CLOSING

CLOSING

A Member Service From Your

Agenda for The Closing Zone Suggest three new ways to think about closing Examine “The Closing Continuum” Give you 7 pre-meeting planning questions Look at the 5 Phases of the sales process Consider the role attitude and belief play in

closing Understand the 3 principles of persuasion Learn 3 low-pressure closes that work Discover a powerful way to start your proposals

and close more of them

Closing

Better words for “closing”

Confirm the order

Implement the plan

Open the business relationship

The “Closing Continuum”

No Sale

Continuation

Advance

Order

There are “degrees” of closing

Get a renewalGet the first the orderGet date for decisionPlan next step Have the first meetingGet on advertiser’s radar

Seed with articles Get a referral/introductionInvite to station eventHave first sales conversation

Demonstrate understanding

Make presentation

Ask for the business

Send thank you note

Implement service plan

Pre-Flight Checklist

Professional

Consistent

Safety

Pre-Meeting Checklist At what stage of the

sales process am I with this prospect?

Leads and Targeted

First MeetingInformation

Phase

Stages of the Selling ProcessYou need different pre-meeting plans and strategies for different stages of the selling process.

DecisionPresentation

Pre-Meeting Checklist At what stage of the

sales process am I with this prospect?

What can I read, research or do to have a Level 3 “moment” with this advertiser?

Pre-Meeting Checklist At what stage of the

sales process am I with this prospect?

What can I read, research or do to have a Level 3 “moment” with this customer?

If this meeting is successful what will happen?

“It was a great meeting.” A “great meeting”

refers to a pleasant conversation with a prospect at the end of which no business was done.

Pre-Meeting Checklist At what stage of the sales

process am I with this prospect?

What can I read, research or do to have a Level 3 “moment” with this customer?

If this meeting is successful what will happen?

What questions will I ask?

Pre-Meeting Checklist At what stage of the sales

process am I with this prospect?

What can I read, research or do to have a Level 3 “moment” with this customer?

If this meeting is successful what will happen?

What questions will I ask? What will I ask the

advertiser to do?

Pre-Meeting Checklist At what stage of the sales

process am I with this prospect? What can I read, research or do

to have a Level 3 “moment” with this customer?

If this meeting is successful what will happen?

What questions will I ask? What will I ask the advertiser to

do? What is my fallback

position if answer is “No?”

How can I manage this sale?

Overriding question

RESULTS

Evolution of Selling Mindset

Era 1:PersuadeEra 2: Solve ProblemsEra 3: Become a source of business advantageSource: Jeff Thull, Exceptional Selling, How the Best Connect and Win in High Stakes Sales

Low Pressure Close #1 I would like to have

you as an advertiser? May we get started?

--- Bob BlyZero Pressure Selling

RESULTS

Low Pressure Close #2 Where do we go

from here?

Ethos . . . Logos . . . Pathos

Aristotle’s Principles of Persuasion

The Three “Vibes”

I’m glad to be hereI know what I’m talking aboutI LOVE what I’m doing

Tony Allesandra’s take . . .“The confirming process is analogous to asking someone to marry you. If you were worried about the answer, you wouldn’t ask. Obviously the question would be premature. The decision to marry is the outcome of a mutually developed relationship.”

Tony Allesandra’s take (cont.)

“Usually the issue has been discussed before the question is formally asked. When it is asked, it is a rhetorical question that simply serves to crystallize and romanticize already understood feelings.”

Proposal

A Marketing Partnership between Q-106 and Octopus Car Wash

Presented by Theodore Knupp

May 11, 2010

Getting Do-It-Yourselfers to Become Octopus Car Wash Converts

Soaking It To Your Biggest Competitor

Low Pressure Close #3 Once you bless

this what happens (next)?

Agenda for The Closing Zone Suggest three new ways to think about closing Examine “The Closing Continuum” Give you 7 pre-meeting planning questions Look at the 5 Phases of the sales process Consider the role attitude and belief play in

closing Understand the 3 principles of persuasion Learn 3 low-pressure closes that work Discover a powerful way to start your proposals

and close more of them

CLOSING

Is as Useless as a Parachute That Opens on the First Bounce

Training That Doesn’t Change Your Behavior

Chris Lytlechris.lytle@sparque.biz312-226-9920 x202