5. A Good Sales Message Makes
Closing Easier
You will communicate more clearly
You will build more interest
You will trigger less guardedness
You will build more rapport
You establish more trust and credibility
You will be better at getting around objections
10. Trial Closing
• 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?
11. Assumptive Close
We do free consultations every day at
10:00 a.m. What day works best for
you?
12. Alternative Close
We do our free consultations on
Tuesdays and Thursdays. Which day
works best for you?
14. • 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?
Let the Prospect Lead
(Soft Close)
15. Hard Closing Questions
• 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?
16. 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 for-
ward with this plan?
17. 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?
18. 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?
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
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.
20. • 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
22. Express Doubt
• 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.
• Maybe this is not the right time for you to look at this
purchase.
• Maybe we are not the right product for you.
• Maybe this is more than you need right now.
23. 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 talking.
24. When In Doubt, Call It Out
Well, I am a little concerned. You seem very
interested in our system, and that is great. But your
current system is working pretty well. I am worried
that our teams may spend a lot of valuable time,
and then you might have trouble getting funding for
this because the current system is working pretty
well.
27. Why Use the Sales
Takeaway
• Improve Rapport
• Improve Credibility
• Improve Quality of Leads
• Improve deal momentum
• Uncover new information
• Improve close rate
28. 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
Notes de l'éditeur
Pros: Trial closing improves qualifying and deal management by collecting valuable information. This tactic can also improve rapport, as it can sub-communicate positive vibes like confidence, experience, abundance, and putting the prospect’s interests first.
Cons: One challenge with this tactic is that it gives the prospect an opportunity to share negative thoughts and gives him more control. If you have not been successful in building interest and rapport and you then invite the prospect to share thoughts, you might not get the answers that you want to hear.
Pros: This can help to push a prospect along before he can object or change his mind. This may also motivate a prospect who might be in a neutral or on-the-fence position to act.
Cons: This level of aggressiveness might sub-communicate negative vibes to the prospect, and this could negatively impact rapport and credibility. This approach could push away a prospect who was in a neutral position.
Pros: This can help to push a prospect along before he can object or change his mind. This may also motivate a prospect who might be in a neutral or on-the-fence position to act.
Cons: This level of aggressiveness might sub-communicate negative vibes to the prospect, and this could negatively impact rapport and credibility. This approach could push away a prospect who was in a neutral position.
Pros: This tactic displays confidence and can motivate action.
Cons: One downside to this tactic is that you are telling the prospect what to do instead of letting the prospect tell us what to do. This can motivate action but we may create action with prospects who are not fully on board and this could decrease the quality of leads.
Pros: Letting the prospect lead can help to build rapport, as it is a very unthreatening way to interact with prospects. This can also increase the quality of leads as you will know that all of the prospects you are meeting with want to be there and were not pressured to do anything.
Cons: One challenge with this tactic is that it gives the prospect more control. If you have not been successful in building interest and rapport and then you give control to the prospect to chose what direction to go in, he might not chose to go in the right direction.