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Curb 2 Close | A Sales Process
AEE Dealer Conference January 2019
| Introductions
| Today’s Agenda
• Curb-2-Close: A Sales Process Overview
• Setting Proper Expectations
• Masterful Questioning
• Pipeline Management
• Closing the Sale
| What would you like to Know?
| Curb-2-Close
• Curb-2-Close Overview
• Why it was created
• Main components
| Setting Proper Expectations
• Why set proper expectations?
• Who’s responsible?
• Expectation activity
| Masterful Questioning
• Questions, Questions, Questions
• Question vs. Objection
• L-A-C-E-D
‒ Objection Handling Technique
| Pipeline Management
How To Disengage:
• Break up voicemail
• Break up email
• Leave door open
| Pipeline Management
| Pipeline Management
Re-hash
• Be A Quality Assurance Agent
• Be Vague (no assumptions)
• Take Ownership
• Power Forward
| Closing the sale
Asking for the business
• Earning the right to ask for the close
• One option or two?
• Three questions to close the sale
| Questions