This document appears to be from a presentation on closing stalled sales. It discusses focusing on trust and relationships to get sales unstuck. The presentation provides phrases to use when a sale is stalled and suggests asking questions to understand obstacles rather than closing. It emphasizes solving problems over closing and using questions and understanding value shifts to cross the finish line.
9. Let’s Close a Sale Right Now
e: david@doitmarketing.com | p: 610.716.5984
10. Power Phrases to Get Unstuck
• We seem to be stuck...
• Help me understand your process...
• If we could start over...
• Let’s pretend that obstacle isn’t there...
• What else is in the way?
• What else should we be talking about?
• Did I blow it? I apologize...
e: david@doitmarketing.com | p: 610.716.5984
12. Question 3:
• Think of a PERSON in your STALLED SALE
• Ask...
How are we punishing
this person?
e: david@doitmarketing.com | p: 610.716.5984
13. Stop Closing: Start Solving
• Template: SHOW the finish line (result)
– When you’re up against... [symptoms]
– You get... [input]
– So that... [outcomes and results]
• “Which of these is most important to YOU?”
e: david@doitmarketing.com | p: 610.716.5984
15. Crossing the Finish Line
• Don’t guess...
• Don’t hope...
• Don’t get frustrated with THEM...
• Grab your POWER TOOLS
e: david@doitmarketing.com | p: 610.716.5984
16. TOOLS: Crossing the Finish Line
1. Ask DUMB questions (How and What focus)
2. ASSUME common goal (To get deal done)
3. Ask for HELP
4. Understand & anticipate VALUE SHIFT
5. Keep the POWER
6. Use PATTERN recognition (Prepare/prevent)
7. DON’T appear too smart, slick, sophisticated
e: david@doitmarketing.com | p: 610.716.5984
17. Crossing the Finish Line
• Real Estate mantra:
• “Every deal stands on its own”
• Start right
• Finish strong
e: david@doitmarketing.com | p: 610.716.5984
18. David – What’s Next?
Thanks for asking...
For more info about speaking engagements for your
association or group, customized corporate programs
or to rent David’s brain for a 1-on-1 session, email
david@doitmarketing.com
I’d love to work with you in any of these ways to help
you and your colleagues generate MORE leads,
BETTER prospects, and BIGGER sales!
e: david@doitmarketing.com | p: 610.716.5984