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“Don’t Celebrate closing
a sale; celebrate
opening a relationship”
-Patricia Fripp
Closing the sale
7 Steps of ultimate selling process
1. Find Leads:
Goal: Identify individuals or businesses interested in your product/service.
Methods: Create engaging videos with lead capture forms.
Interact with relevant LinkedIn groups.
2. Connect with Leads:
Goal: Build rapport and understand their needs.
Actions: Research leads' challenges and pain points.
Provide valuable resources to establish trust.
3. Qualify Leads:
Goal: Distinguish between interested parties and potential buyers.
Process: Evaluate fit with your buyer persona.
Assess their purchase intent and resources.
4. Present to Prospects:
Goal: Showcase how your offering solves their problems.
Focus: Highlight benefits, not just features.
Tailor the presentation to their specific needs.
5. Overcome Objections:
Goal: Address concerns and build confidence.
Remember: Objections are normal, not roadblocks.
Strategy: Understand the objection (e.g., price).
Reiterate your value proposition and how it benefits them.
6. Close the Deal:
Goal: Secure the sale and commitment.
Techniques: Use strategically based on the situation such as assumptive
close, suggestion close, urgency close.
7. Nurture New Customers:
Goal: Build long-term relationships and loyalty.
Actions: Provide ongoing support and resources.
Explore upsell or referral opportunities.
Powerful Techniques to
Close the Sale
1. The Assumptive Close (Confidence Builder):
Imagine: Act as if the sale is already happening.
2. he Urgency Close (FOMO Trigger):
Highlight: Limited-time offer or potential consequences of delay.
Why it Works: Creates a sense of urgency and motivates action.
3. The Puppy Dog Close (Try Before You Buy):
Offer: Free trial, demo, or sample to showcase product benefits.
Why it Works: Lowers risk perception and lets customers experience the value.
Why it Works: Builds trust and reinforces the value proposition.
4. The Question Close (Benefit Visualization):
Ask: Questions that help customers see themselves using the product.
Why it Works: Guides customers towards a solution and reinforces the product's relevance.
5. The Opportunity Cost Close (Highlighting What's Lost):
Shift Focus: From cost of purchase to potential losses if they don't buy.
Why it Works: Prompts customers to consider the long-term consequences of inaction.
6. The Freebie Close (Reciprocity Principle):
Offer: A valuable gift with the purchase to build goodwill.
Why it Works: Encourages customers to return the favor by making the purchase. (Use strategically)
7. The Analytics Close (Data-Driven Persuasion):
Present: Data, statistics, or case studies that demonstrate the product's effectiveness.
Why it Works: Leverages data to build trust and showcase measurable results.
Significance of building
rapport with customers
Boosts Trust & Credibility: When you connect on a personal level, customers see you as a
reliable source and are more receptive to your recommendations.
Increases Sales: Positive interactions create a smoother sales experience, leading to higher
closing rates.
Enhances Customer Satisfaction: Feeling valued and listened to builds loyalty, resulting in
repeat business and higher satisfaction.
Uncovers Customer Needs: Open communication allows you to understand their specific needs
and preferences, enabling you to tailor your offerings.
Effective Problem-Solving: A strong rapport fosters collaboration, leading to better solutions
for customer issues.
common objections that customers
might raise
Price
Need
Urgency
Authority
Competition
Features
Risk
Value Proposition
Strategies to adopt on objections
Price Objection --> Focus on Value
Need Objection --> Unearth Pain Points
Urgency Objection --> Create Scarcity
Authority Objection --> Identify Decision-Markers
Competition Objection --> Differentiate Your Value
Features Objection --> Align with Needs
Risk Objection --> Minimize Risk
Value Proposition Objection --> Reiterate Benefits
Seize the opportunity
for success
Overcoming objections isn't about pressuring a sale. It's about demonstrating the undeniable value your
product or service offers. By addressing concerns and reiterating the benefits aligned with their specific
needs, you empower them to make an informed decision.
Reference
"Close That Sale! The 24 Best Sales Closing Techniques Ever Discovered", by Brian
Tracy
https://blog.hubspot.com/
https://www.zendesk.com/in/blog/sales-cycle/
https://www.cirrusinsight.com/blog/top-7-sales-closing-techniques

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Mastering The Art Of 'Closing The Sale'.

