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)

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36. SMART
Sales
System
S
M
A
R
T
ales
essaging
nd
esponse
actics

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

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