7 Steps Sales Presentation
7 Steps Sales Presentation
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STEP 6: The Close
© Lloyd Lofton– 2014 http://lloydlofton.com/
7 Steps Sales Presentation – STEP 6: The Close 865-776-7632
Lloyd Lofton has 30 years of door-to-door, call center; business-tobusiness and needs based selling experience. He is a successful business leader who has led large sales distributions who produced 50 million or more a year in sales, who has led recruiting efforts that resulted in hiring more than 2,000 sales professionals in one year and who has trained hundreds of managers, from field sales leaders to executive level leaders.
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Copyright © 2014 by Lloyd Lofton All rights reserved. No part of this publication may be reproduced, distributed, or transmitted in any form or by any means, including photocopying, recording, or other electronic or mechanical methods, without the prior written permission of the publisher, except in the case of brief quotations embodied in critical reviews and certain other noncommercial uses permitted by copyright law.
© Lloyd Lofton– 2014 http://lloydlofton.com/
7 Steps Sales Presentation – STEP 6: The Close 865-776-7632
The needs have been identified, the solutions presented, a [price/cost/rate] has been agreed upon. Now all that is left is Step 6: The Close, along with the completed [contract/application/order]. You need to continue focusing on your relationship skills and completing the [contract/application/order] during this step. The Close can have a powerful impact in enhancing (or undermining) the relationship you have built up to this point. Focusing on using the skills provided in this lesson will help you achieve a successful sale.
Reinforce Prospect Decisions Explain Application/Underwriting Process
Building the relationship means taking the extra time to reinforce the prospect’s decisions and involve the prospect in the entire [contract/application/order] process. Make sure you are thorough in any explanations. Do not leave the prospect guessing or feeling confused. Reinforce Prospect Decisions As a sales person, once you realize you have gained the prospect’s confidence; your natural instinct might be to rush into the [contract/application/order] process. You have this sale! You are on your way to your next commission! Only minutes to go! At every step in the presentation use reinforcement to support the prospect feeling of confidence and being supported in the decisions the prospect makes Explain [Contract/Application/Order] Acceptance Process From a sales person’s perspective, you know completing the [contract/application/order] and collecting the check is only the beginning of the process.
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Your responsibility to the prospect is to protect their [sales/inventory/service] while building a relationship of trust and respect. Building the relationship means explaining all relevant information including the overall [acceptance/service/delivery] process. Your explanations can help avoid confusion or surprise should the prospect receive a call or additional forms in the mail. Discuss future [price/cost/rate] increases with your prospect. Be honest about [price/cost/rate]. Being honest now prevents a damaged relationship in the future. © Lloyd Lofton– 2014 http://lloydlofton.com/
7 Steps Sales Presentation – STEP 6: The Close 865-776-7632
Handling Objections You need to examine the completed [contract/application/order] to ensure it is correct and complete. It also provides you with an opportunity to make sure the [price/cost/rate] is based on correct [product/service/plan] purchased and the features agreed upon.
Step 6 Key Phrase: THE CLOSE: “All I need is your authorization in a few places.” It is at this time you set up Step 7: The Introductions and state the second part of Step 6: Key Phrase: “Please make your check payable to [your company
name].”
If you are working with a couple or two people, state the second part of the
Step 6: Key Phrase to the person who is not signing the contract/application. Next, ask the person who is writing the check:
Suggested Phrase: “While you are doing that would you also please get your address book?” As you state the suggested phrase lay your business card on the table. When the prospect brings their checkbook and address book to the table, reposition the [contract/application/order] (if working with two people) to the second person and repeat the Step 6: Key Phrase: “All I need is your authorization in a few places.” Exchange the check for your business card. Ask the person who gave you the check to please enter your contact information in their address book for future use in case they have a question or concern. Hand the prospect the [product/service/plan] brochures. Do not forget to include ancillary value and preauthorization brochures as applicable. Put all the [contracts/application/plan] paperwork and check together and set aside. At this point you should have already handled any objections that have come up. If any new objections or an objection you thought had already been handled arise, it may be because you moved through the steps too fast or missed a step. NOTES:
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____________________________________________________________________ ____________________________________________________________________ ____________________________________________________________________ © Lloyd Lofton– 2014 http://lloydlofton.com/
7 Steps Sales Presentation – STEP 6: The Close 865-776-7632
If no objections have come up until now, you need to use the material in Topic 2: Handling Objections for Step 5: The Pre-close. The idea of answering objections is to:
Provide enough information for the prospect to make a buying decision TODAY.
Provide you with enough information to assist the prospect in making a buying decision TODAY.
Rebuttal Key Phrases: THE CLOSE
Prospect: “I think I want to think it over/shop around.”
Rebuttal Key Phrase 1: “Obviously you have a reason for feeling that way. Do you mind if I ask what it is?”
Rebuttal Key Phrase 2: “I understand how you feel. A lot of my customers felt the same way when I first talked with them.”
Follow-up Phrases: THE CLOSE Follow-up Phrase 1: “Specifically what are you going to think about, the features, the benefits or the cost?”
Follow-up Phrase 2: “Let us run a clearance and get the process started to protect your ability to qualify while you still have a choice to shop around.”
Follow-up Phrase 3: “The only time you can apply for this protection is when your
business is in good financial health. Let us authorize [your company name] to review your company credit to see if you qualify.”
