Template of a closing process and the difference between marketing and sales

1. Marketing is NOT Sales
Nicole Newman of Newman Networks 1/3/2016

2. Agenda
What is Marketing?
Marketing versus sales
Edification
The Closing Process
Position
What’s In It For Me (WIIFM)
The Value Proposition
Overcoming Objections

3. What is Marketing?
Marketing is everything that you do to reach and persuade prospects and
sales is everything that you do to get a signed agreement or contract.
Examples
Postcards
Television
Newspapers
Social Media
Radio
Web presence

4. Edification
Marketing is most effective when it is being used as
referral tool to EDIFY other businesses. When
edification is being done properly; The edification
of others brings in referrals to YOUR business.
Edification is the art of speaking highly about
someone else. Newman Networks is about finding
quality business partners to edify who in turn EDIFY
YOUR business.
Technology tip:
Edify other businesses through social media, websites
and newsletters...

5. Sales - It is a Process
Steps in the closing process
Marketing- find a prospect in the target market who is looking for what you
are selling
Position - Are they ready to close?
What’s In It For Me - Edification through testimonials
The Value Proposition - Body language or Verbal Agreements
The Closing Question - Decision time. Eliminate NO as a decision alternative
What NOT to do

6. Marketing
Become the expert
Implement systems that encourage
customers to refer
Cross Marketing with business
owners who generate leads for
target market
Know the habits of your target
market
THANK customers (warm and fuzzy)

7. Is your prospect ready?
Closing is conducted either in person or over the phone
Is your prospect ready?
If they are in a bad mood or distracted, move the meeting - DO NOT
ATTEMPT TO CLOSE
With couples, go for the close ONLY when they are together
Start with a compliment to get them in a positive mood. People buy when
they are in good moods.

8. Step 3 - Closing Language
No one cares what your product or service does..
What is in it for them? (WIIFM)
Listen to their needs (assessment)
How does the product/service satisfy their need.
Get at least 3 agreements -
Did you compliment?
Did they agree that the product or service fulfills the need?
Do they perceive the transaction as honest, trustworthy?

9. Overcoming Objections
Ask the closing question --
Do you see any reason you would
not buy this product/service?
In the beginning this is feedback
but later these objections can be
incorporated into the presentation.

10. Decision Time
The objective is to eliminate NO as a choice.
Position the buy decision as a good deal or a great deal.
For example, you can purchase at X price or buy purchasing this, you save
on the price to purchase at Y price.
The choice is X or Y.
The mind has been conditioned to 2 YES choices. The option of NO purchase has
been eliminated.

11. What not to do...
Avoid the Assumptive close technique
That is assuming the sale where they sign on the bottom line
We are not used car salesman and no one likes to be sold to.
Read more on closing techniques @
https://en.wikipedia.org/wiki/Closing_%28sales%29

12. Next Steps
How to avoid buyer’s remorse:
Buyer’s remorse is the sense of regret after having made a purchase. It is
frequently associated with the purchase of an expensive item such as a
car or house.
Marketing - add them to the newsletter, social media to see other useful
hints/tips (bread crumb trail..)
Get them to use the product/service as quickly as possible
This increases the PERCEIVED value (which can be different than actual
value)