When does the close start?

When does the close

start?How do buyers determine when to buy?

@icarolemahoney #SalesXperts

Introductions

Unbound Growth Founder

www.unboundgrowth.com

linkedin.com/in/carolemahoney


www.unboundgrowth.com

Agenda

What is, and is not, ‘the close’

The impact mindset has on the close

The key to a natural close

Design a sales process around your buyer’s process

How to help improve your or your team’s ability to close

Resources and next steps@icarolemahoney #SalesXperts

The team takes on

the mentality of the

coach.

What is and is not the close


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Image reflecting a

mutual agreement, or

a team effort- Huck

finn image?

#mindsetmatters

Supportive

Beliefs

No Need

Approval

Emotional

Control

Supportive

Buy Cycles

Ease

Discussing

Money

No

problem

with

Rejection

Source: Objective Management Group



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Source: Chris Skinner


1Seller Buyer

Do they have a problem I can fix?

Do they know it?

Do they want it fixed?

Is this a problem?

What if I don’t fix it?

Can I fix it myself?

Who can help me decide?

Can they tell me to fix it?

Can they pay me?

Do I need to fix it now?

How have others fixed it?

Can I afford to have it fixed?

Do they believe that I understand their

world?

Do they believe I have the expertise to

help? Do they want my help?

Do they understand what I want, need

and can do?

Are they trustworthy and credible?

Whose help do I want?


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Source: Sales Executive Council


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1“It’s not you, it’s me finally

realizing you’re terrible for

me.”


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Contact Me

Carole Mahoney

[email protected]

linkedin.com/in/carolemahoney


mailto:[email protected]