Close Deals Faster

28 September 2016

After 5pm

Close more business deals

Learned some of our proven methods

After 5pm

Engage your customers

The Feedback Sandwich

P___________

I___________

E___________

The Feedback Sandwich

P_________

I___________

E___________

ositive

mprovement

ncouragement

Be certain - Not 90% ... 100%

Convince - Examples

Afters - Question and Repeat to customer

Afters

A Typical Pitch

What qualities make a good sales person?

Good Talker Product Knowledge Confidence Hardworking Good listener

What qualities make a good sales person?

Good Talker

or

Good listener

What qualities make a good sales person?

It’s about listening

Selling

Features Vs Benefits

What is the difference between a feature and a benefit?

A Typical Pitch

Features Vs Benefits

Features Vs Benefits

Features Vs Benefits

Features Vs Benefits

Different interests

Our feature

Our feature Your benefit

Different interests

"Kodak doesn’t sell film,

It sells memories."

George Eastman - Founder

Most common afters

Most common afters

Time saved Income increase Risk reduction Expenditure reduction Stress relief

Be certain - Not 90%

... 100%

Be certain - Not 90%

... 100%

“What people want is not

knowledge, but certainty.”

Bertrand Russell

Can you prescribe a solution?

Can you make yourself memorable?

First Impressions

Certainty (non-verbal)

Certainty (non-verbal)

Certainty (non-verbal)

Certainty (verbal)

People buy from People

You like me

We can do business together

I like you

People buy from People

Convince - Examples / evidence

Convince - Examples / evidence

Convince Proof point It works because….

Convince Proof point It works because….

Case Study Shows you’ve succeeded with similar things before.

Convince Proof point It works because….

Case Study Shows you’ve succeeded with similar things before.

Testimonials Gives credible third party evidence you can deliver.

Convince Proof point It works because….

Case Study Shows you’ve succeeded with similar things before.

Testimonials Gives credible third party evidence you can deliver.

Reference Let’s them speak to someone who’s experienced your work.

Convince Proof point It works because….

Case Study Shows you’ve succeeded with similar things before.

Testimonials Gives credible third party evidence you can deliver.

Reference Let’s them speak to someone who’s experienced your work.

Your process Explain what you’ll be doing and why it’s better than the

alternative.

Convince Proof point It works because….

Case Study Shows you’ve succeeded with similar things before.

Testimonials Gives credible third party evidence you can deliver.

Reference Let’s them speak to someone who’s experienced your work.

Your process Explain what you’ll be doing and why it’s better than the

alternative.

Free advice Makes them think “I’d not thought of that. What else does she

know that I don’t?”

Convince Proof point It works because….

Case Study Shows you’ve succeeded with similar things before.

Testimonials Gives credible third party evidence you can deliver.

Reference Let’s them speak to someone who’s experienced your work.

Your process Explain what you’ll be doing and why it’s better than the

alternative.

Free advice Makes them think “I’d not thought of that. What else does she

know that I don’t?”

List of people/companies you’ve

helped

Shows you know what you’re doing (and people often follow

the crowd).

Convince Proof point It works because….

Case Study Shows you’ve succeeded with similar things before.

Testimonials Gives credible third party evidence you can deliver.

Reference Let’s them speak to someone who’s experienced your work.

Your process Explain what you’ll be doing and why it’s better than the

alternative.

Free advice Makes them think “I’d not thought of that. What else does she

know that I don’t?”

List of people/companies you’ve

helped

Shows you know what you’re doing (and people often follow

the crowd).

Your credentials Shows you’re qualified to do it.

Convince Proof point It works because….

Case Study Shows you’ve succeeded with similar things before.

Testimonials Gives credible third party evidence you can deliver.

Reference Let’s them speak to someone who’s experienced your work.

Your process Explain what you’ll be doing and why it’s better than the

alternative.

Free advice Makes them think “I’d not thought of that. What else does she

know that I don’t?”

List of people/companies you’ve

helped

Shows you know what you’re doing (and people often follow

the crowd).

Your credentials Shows you’re qualified to do it.

Financials that stack up Proves number work.

Convince Proof point It works because….

Case Study Shows you’ve succeeded with similar things before.

Testimonials Gives credible third party evidence you can deliver.

Reference Let’s them speak to someone who’s experienced your work.

Your process Explain what you’ll be doing and why it’s better than the

alternative.

Free advice Makes them think “I’d not thought of that. What else does she

know that I don’t?”

List of people/companies you’ve

helped

Shows you know what you’re doing (and people often follow

the crowd).

Your credentials Shows you’re qualified to do it.

Financials that stack up Proves number work.

Different pricing options Let them choose their risk level.

Convince Proof point It works because….

Case Study Shows you’ve succeeded with similar things before.

Testimonials Gives credible third party evidence you can deliver.

Reference Let’s them speak to someone who’s experienced your work.

Your process Explain what you’ll be doing and why it’s better than the

alternative.

Free advice Makes them think “I’d not thought of that. What else does she

know that I don’t?”

List of people/companies you’ve

helped

Shows you know what you’re doing (and people often follow

the crowd).

Your credentials Shows you’re qualified to do it.

Financials that stack up Proves number work.

Different pricing options Let them choose their risk level.

Awards Shows you’re better than your peers.

Proof point It works because….

Case Study Shows you’ve succeeded with similar things before.

Testimonials Gives credible third party evidence you can deliver.

Reference Let them speak to someone who’s experienced your work.

Your process Explain what you’ll be doing and why it’s better than the

alternative.

Free advice Makes them think “I’d not thought of that. What else does she

know that I don’t?”

List of people/companies you’ve

helped

Shows you know what you’re doing (and people often follow

the crowd).

Your credentials Shows you’re qualified to do it.

Financials that stack up Proves number work.

Different pricing options Let them choose their risk level.

Awards Shows you’re better than your peers.

PR Suggests you “must be good if people are writing about you.

Closing

In writing – State your value proposition

Closing

All these benefits for...

In writing – State your value proposition

Closing

All these benefits for...

Shut up!

In writing – State your value proposition

The Feedback Sandwich

P___________

I___________

E___________

The Feedback Sandwich

P_________

I___________

E___________

ositive

mprovement

ncouragement