CII Council

ANNUAL FALL FORUM
CROSSING the FINISH LINE
David Newman
e: david@doitmarketing.com | p: 610.716.5984
Our focus for next 45 min:


YOU

e: david@doitmarketing.com | p: 610.716.5984
Which comes first?
• Sale Started
• Sale Stuck
• Sale Closed
• TRICK QUESTION?

e: david@doitmarketing.com | p: 610.716.598...
Question 1:

• Think of a STALLED SALE
• Ask...

If I had it to do all over
again, I would…

e: david@doitmarketing.com | ...
Biggie #1


TRUST

e: david@doitmarketing.com | p: 610.716.5984
Uh-oh...


UNLESS...


and then...


e: david@doitmarketing.com | p: 610.716.5984
Question 2:

• Think of a STALLED SALE
• Ask...

The #1 thing that has
worked consistently

e: david@doitmarketing.com | p...
Biggie #2


RELATIONSHIP

e: david@doitmarketing.com | p: 610.716.5984
Let’s Close a Sale Right Now


e: david@doitmarketing.com | p: 610.716.5984
Power Phrases to Get Unstuck




• We seem to be stuck...
• Help me understand your process...
• If we could start over......
Power Phrases: TRY IT!


e: david@doitmarketing.com | p: 610.716.5984
Question 3:

• Think of a PERSON in your STALLED SALE
• Ask...

How are we punishing
this person?

e: david@doitmarketing....
Stop Closing: Start Solving
• Template: SHOW the finish line (result)
– When you’re up against... [symptoms]
– You get... [...
Try It


e: david@doitmarketing.com | p: 610.716.5984
Crossing the Finish Line

• Don’t guess...
• Don’t hope...
• Don’t get frustrated with THEM...
• Grab your POWER TOOLS

e:...
TOOLS: Crossing the Finish Line

1.  Ask DUMB questions (How and What focus)
2.  ASSUME common goal (To get deal done)
3. ...
Crossing the Finish Line

• Real Estate mantra:
• “Every deal stands on its own”
• Start right
• Finish strong

e: david@d...
David – What’s Next?
Thanks for asking...
For more info about speaking engagements for your
association or group, customiz...
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Do It! Marketing CII Fall Sales Forum

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For free resources, visit http://doitmarketing.com
This is David Newman's Do It! Marketing keynote presentation for the CII Fall Sales Forum

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Do It! Marketing CII Fall Sales Forum

  1. 1. CII Council ANNUAL FALL FORUM CROSSING the FINISH LINE David Newman e: david@doitmarketing.com | p: 610.716.5984
  2. 2. Our focus for next 45 min: YOU e: david@doitmarketing.com | p: 610.716.5984
  3. 3. Which comes first? • Sale Started • Sale Stuck • Sale Closed • TRICK QUESTION? e: david@doitmarketing.com | p: 610.716.5984
  4. 4. Question 1: • Think of a STALLED SALE • Ask... If I had it to do all over again, I would… e: david@doitmarketing.com | p: 610.716.5984
  5. 5. Biggie #1 TRUST e: david@doitmarketing.com | p: 610.716.5984
  6. 6. Uh-oh... UNLESS... and then... e: david@doitmarketing.com | p: 610.716.5984
  7. 7. Question 2: • Think of a STALLED SALE • Ask... The #1 thing that has worked consistently e: david@doitmarketing.com | p: 610.716.5984
  8. 8. Biggie #2 RELATIONSHIP e: david@doitmarketing.com | p: 610.716.5984
  9. 9. Let’s Close a Sale Right Now e: david@doitmarketing.com | p: 610.716.5984
  10. 10. Power Phrases to Get Unstuck • We seem to be stuck... • Help me understand your process... • If we could start over... • Let’s pretend that obstacle isn’t there... • What else is in the way? • What else should we be talking about? • Did I blow it? I apologize... e: david@doitmarketing.com | p: 610.716.5984
  11. 11. Power Phrases: TRY IT! e: david@doitmarketing.com | p: 610.716.5984
  12. 12. Question 3: • Think of a PERSON in your STALLED SALE • Ask... How are we punishing this person? e: david@doitmarketing.com | p: 610.716.5984
  13. 13. Stop Closing: Start Solving • Template: SHOW the finish line (result) – When you’re up against... [symptoms] – You get... [input] – So that... [outcomes and results] • “Which of these is most important to YOU?” e: david@doitmarketing.com | p: 610.716.5984
  14. 14. Try It e: david@doitmarketing.com | p: 610.716.5984
  15. 15. Crossing the Finish Line • Don’t guess... • Don’t hope... • Don’t get frustrated with THEM... • Grab your POWER TOOLS e: david@doitmarketing.com | p: 610.716.5984
  16. 16. TOOLS: Crossing the Finish Line 1.  Ask DUMB questions (How and What focus) 2.  ASSUME common goal (To get deal done) 3.  Ask for HELP 4.  Understand & anticipate VALUE SHIFT 5.  Keep the POWER 6.  Use PATTERN recognition (Prepare/prevent) 7.  DON’T appear too smart, slick, sophisticated e: david@doitmarketing.com | p: 610.716.5984
  17. 17. Crossing the Finish Line • Real Estate mantra: • “Every deal stands on its own” • Start right • Finish strong e: david@doitmarketing.com | p: 610.716.5984
  18. 18. David – What’s Next? Thanks for asking... For more info about speaking engagements for your association or group, customized corporate programs or to rent David’s brain for a 1-on-1 session, email david@doitmarketing.com I’d love to work with you in any of these ways to help you and your colleagues generate MORE leads, BETTER prospects, and BIGGER sales! e: david@doitmarketing.com | p: 610.716.5984

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