This document provides guidance on closing techniques in sales. It discusses indirect and direct closing approaches. It emphasizes that closing should be easy if the sales process is followed correctly, including qualifying prospects, preparing for objections, and building rapport. It provides examples of trial closes, soft closes, and hard closes. It also discusses using compelling events to help close deals and offers strategies for when prospects seem disinterested or on the fence, such as using a "sales takeaway". Overall, the document stresses that following best practices for consultative selling and managing the sales process well makes closing the easiest step.
10 Tips for How to Build More Rapport with Sales ProspectsSalesScripter
ย
If people buy from people they like, all we have to do is get people to like us more, right? Well, how the heck do we do that if we are who we are.
Believe or not, there are actually some small things you can do to be more likable and we will outline those in our next webinar "10 Tips for How to Build More Rapport with Sales Prospects".
10 Tips for How to Build More Rapport with Sales ProspectsSalesScripter
ย
If people buy from people they like, all we have to do is get people to like us more, right? Well, how the heck do we do that if we are who we are.
Believe or not, there are actually some small things you can do to be more likable and we will outline those in our next webinar "10 Tips for How to Build More Rapport with Sales Prospects".
How to Make Setting B2B Appointments EasySalesScripter
ย
Setting B2B appointments can be tough. Once you do finally get a prospect on the phone, you only have a couple of minutes to work with and it can sometimes be a hostile environment.
But donโt worry as we have developed a B2B appointment setting sales methodology that not only makes this process easier, it will also produce better results. We will outline how this process works on our next webinar โHow to Make Setting B2B Appointments Easyโ and you will also receive an ebook under the same name when you register.
10 Sales Tips for How to Sell More by Selling LessSalesScripter
ย
With most things in life, if you try harder you will increase your odds of success. It does not work that way in sales.
Yes, more activity and effort helps but if people are not buying what you are selling, try to sell โharderโ only stands to push people away.
We actually believe that if you decrease how โhardโ you try to sell (sell LESS), people will actually by MORE from you and we will explain how that can be in these webinar slides for 10 Ways to Sell More by Selling Less
The Five Core Skills of Confident Sales PeopleScott Summers
ย
Anyone can follow a sales process, so why canโt everyone sell?
Scott Summers a Sales Presentation Specialist from IBM believes they can.
So far I've surveyed almost 200 business owners, startups and entrepreneurs. Only a small handful have said that selling is a skill that they feel confident about.
So, to help the thousands of business owners who arenโt natural sellers, Iโve identified the five core skills of a confident sales person.
Use them together and watch your sales increase.
How to generate leads without making cold callsSalesScripter
ย
Many people question whether cold calling works. Even though we believe it does, it can be extremely nice getting appointments with new prospects without ever picking up the phone and we have a structured process for how to do this.
To see a demonstration of this process, join us on our next webinar โHow to Generate Leads Without Making a Cold Callโ. We will go through this process step-by-step and you can take whatever you want from what we show you.
And if you are skeptical on whether our process will work without making calls, you can certainly some amount of cold and warm calling to what we show you in the webinar.
How to Get Your Foot in the Door of New AccountsSalesScripter
ย
Getting your foot in the door of new accounts is the most difficult step of the sales process. In this webinar recording and slide deck we provide a process for how to do that. You can watch the video fo this presentation on our blog or youtube channel here https://salesscripter.com/how-to-get-your-foot-in-the-door-of-new-accounts/
How to Get Prospects to Answer the Phone When Cold CallingSalesScripter
ย
Getting prospects to answer the phone is the biggest challenge when cold calling. Having the best product and the best pitch means nothing if you can't talk to someone.
If you feel like a lot of your calls go straight to voicemail, watch this webinar recording on "How to Get Prospect to Answer the Phone When Cold Calling" where we will outline small things that you can do to improve your ability to get into new accounts.
How to always know the right sales questions to askSalesScripter
ย
The best salesperson is the one that asks the best questions. But it can be easy to not know what to ask when interacting with prospects.
If you can relate to that, these are the slides from our webinar on โHow to Always Know the Right Sales Questions to Askโ where we will not only teach you what questions you need to be asking, but we will also teach you a process for creating your own list of questions tailored to the your product that you sell.
