STAFF DEVELOPMENT – PART 5 Closing the Sale

TECHNIQUES & TOOLS FOR EFFECTIVE CONVERSATIONS PART IVBob Bedford

July 6, 2015

REFRESHER What is the definition of value? The worth the client assigns to your products or services What is the second most powerful 2 letter word? “If” Can someone provide me an example of a playback? What is the desired size of the overlapping section of

customer needs and Resolute products/services?As Big as possible

What is the 3 step process for delivering your solution? Who? What? How?

“When we talked previously you told me that studying the Bible in more depth was important to you. Each week as part of our Cohorts we utilize a method known as the inductive approach to study and it provides for a deep and eye opening method to getting the most out of God’s word which I know you will appreciate.”

GOING FOR THE CLOSE…

Breath - Relax, “worst” thing that can happen is that they say “no”

Be Confident - Use the “3 step delivery” -

Be Prepared - Clearly be able to articulate the customer needs and have them matched with your benefits, services, etc.,

The 3 B’s

So, are you ready to move forward?

Given what we’ve talked about, which Cohort works best for you?

As we’ve just seen, our program really is an ideal fit for the needs you communicated to me, so let’s talk about getting you enrolled/signed up, etc.

No One “Right” Answer, BUT You Need To Ask

WHAT NOW?

Offer Evidence Facts & Figures Testimonials Success Stories

DecisionYES

Complete ApplicationEnroll / Update CRMFollow Up w/Client

No / Unsure

DecisionYES

NO

HANDLING OBJECTIONS

“If I was able to find a Cohort for you that met on Saturday, and I’m not saying that I could, is there anything else stopping you from moving forward?”

Determine – Reality vs Fiction

Clarify – Get under the hood “I don’t have the time” – what does that really mean? Work, other groups a priority, family, etc.

Eliminate – ResolveUse a playback to restate the follow up/action items

Reiterate the needs being met, excitement to move forward, benefits achieved

Set time and method for next contact