2. CLOSING

3. A Member Service From Your

4. Agenda for The Closing Zone  Suggest three new ways to think about closing  Examine “The Closing Continuum”  Give you 7 pre-meeting planning questions  Look at the 5 Phases of the sales process  Consider the role attitude and belief play in closing  Understand the 3 principles of persuasion  Learn 3 low-pressure closes that work  Discover a powerful way to start your proposals and close more of them

5. Closing

6. Better words for “closing” Confirm the order Implement the plan Open the business relationship

7. The “Closing Continuum” No Sale Continuation Advance Order

8. There are “degrees” of closing Get a renewal Get the first the order Get date for decision Plan next step Have the first meeting Get on advertiser’s radar Seed with articles Get a referral/introduction Invite to station event Have first sales conversation Demonstrate understanding Make presentation Ask for the business Send thank you note Implement service plan

9. Pre-Flight Checklist Professional Consistent Safety

10. Pre-Meeting Checklist  At what stage of the sales process am I with this prospect?

11. Leads and Targeted First Meeting Information Phase Stages of the Selling Process You need different pre- meeting plans and strategies for different stages of the selling process. Decision Presentation

12. Pre-Meeting Checklist  At what stage of the sales process am I with this prospect?  What can I read, research or do to have a Level 3 “moment” with this advertiser?

14. Pre-Meeting Checklist  At what stage of the sales process am I with this prospect?  What can I read, research or do to have a Level 3 “moment” with this customer?  If this meeting is successful what will happen?

15. “It was a great meeting.”  A “great meeting” refers to a pleasant conversation with a prospect at the end of which no business was done.

16. Pre-Meeting Checklist  At what stage of the sales process am I with this prospect?  What can I read, research or do to have a Level 3 “moment” with this customer?  If this meeting is successful what will happen?  What questions will I ask?

17. Pre-Meeting Checklist  At what stage of the sales process am I with this prospect?  What can I read, research or do to have a Level 3 “moment” with this customer?  If this meeting is successful what will happen?  What questions will I ask?  What will I ask the advertiser to do?

18. Pre-Meeting Checklist  At what stage of the sales process am I with this prospect?  What can I read, research or do to have a Level 3 “moment” with this customer?  If this meeting is successful what will happen?  What questions will I ask?  What will I ask the advertiser to do?  What is my fallback position if answer is “No?”

19. How can I manage this sale? Overriding question

20. RESULTS

21. Evolution of Selling Mindset Era 1:Persuade Era 2: Solve Problems Era 3: Become a source of business advantage Source: Jeff Thull, Exceptional Selling, How the Best Connect and Win in High Stakes Sales

22. Low Pressure Close #1  I would like to have you as an advertiser? May we get started? --- Bob Bly Zero Pressure Selling

23. RESULTS

24. Low Pressure Close #2  Where do we go from here?

25. Ethos... Logos... Pathos Aristotle’s Principles of Persuasion

26. The Three “Vibes” I’m glad to be here I know what I’m talking about I LOVE what I’m doing

27. Tony Allesandra’s take... “The confirming process is analogous to asking someone to marry you. If you were worried about the answer, you wouldn’t ask. Obviously the question would be premature. The decision to marry is the outcome of a mutually developed relationship.”

28. Tony Allesandra’s take (cont.) “Usually the issue has been discussed before the question is formally asked. When it is asked, it is a rhetorical question that simply serves to crystallize and romanticize already understood feelings.”

29. Proposal A Marketing Partnership between Q-106 and Octopus Car Wash Presented by Theodore Knupp May 11, 2010

30. Getting Do-It-Yourselfers to Become Octopus Car Wash Converts Soaking It To Your Biggest Competitor

31. Low Pressure Close #3  Once you bless this what happens (next)?

32. Agenda for The Closing Zone  Suggest three new ways to think about closing  Examine “The Closing Continuum”  Give you 7 pre-meeting planning questions  Look at the 5 Phases of the sales process  Consider the role attitude and belief play in closing  Understand the 3 principles of persuasion  Learn 3 low-pressure closes that work  Discover a powerful way to start your proposals and close more of them

33. CLOSING

34. Is as Useless as a Parachute That Opens on the First Bounce Training That Doesn’t Change Your Behavior Chris Lytle chris.lytle@sparque.biz 312-226-9920 x202