A 60-minute keynote for Bo Sanchez's Kerygma Conference 2018. The art of closing a deal has evolved, whether you are an entrepreneur looking for clients or a sales professional striving to reach your quota for the month. This class will teach you tools, techniques, and negotiating tactics that will enable you to ethically influence your buyer’s perception of cost, value, and benefits, and improve your profits. Inspired by the book, The HeART of the CLOSE, available at Amazon #KCON2018 #Limitless #KerygmaConference

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the MINDSETS

3. the MINDSETS
• Solution Finding OR Selling Goods or Services
• Inquiring & Learning OR Opinionating & Telling
• Pulling Gently OR Pushing Persistently
• Long TO OR Short TO
• Serving Value OR Closing Deal

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the KNOWLEDGE

5. the KNOWLEDGE
• General Business and Sector Knowledge
• Industry & Own Services Knowledge
• Client Profile and History
• Decision Maker Profile and Background
• Current Trends and Competition

6. the SKILLS

7. the SKILLS
• Self Awareness and State Management
• Observing & Listening
• Questioning and Learning
• Paraphrasing and Aggregating Info
• Stepping Back and Moving On
• Computer & Time Management etc.,

8. why the
HEART?

9. why the HEART?
• The brain contains 100 Billion neurons
• The heart contains 40 Million
• The gut contains 100 Million
• All decisions require the participation and
support of the 40 Million in the heart. It’s the
core set of neurons.

10. the
TRIUNE
BRAIN

11. the Triune Brain
• the REASONING
• the ROMANTIC and
• the REACTIVE

12. standard
STAGES
OF THE
SELLER
SIDE

13. ecological
STAGES
OF THE
SELLER
SIDE
Ecology

14. STANDARD STAGESO F T H E
SELLER SIDE
• PROSPECT PROFUSELY
• QUALIFY CUSTOMER
• PRESENT PRODUCT
• MANAGE OBJECTIONS
• CLOSE THE DEAL

15. ecological
STAGES O F T H E SELLER
SIDE
• CONNECTS WITH CLARITY
• ENGAGES CREATIVELY
• INFLUENCES WITH CONSCIENTIOUSNESS
• ACQUIRES AUTHENTIC COMMITMENT
• SERVES WHOLE HEARTEDLY

16. THE 5R
QUESTIONING
TOOLBOX

17. R1- RESEARCH
QUESTIONS
• Tell us about your business
model please?
• Please describe your product
and service?

18. • Tell us about your past
experiences with a supplier
such as ourselves.
• Tell us how your previous
product / processes /policies
were successful.
• Might you have any ideas of
how this whole need came
about?
R2- REFLECTIVE
QUESTIONS

19. • When were you planning on
making this investment?
• How much time would your
team need in assessing the
benefits of our proposal?
R3- RESOURCE
ASSESSMENT
QUESTIONS

20. • What kind of impact do you foresee
on company profits afterwards?
• Can you describe how your team
will feel using this process?
R4-REDIRECTIONAL
QUESTIONS

21. • How and when exactly will your
team be drawing out the
paperwork on this arrangement?
• Tell me, Madam, how do you feel
about our new partnership?
R5- RECOMMITAL
QUESTIONS

22. the
TRIPLE
BOTTOM
LINE

23. “Learn the rules like a pro,
so you can break them like
an artist.’
-Pablo Picasso

24. Steal a Free eBook of ex Cerpts
www.mandhyan.com