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7 Steps to a Quick Close
Farlan Dowell
VP Sales, Upsight
Farlan.dowell@upsight.com
The Ole “About Us” Slide
• The leading SaaS analytics and marketing platform helping
companies UNDERSTAND, ENGAGE, and MON...
• I’ve closed several million in new business and the team has closed
millions more. I’ve seen deals that range from 36k t...
Slow it Down to Speed it Up
7
Practical Tips to
Close Deals Faster
Who is your champion?
Rule 1
What are your metrics?
Rule 2
What do they need, but don’t know
they need…yet.
Rule 3
Take control of the process
and “The Meeting”
Rule 4
Ask the uncomfortable question.
Rule 5
“We’re more likely to do something after we’ve agreed to it
verbally or in writing. People strive for consistency in their...
“Time Kills all deals”
Close it as quickly as humanly
possible.
Rule 7
Bonus.
Rule 8
1. Get a champion
2. Know the Metrics
3. Tell them what ‘else’ they need
4. Take control of the process and the meeting
5....
If you found this material touching,
and want to learn more…
We are hiring!
A Post Script
Thanks.
Sales Hacker Series San Francisco - Quick close - Farlan Dowell
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Sales Hacker Series San Francisco - Quick close - Farlan Dowell

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Sales Hacker Series San Francisco - Quick close - Farlan Dowell

  1. 1. 7 Steps to a Quick Close Farlan Dowell VP Sales, Upsight Farlan.dowell@upsight.com
  2. 2. The Ole “About Us” Slide • The leading SaaS analytics and marketing platform helping companies UNDERSTAND, ENGAGE, and MONETIZE their users. • Upsight, formerly known as Kontagent+PlayHaven now spans 22,000 apps, 700+ million MAU, 1.2 billion devices, and ingest 500+ billion in-app events. • We work with top companies like Warner Bros., Turner, Electronic Arts, Mattel, Glu Mobile, eHarmony, Tinder, and BigFish.
  3. 3. • I’ve closed several million in new business and the team has closed millions more. I’ve seen deals that range from 36k to 500k ARR. • Every deal had SEVEN proven RULES in common to make sure they ‘actually’ close, quickly. • Sample Scenario Some Background
  4. 4. Slow it Down to Speed it Up 7 Practical Tips to Close Deals Faster
  5. 5. Who is your champion? Rule 1
  6. 6. What are your metrics? Rule 2
  7. 7. What do they need, but don’t know they need…yet. Rule 3
  8. 8. Take control of the process and “The Meeting” Rule 4
  9. 9. Ask the uncomfortable question. Rule 5
  10. 10. “We’re more likely to do something after we’ve agreed to it verbally or in writing. People strive for consistency in their commitments. They also prefer to follow pre-existing attitudes, values and actions.” - Robert Cialdini, Influence: The Psychology of Persuasion Compliance – “Sign By” Rule 6
  11. 11. “Time Kills all deals” Close it as quickly as humanly possible. Rule 7
  12. 12. Bonus. Rule 8
  13. 13. 1. Get a champion 2. Know the Metrics 3. Tell them what ‘else’ they need 4. Take control of the process and the meeting 5. Ask the uncomfortable question 6. Compliance / Sign By 7. Close as quickly as possible ! 7 Rules: A Recap
  14. 14. If you found this material touching, and want to learn more… We are hiring! A Post Script
  15. 15. Thanks.

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