http://www.XtraordinaryWomen.co.za www.XtraordinaryWomen.co.za Xtraordinary Women is a platform that LEADS, INSPIRES, SUPPORTS & RECOGNISES Women Entrepreneurs in South Africa. We are passionate about supporting South African Women, with an honest desire to inspire Women to DREAM BIG and to live their lives with purpose, no matter where they are in their journey. We do this through hosting effective Business Networking Meetings, Workshops, Success in High Heels Cocktail Evenings and much more. XTRAORDINARY WOMEN: SOMERSET WEST NETWORKING BREAKFAST - 03 OCTOBER 2013 TOPIC: Closing the Deal by Lizelle Coombs "Closing" is the process of getting final agreement to your negotiation or proposal. Timing is everthing, especially if the negotiation is related to selling or obtaining buy-in to an important project. Lizelle will shed some light on handling objections effectively and knowing when to walk away, "NO "does not always mean “It's Over”. These are all handy skills to obtain in deal closing. Find your selling personality, and practice until you know what works for you – you will be amazed at the hidden salesperson inside you! About our Guest Speaker: Lizelle recently became the first woman to hold the position of Director at Caban Investments. Before joining Caban Investments, Lizelle established a business support franchise that focused on providing assistance to other entrepreneurs and business owners. The franchise, which has since merged into the Caban structure, is set up to empower women who are qualified in administration, bookkeeping and accounting skills. “I knew I wanted to start my own business when my first child was born. I wanted the freedom to make my own timelines,” Lizelle explains. “I always enjoyed administration and organizing things. I have an extreme fondness for paperwork and back office structures. I love mapping out processes and to figure out practical ways of making things work smoothly. I worked as a very successful PA and project manager for many years and knew where my talents were! Lizelle started her business part time while still employed in 2000. “I started moonlighting, offering my services as a part time administrator and PA, and helping people to streamline the operational side of their offices,” says Lizelle. “It soon developed into a full time job, and I started employing admin staff and also offering bookkeeping services.” She officially became an independent entrepreneur in July 2006.

1. Caban is a collaboration of like-minded entrepreneurs, each
with substantial experience and expertise.
We thrive on building people and embrace the concept of
social capitalism. We are here to show you the win-win
scenario in action.
INTRODUCTION

2. We believe that entrepreneurs require more than just cash. They
require a range of services as well as mentorship to lift the profile
of the company to increase sales and obtain start up or
development capital for their company.
After a due diligence is passed, we will support the business, on
credit, to take it to the desired level. We will provide support
services and introduce you to our angel investors.
You repay us once you are profitable.
HOW DO WE HELP ENTREPRENEURS

3. A core focus is to invest in high-growth opportunities to
maximise returns for shareholders. Our investment focus is in the
renewable energy industry through the UEG Group as well as in
innovative entrepreneurial ventures.
Caban Investments SA is scheduled to list on the JSE in Nov 2017.
Share price currently 8c/share with options to swop 60% of your
SA shares for shares in Caban Capital PLC in the UK (to be listed
on AIM in June 2014)
Ask me about investing in Caban – the ROI is phenomenal and
you also support entrepreneurs in South Africa.
MAKE MONEY & SUPPORT
ENTREPRENEURSHIP IN SOUTH AFRICA

5. CLOSING THE DEAL
Presented by Lizelle Coombs

6. Find your working style
Please complete the questionnaire & scorecard
You have 5 minutes
“Change the way you
look at things and the
things you look at
change.”
Wayne W. Dyer

7. Verbal
(“Use” of Words)
Vocal
(Tone of voice)
Visual
(Body Language)
Office
(Workspace)
GREEN  Ask more than tell
 Listen more than talk
 Reserve Opinion
 Less verbal
 Steady warm
delivery
 Less forceful tone
 Lower volume
 Slower speech
 Intermittent eye contact
 Gentle handshake
 Exhibits patience
 Slower movement
 May contain photos and
personal items
 Decorated in relaxed, and
friendly manner
 Open and informal
BLUE  Fact and task
orientated
 Limited sharing of
feeling
 More formal and
proper
 Focused conversation
 Precise information
 Little inflection
 Few pitch variations
 Less variety in vocal
quality
 Few facial expressions
 Non contact orientated
 Few gestures
 Desk appear structured
and organised
 Decorated functionally
for working
Find your working style

8. Verbal
(“Use” of Words)
Vocal
(Tone of voice)
Visual
(Body Language)
Office
(Workspace)
RED  Tell more than ask
 Talk more than
listen
 Blunt and to the
point
 Facts over feelings
 More vocal variety
 More forceful tone
 Communicate
readily
 Faster speech
 Firm handshake
 Steady eye contact
 Gesture to emphasize
point
 Display impatience
 Fast moving
 Walls contain
achievements or large
planning calendar
 Desk large and seating
arrangements formal
 Work and material
separated into piles
YELLOW  Tell Stories,
 Share personal
feelings
 Informal speech
 Express opinions
readily
 Flexible time
perspective
 Digress from topic
 Lots of inflection
 More pitch
variation
 Variety in vocal
quality
 Dramatic
 High volume
 Fast speech
 Animated facial
expression
 Much body/hand
movement
 Contact orientated
 Spontaneous actions
 Desk disorientated but
know where everything
is
 Walls contain awards
and pat-on-back notes
etc.
 Open area with friendly
seating
Find your working style

9. Develop your selling personality
Practice mastering these characteristics within your working style. It will
greatly improve your sales ability:
Perseverance
Empathy
Resilience
Sincerity
Open mindedness
Neat appearance
Loyalty
Confidence Common sense
Co-operation
Enthusiasm
Simplicity
Self-motivate
Time management
Sense of humour
Listening

10. Objection handling
Time I have no time to listen/think about it
Interest I am not interested in what you have
Money I do not have any money now
Reasons people will
respond negatively to a
pitch:

11. Objection handling
Try to understand what the underlying emotion is for the
objection – why is the person saying NO.
Acknowledge the objection (be interested )
Ask a question that puts you back in control of the
conversation
Dont’ CLOSE the conversation – leave with an open ended
solution

12. Major reasons for not
closing a deal
1. Knock the competition.
2. No self-confidence.
3. Does not come to the point quickly
enough
4. A know- it- all.
5. Talks too much and asks too little
(boring).
6. Knows little about the
product, service or competitors.
7. Pounces back with clever clichés and
reacts badly to the client’s opinion.
8. Appears to be interested only in
selling the product.
9. Exaggerates the benefits of the
product or service.
10. Gives poor overall presentation.
11. Knows nothing about the client’s
needs.
12. No enthusiasm.
13. Interrupts the client.
14. Has a poor personal appearance.
15. Puts too much pressure on the
client to buy.
16. Makes no attempt to close the
sale.
17. Tries too hard to impress.
(according to client surveys)

13. When to close
Your goal in closing is to reach agreement with the
client on the appropriate next steps, if any, for
moving a mutually beneficial decision forward.
WHEN TO CLOSE
1. The client signals a readiness
to move ahead
("buying" signal)
or
2. The client has accepted the
benefits you've described

14. Practice...be prepared

15. Caban Investments
www.caban.co.za
lizelle@caban.co.za
Tel: 0861 111 950
Caban Investments is passionate about creating an enabling and
sustainable environment for entrepreneurs.
Thank you!