1 Negotiating and Closing the Deal Colleen Francis Engage Selling Solutions

2 Yesterday = Making a Sale Prospect Research Qualify Develop Solution PresentClose 100% Sales 70% Sales 50% Sales

3 Today = Facilitating a Buying Decision Research ProspectQualify Develop Solution PresentClose 100% Prospect 50% Prospect40% Prospect

4 How Buyers are Engaging

5 How Executives are Engaging

6 Other Numbers to be concerned about  35% - 63% of companies do not respond to phone or internet leads at all.  Most companies attempt to reach the prospect an average of 1.29 times.  Prime time is 8 to 9 a.m. and 4 to 5 p.m. = 150% more effective than 12 to 2 p.m.  Average inside sales teams spend 2.19 hours on the phone a day  75% of trade show leads not followed up on

The world is owned by those who follow up

8 The Sales Trap

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Elevate your Status Who you know LikeTrustExpert Proof Sale! © Engage Selling Solutions Inc

Who Knows You! LikeTrustExpert Proof Sale! Elevate to Rock Star Status © Engage Selling Solutions Inc

12 Competitive 65% Distinctive 25% Breakthrough 10%

13 Nurturing the decision maker or group of decision influencers who were responsible for the initial sale, at the expense of all other relationships.

14 Increasing Value. Decrease Price Sensitivity

15 Account Domination = The continual creation of new relationships inside an account while providing multiple value added services.

16 Closing starts with M(3) What is your minimum? What is your move forward? What is your maximum? Closing Starting Point

Client MeetingMinMaxMove forward Currently using another Sod Review performance from previous year. Make offer to try RTF on one or several fields. Set a date for a proposal presentation Currently using RTF on a some courses Existing RTF customer considering other options M (3) Planning for Success

18 Testing the Waters: Staying in Control 1.Can I make a suggestion? 2.I’d like to make sure we get the agreement right the first time 3.Can we arrange a time to review the agreement in draft form on…

19  Present a mock proposal  Face to face or telephone walk through  Include their feedback for the final presentation Being Prepared to Close Every Sale

20 Hold ‘em

21 The Knowledge Trap

22 …And Repeat

23 The only value that matters is the value that matters to your customer

24 Options Not Discounts

25 Two Critical Lists 1.What will you offer instead?

26 No Free Gifts

27 Two Critical Lists 1.What will you offer instead? 2.What will you ask for in return?

28 No Free Gifts