In this webinar, we will discuss:
โ What types of questions you need to ask at different stages of the sales process
โ Conversation starting questions you can use in open calls and meetings
โ How to develop a list of good probing questions for your products and services
โ What qualifying questions you can ask to filter out bad leads
โ What closing questions you can ask throughout the sales process
How to Effectively Use LinkedIn as a Sales Prospecting ToolSalesScripter
ย
LinkedIn is one of the best places to find prospects. But with this access to business professionals comes an area of caution as you do not want to make a bad or negative impression.
If you sell in the B2B space, you need to join us on our next webinar โHow to Effectively Use LinkedIn as a Sales Prospecting Toolโ where we will outline some key things that you can do and not do so that you are able to generate leads and get into new accounts.
โIn this webinar, we will discuss:
How to find target prospects
How to connect with prospects
What to say when you reach out
How to follow-up and stay in touch
How to Immediately Become a Better CloserSalesScripter
ย
There are small things that you can do to make closing easier. It does not matter what type of personality you have and you will not need to act different or be somebody you are not.
We believe that closing should be the easiest step in your sales process and deals can often close themselves. We will teach all of this to you in our next webinar โHow to Immediately Become a Better Closerโ.
How to Make Setting B2B Appointments EasySalesScripter
ย
Setting B2B appointments can be tough. Once you do finally get a prospect on the phone, you only have a couple of minutes to work with and it can sometimes be a hostile environment.
But donโt worry as we have developed a B2B appointment setting sales methodology that not only makes this process easier, it will also produce better results. We will outline how this process works on our next webinar โHow to Make Setting B2B Appointments Easyโ and you will also receive an ebook under the same name when you register.
10 Sales Tips for How to Sell More by Selling LessSalesScripter
ย
With most things in life, if you try harder you will increase your odds of success. It does not work that way in sales.
Yes, more activity and effort helps but if people are not buying what you are selling, try to sell โharderโ only stands to push people away.
We actually believe that if you decrease how โhardโ you try to sell (sell LESS), people will actually by MORE from you and we will explain how that can be in these webinar slides for 10 Ways to Sell More by Selling Less
The Five Core Skills of Confident Sales PeopleScott Summers
ย
Anyone can follow a sales process, so why canโt everyone sell?
Scott Summers a Sales Presentation Specialist from IBM believes they can.
So far I've surveyed almost 200 business owners, startups and entrepreneurs. Only a small handful have said that selling is a skill that they feel confident about.
So, to help the thousands of business owners who arenโt natural sellers, Iโve identified the five core skills of a confident sales person.
Use them together and watch your sales increase.
How to generate leads without making cold callsSalesScripter
ย
Many people question whether cold calling works. Even though we believe it does, it can be extremely nice getting appointments with new prospects without ever picking up the phone and we have a structured process for how to do this.
To see a demonstration of this process, join us on our next webinar โHow to Generate Leads Without Making a Cold Callโ. We will go through this process step-by-step and you can take whatever you want from what we show you.
And if you are skeptical on whether our process will work without making calls, you can certainly some amount of cold and warm calling to what we show you in the webinar.
How to Get Your Foot in the Door of New AccountsSalesScripter
ย
Getting your foot in the door of new accounts is the most difficult step of the sales process. In this webinar recording and slide deck we provide a process for how to do that. You can watch the video fo this presentation on our blog or youtube channel here https://salesscripter.com/how-to-get-your-foot-in-the-door-of-new-accounts/
How to Get Prospects to Answer the Phone When Cold CallingSalesScripter
ย
Getting prospects to answer the phone is the biggest challenge when cold calling. Having the best product and the best pitch means nothing if you can't talk to someone.
If you feel like a lot of your calls go straight to voicemail, watch this webinar recording on "How to Get Prospect to Answer the Phone When Cold Calling" where we will outline small things that you can do to improve your ability to get into new accounts.
How to always know the right sales questions to askSalesScripter
ย
The best salesperson is the one that asks the best questions. But it can be easy to not know what to ask when interacting with prospects.
If you can relate to that, these are the slides from our webinar on โHow to Always Know the Right Sales Questions to Askโ where we will not only teach you what questions you need to be asking, but we will also teach you a process for creating your own list of questions tailored to the your product that you sell.
