Sales and marketing requires planning, execution, and persistence to close deals. The three-tier approach of plan-execute-win is effective for new salespeople. It is important to listen to understand clients' needs, build close relationships over time, and provide true value at a fair price to seal deals. The steps to making a sale involve prospecting potential clients, conducting an interview to present your product and engage the client, and closing the sale by addressing any objections. With preparation, confidence, and responding thoughtfully to doubts, salespeople can advance their presentations and close more deals over time.

2. Introduction
0 Sales and Marketing is a subject is an interesting
subject. But in real life, and/or in business
environment it’s rewarding. With well executed plan
results are immense and exciting.

3. Three Tier
0 Being in business environment for a while now, I can
comfortably say, use the three tiers, ‘Plan-Execute-
Win’, strategy to deals closure. For newbies in sales, it
may sound easy and straight forward.
0 Yes! It’s that simple, but with patient, tact, persistence
and focus will sail you through.

4. Wise Words
0 Entrepreneur consultant, Raymond Gunn put some
perspective in sales closure. First, is to be a good
listener, which gives you an opportunity to know his
needs.
0 “A deal is closed way ahead before it actually begins.”
One sure way it to seal a deal is to ensure close
relationship with the prospective overtime.
0 Lastly, Honest create a true value that sells faster at
the price you want.

5. Steps to making a Sale Close
0 Focusing on a client you can evaluate on the basis of ;
–
0 Whether it’s a new, prospecting or referred client
always make a plan.

6. Step one
1. Plan to Potential Client
Planning begins with prospecting out for the likelihood
of who might need your product or service. Channels
could range from Internet, Digital Media, Newsprint,
referrals, cold canvassing, social circles, Networking
centers, observation and other methods.

7. Cont..
0 Gather first-hand information about your prospect,
from his personal status (Name), industry working,
and position. At this stage you can sell your ideas
through portfolio, in brief, (one to two minutes). Once
the ‘ice is broken’, solicit an Interview for the
meeting/or Presentation.
0 Once granted to meet ‘eye-to-eye’, set up the
appointment date and make a follow up in writing,
email to follow up or a call before the date. Otherwise,
if denied don’t give up; there is another one willing to
give his/her minute to your inquest.

8. Step Two
2. Interview/Demo/Presentation
The Day! At this stage you can either make a win or
loss to you sale deal. Get into the meeting early, if there
is presentations ensure you make rehearsal, all systems
ready, your team is ‘in-tune’. Major aim is to win client
confidence, willingness to buy the idea and get his
interest.

9. Cont..
0 Engage the prospect with discussion directed to his/her
requirements to support your presentation. Armed with
your product or service, convince the client how it will solve
the problem identified.
0 Open end questions will give the prospect communicate
freely with his needs, on short run, emotional connection
tapping their visions and dreams. Outline benefits,
product/service features and advantages over and above
what they might have heard.
NB: Don’t’ leave the meeting room if no assertion to
have understood as you summarize.

10. Tips: Personal attributes.
Before and/or Actual Meeting
There are some traits one should possess to win his/her prospect.
0 Pay attention to your hair: For ladies, let it not be that day,” Bad
hair day.” If you cannot afford good hairdo, please, keep it short. For
Men, keep it short and if you have to ‘have’ long hair, keep it neat.
0 Walking fast – it shows you are a focused and know ‘Time is Money’.
0 Shoes should be polished.
0 Have a Professional Business Card – You are looking for business
0 Rehearse – you can practice this in front of a mirror, a friend or
spouse, on a firm hand shake, a smile, eye contact and some good
expressions.
0 Tone – should be professional and polite, even when you know you
have lost the business.

11. Step Three
3. Closing a sale
0 Before you help you client make up his mind. You
need to respond to objections. I have encountered
many while in the field and over the phone
conversations. Setbacks may arise, from doubts, other
competitors, negative attitude and unforeseen
outcomes need convincing and persistence.

12. Cont..
Use his doubts to advance your presentation in these
easy guidelines.
0 Listen carefully writing down each and every query
0 No counter the doubts
0 Get ahead with some of doubts, providing before
answers
0 If you don’t understand or some Technical questions you
are not aware of admit to find out after the presentation
0 Being confidence despite pressure of competitor
pricing, or other concerns
0 No interruptions unless necessitated by need

13. Summary
0 Yes, there are many ways to make sales closure, some take
longer, shorter periods to close, some ‘sheer luck’ and
others on time/point. If the above, steps are working for
you, good for you.
0 If some fail with one client try again, with another.
Combine a set of two or even use all to your advantage to
others.
0 Whichever, works for you use it and close more and more
sales deal and if NO, NO.. .Kind of response. Keep persisting
to others
Published by Barry Nyaga