Fulfillment & Post-Sell StepsD A S H B O A R D F O R T H E

e If you wait until the presentation to close the sale, you put too much pressure on the prospect and yourself.

e Sell today, educate tomorrow.e You don’t have to finish the presentation.e Only give a presentation for the “kill.”e Don’t buy back tomorrow the product or service you sold today.e Money does grow on trees.e On your way to the bank, keep one eye over your shoulder.e Close the sale or close the file.e When you want to know the future, bring it back to the present.

GOALS OF CLOSING 7 Show and tell the prospect, in a manner

consistent with the prospect’s decision process, how your product or service will solve his pain(s).

7 Confirm a buying decision—yes or no.7 Lock up the sale—prevent buyer’s

remorse.7 Start the referral process

PRESENTATION TIPS 7 Show everything that relates to Pain.7 Don’t paint seagulls in your prospect’s

picture.7 Let the prospect touch the product.7 If prospect interrupts, stop the

presentation and listen.7 Don’t get creative. Work off the

prospect’s responses. 7 Don’t be afraid to abort.

www.sandler.com

FULFILLMENT

Review 7 Presentation 7 Close 7 Confirmation

Pain 7

Only to the pain(s) that the prospect has

7

On a scale of 1 to 10, is prospect at 10?

7

When prospect is at 10, as “What would you like me to do now?”

Budget 7Sell today, educate tomorrow

7If not, continue presentation

7 Prompt the prospect

Decision Process 7 Validate, 100? 7 7 7 7 Congratulations!

Ultimate contract on commitment to decision©

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ELEMENTS OF POST-SELL1. Prevents buyer’s remorse • Buyer’s remorse • Competition • I ncumbent vendor

2. Establishes ground rules for the future

• Up-Front Contract on what happens next.

3. Obtain future business and referrals.