In this webinar, we will discuss:
โ What types of questions you need to ask at different stages of the sales process
โ Conversation starting questions you can use in open calls and meetings
โ How to develop a list of good probing questions for your products and services
โ What qualifying questions you can ask to filter out bad leads
โ What closing questions you can ask throughout the sales process
How to Effectively Use LinkedIn as a Sales Prospecting ToolSalesScripter
ย
LinkedIn is one of the best places to find prospects. But with this access to business professionals comes an area of caution as you do not want to make a bad or negative impression.
If you sell in the B2B space, you need to join us on our next webinar โHow to Effectively Use LinkedIn as a Sales Prospecting Toolโ where we will outline some key things that you can do and not do so that you are able to generate leads and get into new accounts.
โIn this webinar, we will discuss:
How to find target prospects
How to connect with prospects
What to say when you reach out
How to follow-up and stay in touch
How to Immediately Become a Better CloserSalesScripter
ย
There are small things that you can do to make closing easier. It does not matter what type of personality you have and you will not need to act different or be somebody you are not.
We believe that closing should be the easiest step in your sales process and deals can often close themselves. We will teach all of this to you in our next webinar โHow to Immediately Become a Better Closerโ.
The Value Conversation - Month of Marketing webinarBizink
ย
What is a value conversation? To be able to command the prices you deserve it is imperative that you have a conversation with a prospective client where you clearly understand what is of value to the client. The value conversation becomes an important part of connecting with customer to sell your services.
How to Effectively Manage the Sales ProcessSalesScripter
ย
There are key things that you can do to improve your ability to manage prospects through your sales process. Those are outlined in this presentation and video.
Whether you are an experienced Agent or brand new, this training session will help you learn how to effectively get listings.
In this presentation made for real estate agents in Ontario, we will walk through the entire Home Listing process. We cover the following:
Pre-Listing Questions.
Prepare a winning Pre-Listing Package.
Make an Impactful First Impression.
Winning Listing Presentation.
Post-Listing Communication.
The 24/7/30 Rule.
This slide was prepared for REMAX realty one inc. by Zarifa Bahran and Moe Peyawary, who specialize in real estate in Ontario and service the real estate needs of Mississauga, Milton and Oakville.
Being a better closer is one of the most common areas that sales people want to improve. The good news is that there are some very small and easy to incorporate changes that can immediately make you a better closer and those are outlined in this video.
How to Effectively Manage the Sales Lead Follow-Up ProcessSalesScripter
ย
Following up with sales prospects can be tricky. Sometimes you donโt follow up enough and might be missing out on the business. Other times you might follow up too much where the only thing you are doing is damaging the relationship and wasting valuable time.
If you can relate to that, you should join us for our next webinar โHow to Effectively Manage the Sales Lead Follow-Up Processโ where we will share a structured process that you can use that will provide clarity for how best to follow up on sales leads.
Maximise Your Reputation in the Marketplace Jason KingMAXfocus
ย
One of the biggest factors in determining how your target market perceives your business relates to the performance of your salespeople.
In this session we will discuss:
How to maintain existing business relationships so that your clients ignore approaches from your competitors
How to effectively prospect for new business without having to cold call
How to prepare and present compelling business proposals (not quotes)
Improvements in these key areas will significantly improve your reputation in the marketplace.
The secret to securing a consistent income in real estateTony Morrison
ย
If you have ever wondering how the income of some real estate agent's just seems to keep improving every year regardless of the economy that they work in this may help. The secret is remarkably easy and straight forward
How to teach salespeople to always ask the right questionsSalesScripter
ย
The best salesperson is the one that asks the best questions. But it can be extremely challenging to train your sales resources to what questions to ask at all the different times.
What often happens is learning through trial and error which can be extremely costly in terms of deals lost and long new hire ramp up time.
It does not need to be so difficult and we will show you this on our โHow to Train Your Salespeople to Always Ask the Right Questionsโ webinar where we will:
โ Show you a two-step qualifying process
โ Outline both pre-qualifying questions and hard qualifying questions
โ Closing questions
โ Networking questions
โ How to build question trees that have all of the best follow-up questions
The step by step approach will reveal the ingredients you will need to create a high converting marketing funnel in 2018. Get to know how to implement the RPP Method (Relevancy, Presence and Persuasion) to be able to get customer on demand for your business. This is highly relevant for Saas, Service providers and B2C consumer products.