Follow-up Phrase 4: “I think you are making a sound and informed decision. Let us take care of the contract/application and get you approved!” NOTES: _______________________________________________________________________ _______________________________________________________________________ _______________________________________________________________________
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_______________________________________________________________________ _______________________________________________________________________
© Lloyd Lofton– 2014 http://lloydlofton.com/
7 Steps Sales Presentation – STEP 6: The Close 865-776-7632
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STEP 6: The Close
© Lloyd Lofton– 2014 http://lloydlofton.com/
7 Steps Sales Presentation – STEP 6: The Close 865-776-7632
Lloyd Lofton has 30 years of door-to-door, call center; business-tobusiness and needs based selling experience. He is a successful business leader who has led large sales distributions who produced 50 million or more a year in sales, who has led recruiting efforts that resulted in hiring more than 2,000 sales professionals in one year and who has trained hundreds of managers, from field sales leaders to executive level leaders.
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Copyright © 2014 by Lloyd Lofton All rights reserved. No part of this publication may be reproduced, distributed, or transmitted in any form or by any means, including photocopying, recording, or other electronic or mechanical methods, without the prior written permission of the publisher, except in the case of brief quotations embodied in critical reviews and certain other noncommercial uses permitted by copyright law.
© Lloyd Lofton– 2014 http://lloydlofton.com/
7 Steps Sales Presentation – STEP 6: The Close 865-776-7632
The needs have been identified, the solutions presented, a [price/cost/rate] has been agreed upon. Now all that is left is Step 6: The Close, along with the completed [contract/application/order]. You need to continue focusing on your relationship skills and completing the [contract/application/order] during this step. The Close can have a powerful impact in enhancing (or undermining) the relationship you have built up to this point. Focusing on using the skills provided in this lesson will help you achieve a successful sale.
Reinforce Prospect Decisions Explain Application/Underwriting Process
Building the relationship means taking the extra time to reinforce the prospect’s decisions and involve the prospect in the entire [contract/application/order] process. Make sure you are thorough in any explanations. Do not leave the prospect guessing or feeling confused. Reinforce Prospect Decisions As a sales person, once you realize you have gained the prospect’s confidence; your natural instinct might be to rush into the [contract/application/order] process. You have this sale! You are on your way to your next commission! Only minutes to go! At every step in the presentation use reinforcement to support the prospect feeling of confidence and being supported in the decisions the prospect makes Explain [Contract/Application/Order] Acceptance Process From a sales person’s perspective, you know completing the [contract/application/order] and collecting the check is only the beginning of the process.
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Your responsibility to the prospect is to protect their [sales/inventory/service] while building a relationship of trust and respect. Building the relationship means explaining all relevant information including the overall [acceptance/service/delivery] process. Your explanations can help avoid confusion or surprise should the prospect receive a call or additional forms in the mail. Discuss future [price/cost/rate] increases with your prospect. Be honest about [price/cost/rate]. Being honest now prevents a damaged relationship in the future. © Lloyd Lofton– 2014 http://lloydlofton.com/
7 Steps Sales Presentation – STEP 6: The Close 865-776-7632
Handling Objections You need to examine the completed [contract/application/order] to ensure it is correct and complete. It also provides you with an opportunity to make sure the [price/cost/rate] is based on correct [product/service/plan] purchased and the features agreed upon.
Step 6 Key Phrase: THE CLOSE: “All I need is your authorization in a few places.” It is at this time you set up Step 7: The Introductions and state the second part of Step 6: Key Phrase: “Please make your check payable to [your company
name].”
If you are working with a couple or two people, state the second part of the
Step 6: Key Phrase to the person who is not signing the contract/application. Next, ask the person who is writing the check:
Suggested Phrase: “While you are doing that would you also please get your address book?” As you state the suggested phrase lay your business card on the table. When the prospect brings their checkbook and address book to the table, reposition the [contract/application/order] (if working with two people) to the second person and repeat the Step 6: Key Phrase: “All I need is your authorization in a few places.” Exchange the check for your business card. Ask the person who gave you the check to please enter your contact information in their address book for future use in case they have a question or concern. Hand the prospect the [product/service/plan] brochures. Do not forget to include ancillary value and preauthorization brochures as applicable. Put all the [contracts/application/plan] paperwork and check together and set aside. At this point you should have already handled any objections that have come up. If any new objections or an objection you thought had already been handled arise, it may be because you moved through the steps too fast or missed a step. NOTES:
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____________________________________________________________________ ____________________________________________________________________ ____________________________________________________________________ © Lloyd Lofton– 2014 http://lloydlofton.com/
7 Steps Sales Presentation – STEP 6: The Close 865-776-7632
If no objections have come up until now, you need to use the material in Topic 2: Handling Objections for Step 5: The Pre-close. The idea of answering objections is to:
Provide enough information for the prospect to make a buying decision TODAY.
Provide you with enough information to assist the prospect in making a buying decision TODAY.
Rebuttal Key Phrases: THE CLOSE
Prospect: “I think I want to think it over/shop around.”
Rebuttal Key Phrase 1: “Obviously you have a reason for feeling that way. Do you mind if I ask what it is?”
Rebuttal Key Phrase 2: “I understand how you feel. A lot of my customers felt the same way when I first talked with them.”
Follow-up Phrases: THE CLOSE Follow-up Phrase 1: “Specifically what are you going to think about, the features, the benefits or the cost?”
Follow-up Phrase 2: “Let us run a clearance and get the process started to protect your ability to qualify while you still have a choice to shop around.”
Follow-up Phrase 3: “The only time you can apply for this protection is when your
business is in good financial health. Let us authorize [your company name] to review your company credit to see if you qualify.”
Follow-up Phrase 4: “I think you are making a sound and informed decision. Let us take care of the contract/application and get you approved!” NOTES: _______________________________________________________________________ _______________________________________________________________________ _______________________________________________________________________
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_______________________________________________________________________ _______________________________________________________________________
© Lloyd Lofton– 2014 http://lloydlofton.com/
7 Steps Sales Presentation – STEP 6: The Close 865-776-7632
