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Closing More Business

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A presentation given at our 2008 client conference on sales technique and closing more business.

A presentation given at our 2008 client conference on sales technique and closing more business.

Published in: Business, Career

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  • Why me? Been selling for over 10 years Turnover of £1m this year Letters not to impress you but should you that I have sat where you are sitting
  • - Dale Carnegie says "Become genuinely interested in other people." EKS anecdote re. F1 bet. Birthdays, holidays, CRM, data, data, data
  • - show them value - don't TRY and sell
  • - the quality of your questions will affect the quality of your sale
  • - sales is a numbers game - make sure you know your pipeline
  • People want holes how does it help them, forget you they are NOT interested in you or your product, just what it will do for them
  • - what is causing them problem - dollarise the benefit of using your service
  • - so let them - no complicated contracts - risk reversal
  • - define what I mean....if I can!!! - never accept the first meeting - the blink test
  • - you will have to be
  • - it is a fact of life with sales - deal with it!
  • Do NOT “always be closing” - you shouldn't have to - don't use the "traditional" closes - trial, alternative, preference, ask, puppy dog, ego, pen, last ditch
  • - Budd Martin story - Oct-04 contact - Nov-04 meeting - Aug-06 phone call - Dec-06 said yes - Sep-07 still not live
  • Transcript

    • 1. David Gilroy BSc (Hons1), MBA Conscious Solutions Sales & Marketing Director (Director of Stuff & Things) (Accidental Salesman) (11 Handicap Golfer) Closing More Business
    • 2. Why do people buy?
    • 3. Make them your friend
    • 4. Tell! Don’t sell
    • 5. Questions, questions
    • 6. Follow the numbers
    • 7. Benefits
    • 8. Where’s the pain?
    • 9. People love to buy
    • 10. Posture
    • 11. Become bullet proof
    • 12. Learn to handle rejection
    • 13. Closing
    • 14. Keep in touch
    • 15.