Sales is, at its core, a communication-based business. After all, if customers could make an informed purchase decision without communication, there would be no sales people. Learn five essential strategies for success in sales communication that you can apply to improve sales results today.
Build a Strong Sales Pitch When Selling InsuranceSalesScripter
ย
It can be tough to sell insurance. Everybody needs it, nobody enjoys buying it, and a lot of people sell it.
The key to success is having a strong sales pitch that not only sounds better than the competition, but one that also clearly communicates to prospects.
If you sell insurance, join us for our webinar on โHow to Build a Strong Sales Pitch When Selling Insuranceโ where we will break down how to stand out from the competition and build interest at the same time.
"๐ฉ๐ฌ๐ฎ๐ผ๐ต ๐พ๐ฐ๐ป๐ฏ ๐ป๐ฑ ๐ฐ๐บ ๐ฏ๐จ๐ณ๐ญ ๐ซ๐ถ๐ต๐ฌ"
๐๐ ๐๐จ๐ฆ๐ฌ (๐๐ ๐๐จ๐ฆ๐ฆ๐ฎ๐ง๐ข๐๐๐ญ๐ข๐จ๐ง๐ฌ) is a professional event agency that includes experts in the event-organizing market in Vietnam, Korea, and ASEAN countries. We provide unlimited types of events from Music concerts, Fan meetings, and Culture festivals to Corporate events, Internal company events, Golf tournaments, MICE events, and Exhibitions.
๐๐ ๐๐จ๐ฆ๐ฌ provides unlimited package services including such as Event organizing, Event planning, Event production, Manpower, PR marketing, Design 2D/3D, VIP protocols, Interpreter agency, etc.
Sports events - Golf competitions/billiards competitions/company sports events: dynamic and challenging
โญ ๐ ๐๐๐ญ๐ฎ๐ซ๐๐ ๐ฉ๐ซ๐จ๐ฃ๐๐๐ญ๐ฌ:
โข 2024 BAEKHYUN [Lonsdaleite] IN HO CHI MINH
โข SUPER JUNIOR-L.S.S. THE SHOW : Th3ee Guys in HO CHI MINH
โขFreenBecky 1st Fan Meeting in Vietnam
โขCHILDREN ART EXHIBITION 2024: BEYOND BARRIERS
โข WOW K-Music Festival 2023
โข Winner [CROSS] Tour in HCM
โข Super Show 9 in HCM with Super Junior
โข HCMC - Gyeongsangbuk-do Culture and Tourism Festival
โข Korean Vietnam Partnership - Fair with LG
โข Korean President visits Samsung Electronics R&D Center
โข Vietnam Food Expo with Lotte Wellfood
"๐๐ฏ๐๐ซ๐ฒ ๐๐ฏ๐๐ง๐ญ ๐ข๐ฌ ๐ ๐ฌ๐ญ๐จ๐ซ๐ฒ, ๐ ๐ฌ๐ฉ๐๐๐ข๐๐ฅ ๐ฃ๐จ๐ฎ๐ซ๐ง๐๐ฒ. ๐๐ ๐๐ฅ๐ฐ๐๐ฒ๐ฌ ๐๐๐ฅ๐ข๐๐ฏ๐ ๐ญ๐ก๐๐ญ ๐ฌ๐ก๐จ๐ซ๐ญ๐ฅ๐ฒ ๐ฒ๐จ๐ฎ ๐ฐ๐ข๐ฅ๐ฅ ๐๐ ๐ ๐ฉ๐๐ซ๐ญ ๐จ๐ ๐จ๐ฎ๐ซ ๐ฌ๐ญ๐จ๐ซ๐ข๐๐ฌ."
Premium MEAN Stack Development Solutions for Modern BusinessesSynapseIndia
ย
Stay ahead of the curve with our premium MEAN Stack Development Solutions. Our expert developers utilize MongoDB, Express.js, AngularJS, and Node.js to create modern and responsive web applications. Trust us for cutting-edge solutions that drive your business growth and success.
Know more: https://www.synapseindia.com/technology/mean-stack-development-company.html
Unveiling the Secrets How Does Generative AI Work.pdfSam H
ย
At its core, generative artificial intelligence relies on the concept of generative models, which serve as engines that churn out entirely new data resembling their training data. It is like a sculptor who has studied so many forms found in nature and then uses this knowledge to create sculptures from his imagination that have never been seen before anywhere else. If taken to cyberspace, gans work almost the same way.
