1 Welcome to Sales Module 14 in The Web-Based Sales Improvement Program from Greg Bennett and SalesTrainingTV Sales Module 14

2 The “VAULT” Chamber – Closing the Deal Sales Module 14 LobbyMoney PresentationDecisionVault

3 Sales Module 14 Vault This is where we CLOSE…and closing should mean for a DECISION, not necessarily a YES…so it really should be CLOSURE Closing for a NO, can be productive as well…you get reality which you can turn, or you get out and on to someone else. What else is there besides YES or NO for today? We can’t forget about the natural tendencies of the client if we leave them alone…the rock rolls into the Neutral Zone Use SILENCE at the point of closing…the pressure comes from the silence

4 Sales Module 14 Effective Closing Statements; Basic…softer closing statements; “Did you want to go ahead with this?” “Shall we write this up?” “Is there anything stopping us from moving ahead?’ “Which one of those options would you prefer?” More aggressive…more like a “doctor” ; “Let’s get started with this one…shall we?” “My recommendation is that you go with number two…your thoughts…” “Lets do this….” “Here’s what I’d like you to do…” DECIDING WHICH CLOSING STATEMENT TO USE HAS TO DO WITH YOUR RELATIONSHIP WITH THE CLIENT…YOUR PERSONALITY … & EACH PARTICULAR SITUATION

5 Sales Module 14 Mistakes People Make in Closing: 1.They just don’t do it…they think client’s will close themselves (mainly because they want to be LIKED) 2.The don’t OPEN the call announcing that we’re going to CLOSE…so it’s a surprise and clients do what they always do…lie or use deception 3.They believe what the clients are saying…always wanting to hear only positive things…being very afraid of NO 4.They invite themselves out…defusing the pressure…”Tell you what…let me go back and work up some numbers and then we’ll get together next week”. Clients LOVE when we do this 5.IN A REMOVED-DECISION MAKER SITUATION THEY DON’T CLOSE THE ONE THEY’RE WITH…THEY JUST ASSUME THEY’RE CLOSED!! (More on this coming up)

6 Sales Module 14 Mistakes People Make in Closing, continued 2: 6.They talk waaaaaaaaaayyyyyyyyy too much…they don’t let the pressure of silence drive the sale 7.They are afraid to walk out with a NO and prefer to walk away with the false hope of a MAYBE It makes them feel better They keep someone alive in the pipeline (though not really) They don’t have to replace this person by prospecting They like having good stories to report when they come back from the sales call