  • 1. “Don’t Celebrate closing a sale; celebrate opening a relationship” -Patricia Fripp Closing the sale
  • 2. 7 Steps of ultimate selling process 1. Find Leads: Goal: Identify individuals or businesses interested in your product/service. Methods: Create engaging videos with lead capture forms. Interact with relevant LinkedIn groups. 2. Connect with Leads: Goal: Build rapport and understand their needs. Actions: Research leads' challenges and pain points. Provide valuable resources to establish trust. 3. Qualify Leads: Goal: Distinguish between interested parties and potential buyers. Process: Evaluate fit with your buyer persona. Assess their purchase intent and resources.
  • 3. 4. Present to Prospects: Goal: Showcase how your offering solves their problems. Focus: Highlight benefits, not just features. Tailor the presentation to their specific needs. 5. Overcome Objections: Goal: Address concerns and build confidence. Remember: Objections are normal, not roadblocks. Strategy: Understand the objection (e.g., price). Reiterate your value proposition and how it benefits them. 6. Close the Deal: Goal: Secure the sale and commitment. Techniques: Use strategically based on the situation such as assumptive close, suggestion close, urgency close. 7. Nurture New Customers: Goal: Build long-term relationships and loyalty. Actions: Provide ongoing support and resources. Explore upsell or referral opportunities.
  • 4. Powerful Techniques to Close the Sale 1. The Assumptive Close (Confidence Builder): Imagine: Act as if the sale is already happening. 2. he Urgency Close (FOMO Trigger): Highlight: Limited-time offer or potential consequences of delay. Why it Works: Creates a sense of urgency and motivates action. 3. The Puppy Dog Close (Try Before You Buy): Offer: Free trial, demo, or sample to showcase product benefits. Why it Works: Lowers risk perception and lets customers experience the value. Why it Works: Builds trust and reinforces the value proposition.
  • 5. 4. The Question Close (Benefit Visualization): Ask: Questions that help customers see themselves using the product. Why it Works: Guides customers towards a solution and reinforces the product's relevance. 5. The Opportunity Cost Close (Highlighting What's Lost): Shift Focus: From cost of purchase to potential losses if they don't buy. Why it Works: Prompts customers to consider the long-term consequences of inaction. 6. The Freebie Close (Reciprocity Principle): Offer: A valuable gift with the purchase to build goodwill. Why it Works: Encourages customers to return the favor by making the purchase. (Use strategically) 7. The Analytics Close (Data-Driven Persuasion): Present: Data, statistics, or case studies that demonstrate the product's effectiveness. Why it Works: Leverages data to build trust and showcase measurable results.
  • 6. Significance of building rapport with customers Boosts Trust & Credibility: When you connect on a personal level, customers see you as a reliable source and are more receptive to your recommendations. Increases Sales: Positive interactions create a smoother sales experience, leading to higher closing rates. Enhances Customer Satisfaction: Feeling valued and listened to builds loyalty, resulting in repeat business and higher satisfaction. Uncovers Customer Needs: Open communication allows you to understand their specific needs and preferences, enabling you to tailor your offerings. Effective Problem-Solving: A strong rapport fosters collaboration, leading to better solutions for customer issues.
  • 7. common objections that customers might raise Price Need Urgency Authority Competition Features Risk Value Proposition
  • 8. Strategies to adopt on objections Price Objection --> Focus on Value Need Objection --> Unearth Pain Points Urgency Objection --> Create Scarcity Authority Objection --> Identify Decision-Markers Competition Objection --> Differentiate Your Value Features Objection --> Align with Needs Risk Objection --> Minimize Risk Value Proposition Objection --> Reiterate Benefits
  • 9. Seize the opportunity for success Overcoming objections isn't about pressuring a sale. It's about demonstrating the undeniable value your product or service offers. By addressing concerns and reiterating the benefits aligned with their specific needs, you empower them to make an informed decision.
  • 10. Reference "Close That Sale! The 24 Best Sales Closing Techniques Ever Discovered", by Brian Tracy https://blog.hubspot.com/ https://www.zendesk.com/in/blog/sales-cycle/ https://www.cirrusinsight.com/blog/top-7-sales-closing-techniques