Affordable Stationery Printing Services in Jaipur | Navpack n PrintNavpack & Print
ย
Looking for professional printing services in Jaipur? Navpack n Print offers high-quality and affordable stationery printing for all your business needs. Stand out with custom stationery designs and fast turnaround times. Contact us today for a quote!
Personal Brand Statement:
As an Army veteran dedicated to lifelong learning, I bring a disciplined, strategic mindset to my pursuits. I am constantly expanding my knowledge to innovate and lead effectively. My journey is driven by a commitment to excellence, and to make a meaningful impact in the world.
Enterprise Excellence is Inclusive Excellence.pdfKaiNexus
ย
Enterprise excellence and inclusive excellence are closely linked, and real-world challenges have shown that both are essential to the success of any organization. To achieve enterprise excellence, organizations must focus on improving their operations and processes while creating an inclusive environment that engages everyone. In this interactive session, the facilitator will highlight commonly established business practices and how they limit our ability to engage everyone every day. More importantly, though, participants will likely gain increased awareness of what we can do differently to maximize enterprise excellence through deliberate inclusion.
What is Enterprise Excellence?
Enterprise Excellence is a holistic approach that's aimed at achieving world-class performance across all aspects of the organization.
What might I learn?
A way to engage all in creating Inclusive Excellence. Lessons from the US military and their parallels to the story of Harry Potter. How belt systems and CI teams can destroy inclusive practices. How leadership language invites people to the party. There are three things leaders can do to engage everyone every day: maximizing psychological safety to create environments where folks learn, contribute, and challenge the status quo.
Who might benefit? Anyone and everyone leading folks from the shop floor to top floor.
Dr. William Harvey is a seasoned Operations Leader with extensive experience in chemical processing, manufacturing, and operations management. At Michelman, he currently oversees multiple sites, leading teams in strategic planning and coaching/practicing continuous improvement. William is set to start his eighth year of teaching at the University of Cincinnati where he teaches marketing, finance, and management. William holds various certifications in change management, quality, leadership, operational excellence, team building, and DiSC, among others.
3.0 Project 2_ Developing My Brand Identity Kit.pptxtanyjahb
ย
A personal brand exploration presentation summarizes an individual's unique qualities and goals, covering strengths, values, passions, and target audience. It helps individuals understand what makes them stand out, their desired image, and how they aim to achieve it.
Discover the innovative and creative projects that highlight my journey throu...dylandmeas
ย
Discover the innovative and creative projects that highlight my journey throughย Full Sail University. Below, youโll find a collection of my work showcasing my skills and expertise in digital marketing, event planning, and media production.
India Orthopedic Devices Market: Unlocking Growth Secrets, Trends and Develop...Kumar Satyam
ย
According to TechSci Research report, โIndia Orthopedic Devices Market -Industry Size, Share, Trends, Competition Forecast & Opportunities, 2030โ, the India Orthopedic Devices Market stood at USD 1,280.54 Million in 2024 and is anticipated to grow with a CAGR of 7.84% in the forecast period, 2026-2030F. The India Orthopedic Devices Market is being driven by several factors. The most prominent ones include an increase in the elderly population, who are more prone to orthopedic conditions such as osteoporosis and arthritis. Moreover, the rise in sports injuries and road accidents are also contributing to the demand for orthopedic devices. Advances in technology and the introduction of innovative implants and prosthetics have further propelled the market growth. Additionally, government initiatives aimed at improving healthcare infrastructure and the increasing prevalence of lifestyle diseases have led to an upward trend in orthopedic surgeries, thereby fueling the market demand for these devices.
What are the main advantages of using HR recruiter services.pdfHumanResourceDimensi1
ย
HR recruiter services offer top talents to companies according to their specific needs. They handle all recruitment tasks from job posting to onboarding and help companies concentrate on their business growth. With their expertise and years of experience, they streamline the hiring process and save time and resources for the company.
Taurus Zodiac Sign_ Personality Traits and Sign Dates.pptxmy Pandit
ย
Explore the world of the Taurus zodiac sign. Learn about their stability, determination, and appreciation for beauty. Discover how Taureans' grounded nature and hardworking mindset define their unique personality.
