Curb 2 Close | A Sales Process · 2019-01-30 · ‒ Objection Handling Technique | Pipeline...
Transcript of Curb 2 Close | A Sales Process · 2019-01-30 · ‒ Objection Handling Technique | Pipeline...
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Curb 2 Close | A Sales Process
AEE Dealer Conference January 2019
![Page 2: Curb 2 Close | A Sales Process · 2019-01-30 · ‒ Objection Handling Technique | Pipeline Management ... Senior Sales Trainer Long Beach, CA Randy Gibson Senior Sales Trainer Elk](https://reader036.fdocuments.us/reader036/viewer/2022081407/5f1cc13bee2b831c24481ba4/html5/thumbnails/2.jpg)
| Introductions
![Page 3: Curb 2 Close | A Sales Process · 2019-01-30 · ‒ Objection Handling Technique | Pipeline Management ... Senior Sales Trainer Long Beach, CA Randy Gibson Senior Sales Trainer Elk](https://reader036.fdocuments.us/reader036/viewer/2022081407/5f1cc13bee2b831c24481ba4/html5/thumbnails/3.jpg)
| Today’s Agenda
• Curb-2-Close: A Sales Process Overview
• Setting Proper Expectations
• Masterful Questioning
• Pipeline Management
• Closing the Sale
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| What would you like to Know?
![Page 5: Curb 2 Close | A Sales Process · 2019-01-30 · ‒ Objection Handling Technique | Pipeline Management ... Senior Sales Trainer Long Beach, CA Randy Gibson Senior Sales Trainer Elk](https://reader036.fdocuments.us/reader036/viewer/2022081407/5f1cc13bee2b831c24481ba4/html5/thumbnails/5.jpg)
| Curb-2-Close
• Curb-2-Close Overview
• Why it was created
• Main components
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| Setting Proper Expectations
• Why set proper expectations?
• Who’s responsible?
• Expectation activity
![Page 7: Curb 2 Close | A Sales Process · 2019-01-30 · ‒ Objection Handling Technique | Pipeline Management ... Senior Sales Trainer Long Beach, CA Randy Gibson Senior Sales Trainer Elk](https://reader036.fdocuments.us/reader036/viewer/2022081407/5f1cc13bee2b831c24481ba4/html5/thumbnails/7.jpg)
| Masterful Questioning
• Questions, Questions, Questions
• Question vs. Objection
• L-A-C-E-D
‒ Objection Handling Technique
![Page 8: Curb 2 Close | A Sales Process · 2019-01-30 · ‒ Objection Handling Technique | Pipeline Management ... Senior Sales Trainer Long Beach, CA Randy Gibson Senior Sales Trainer Elk](https://reader036.fdocuments.us/reader036/viewer/2022081407/5f1cc13bee2b831c24481ba4/html5/thumbnails/8.jpg)
| Pipeline Management
How To Disengage:
• Break up voicemail
• Break up email
• Leave door open
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| Pipeline Management
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| Pipeline Management
Re-hash
• Be A Quality Assurance Agent
• Be Vague (no assumptions)
• Take Ownership
• Power Forward
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| 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
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| Questions