Objection Responses Meeting Scripts Sales Presentation Sales Message (Sales Pitch) Product Target Buyer Type Value Points Pain Points Pain Questions Name Drop Examples Sales Tactics and Processes (Tips) Cold Calling Cold Emailing Voicemail Strategy Objection Handling Dealing with Gatekeepers Meeting with Prospects Qualifying Sales Process Networking Closing Level 1 Level 2 Level 3
- 38. Get your copy here https://www.amazon.com/dp/0578615762