Skye Residences | Extended Stay Residences Near Toronto Airportmarketingjdass
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5. Product Selling Consultative Selling
Company
Product
Features
Benefits
Goal: Get Customers
Value
Pain Points
Questions
Product
Company
Name Drop
Goal: Starting Conversations
12. Trial Close
โข A test close
โข Checking in to see what prospect is thinking
โข Provides extremely valuable information
โข Can be performed every time you talk with the prospect
13. โข What do you think of what we have discussed so far?
โข How do you think this fits with what you are needing?
โข How would that feature help you?
โข Is this something you could see your organization using?
โข Are we heading in the right direction?
โข Is this what you were expecting to see?
TRIAL CLOSE
SOFT CLOSE
HARD CLOSE
SALES
TAKEAWAY
Trial Close Questions
14. Assumptive Close
We do free consultations every day at
10:00 a.m. What day works best for
you?
15. Alternative Close
We do our free consultations on
Tuesdays and Thursdays. Which day
works best for you?
17. โข What would you like to do next?
โข What direction would you like to go form here?
โข Do you want to continue talking about this?
โข When would you like to talk again?
โข What does the path forward look like?
TRIAL CLOSE
SOFT CLOSE
HARD CLOSE
SALES
TAKEAWAY
Soft Close Questions
18. โข Are you ready to move forward to the next step in the process?
โข What would you need to be able to make a commitment to move forward?
โข If you had everything that you want, are you prepared to move forward?
โข When are you going to make your final decision?
โข (If delaying the decision for a period of time - X months) OK, but do you mind if I ask if
there will be a change or something different at that time that will make that a better
time to look at moving forward?
โข Is there anything that is preventing you from being able to move forward with this
purchase?
TRIAL CLOSE
SOFT CLOSE
HARD CLOSE
SALES
TAKEAWAY
Hard Close Questions
19. Partnership Plan
Activity Due Date Owner Status
Initial Meeting 11/05/2019
Michael Jones
Dennis Martin
Complete
Presentation / Demonstration 11/16/2019
Michael Jones
Dennis Martin
Veronica Flores
Complete
Discovery Meeting 11/23/2019
Michael Jones
Stan Wilson
Open
X Corp to provide requirements 11/29/2019 Stan Wilson Open
Presentation of draft proposal and contract
language
12/2/2019 Michael Jones Open
Communication of change requests to
documents
12/5/2019 Dennis Martin Open
Delivery of final executable documents 12/12/2019 Michael Jones Open
Partnership agreement signed 12/19/2019 Tech Bee / X Corp Open
Implementation begins 1/15/2020 Tech Bee / X Corp Open
Go live 4/1/2020 X Corp Open
If you would like to keep moving
forward, this is what our partner-
ship plan looks like. These are
some of the steps that need to be
taken between now and you
getting up and running.
Based on what we discussed
today, are you interested in moving
forward with this plan?
20. Partnership Plan
Activity Due Date Owner Status
Initial Meeting 11/05/2019
Michael Jones
Dennis Martin
Complete
Presentation / Demonstration 11/16/2019
Michael Jones
Dennis Martin
Veronica Flores
Complete
Discovery Meeting 11/23/2019
Michael Jones
Stan Wilson
Open
X Corp to provide requirements 11/29/2019 Stan Wilson Open
Presentation of draft proposal and contract
language
12/2/2019 Michael Jones Open
Communication of change requests to
documents
12/5/2019 Dennis Martin Open
Delivery of final executable documents 12/12/2019 Michael Jones Open
Partnership agreement signed 12/19/2019 Tech Bee / X Corp Open
Implementation begins 1/15/2020 Tech Bee / X Corp Open
Go live 4/1/2020 X Corp Open
OK, no problem at all. Do you
have enough interest to move
to the next step on this
partnership plan?
Close For Next Step
21. Partnership Plan
Activity Due Date Owner Status
Initial Meeting 11/05/2019
Michael Jones
Dennis Martin
Complete
Presentation / Demonstration 11/16/2019
Michael Jones
Dennis Martin
Veronica Flores
Complete
Discovery Meeting 11/23/2019
Michael Jones
Stan Wilson
Open
X Corp to provide requirements 11/29/2019 Stan Wilson Open
Presentation of draft proposal and contract
language
12/2/2019 Michael Jones Open
Communication of change requests to
documents
12/5/2019 Dennis Martin Open
Delivery of final executable documents 12/12/2019 Michael Jones Open
Partnership agreement signed 12/19/2019 Tech Bee / X Corp Open
Implementation begins 1/15/2020 Tech Bee / X Corp Open
Go live 4/1/2020 X Corp Open
Great. Do these steps and
time estimates look correct
and acceptable to you?
Do you have anything that you
want to add or change?
Build Plan Together
22. Partnership Plan
Activity Due Date Owner Status
Initial Meeting 11/05/2019
Michael Jones
Dennis Martin
Complete
Presentation / Demonstration 11/16/2019
Michael Jones
Dennis Martin
Veronica Flores
Complete
Discovery Meeting 11/23/2019
Michael Jones
Stan Wilson
Open
X Corp to provide requirements 11/29/2019 Stan Wilson Open
Presentation of draft proposal and contract
language
12/2/2019 Michael Jones Open
Communication of change requests to
documents
12/5/2019 Dennis Martin Open
Delivery of final executable documents 12/12/2019 Michael Jones Open
Partnership agreement signed 12/19/2019 Tech Bee / X Corp Open
Implementation begins 1/15/2020 Tech Bee / X Corp Open
Go live 4/1/2020 X Corp Open
Sure, we can definitely delay the
meeting. But according to our agreed
upon partnership plan, you want to have
the system implemented by January 1st,
and if we delay the meeting to next
month, that will likely impact your ability
to be up and running by January 1st.
Use to Manage Sales Process
23. โข Natural compelling event:
โ Existing contract expiring
โ Site opening or moving
โ Existing system being discontinued
โข Manufactured compelling event:
โ Expiring discount
โ Expiring promotion
โ Limited product availability
Compelling Event
24. Sales Takeaway
โข Opposite of trying to get the prospect to
move forward
โข Express doubt in fit or justification
โข Opposite of what most salespeople do
25. When In Doubt, Call It Out
It seems like you are having trouble finding time for
this. Maybe this is not the right time to discuss
this?
Prospect Rescheduling Meeting
26. When In Doubt, Call It Out
It seems like you are having trouble figuring out
what direction to go. Maybe this is not a good fit for
you right now?
Prospect On-The-Fence
27. When In Doubt, Call It Out
Well, it sounds like you guys have done a good job
of putting all of the right pieces in place. Maybe it
does not make sense for us to spend too much
time on this?
Things Are Pretty Good
30. Why Takeaway
โข Improve Rapport
โข Improve Credibility
โข Improve Quality of Leads
โข Improve deal momentum
โข Uncover new information
โข Improve close rate
31. โข I do not know if you need what we provide.
โข I do not know if you are a good fit with what we do.
โข I do not know if we can help you in the same way that we have helped others.
โข I do not know if you are interested in those improvements.
โข I do not know if you are concerned about those areas.
โข I do not know if you are the right person to speak with.
โข I do not know if it makes sense for us to talk.
TRIAL CLOSE
SOFT CLOSE
HARD CLOSE
SALES
TAKEAWAY
Soft Sales Takeaway
32. Key Takeaways
โข Doing the other things right will make closing easy
โข Having a good sales message will make closing easier
โข Screening and qualifying will make closing easier
โข Improve your objection handling to improve your close rate
โข Focus on the sales process and closing on the right goal
โข Trial close every step of the way
โข Strategically use the sales takeaway when appropriate
33. Week 1: Introduction to SMART (Chapters 1 - 2)
Week 2: Consultative Selling (Chapters 3)
Week 3: Building Your Consultative Sales Message (Chapters 4 - 9)
Week 4: Creating Sales Scripts, Emails, Voicemails, and Objection Responses (Chapters 10 - 15)
Week 5: Managing the Sales Process (Chapter 16)
Week 6: Cold Calling (Chapter 17)
Week 7: Email Prospecting (Chapter 18)
Week 8: Voicemail Strategy (Chapter 19)
Week 9: Getting into New Accounts (Chapter 20)
Week 10: Dealing with Objections (Chapter 21)
Week 11: Getting Around Gatekeepers (Chapter 22)
Week 12: Qualifying the Prospect (Chapter 23)
Week 13: Closing (Chapter 24)
Week 14: Networking (Chapter 25)
Week 15: Prospecting on LinkedIn (Chapter 26)
Week 16: Improving Mental Strength (Chapter 27)