1 negotiating and closing the deal colleen francis engage selling solutions
TRANSCRIPT
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Negotiating and Closing the Deal
Colleen FrancisEngage Selling Solutions
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Yesterday = Making a Sale
Prospect Research Qualify Develop
Solution Present Close
100% Sales 70% Sales 50% Sales
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Today = Facilitating a Buying Decision
Research Prospect Qualify Develop Solution Present Close
100% Prospect 50% Prospect 40% Prospect
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How Buyers are Engaging
Informal info gathering = 78%
Peer Engagement = 59%
Industry conversation = 48%
Anonymous research = 44%
Posted Questions online = 37%
Social media contact = 20%
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How Executives are Engaging
Informal info gathering = 90%
Peer Engagement = 69%
Industry conversation = 58%Anonymous research = 44%
Posted Questions online = 37%
Social media contact = 65%
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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
Number of “closes”
How many clients have
bought
How many sales reps have given
up1 1% 5%
2 5% 15%
3 10% 95%
4 30%
5+ 54%
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The Sales Trap
Q1 Q2 Q3 Q40
20
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60
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100
120
Closing
Quo
ta A
ttai
ned
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The Sales Trap
Q1 Q2 Q3 Q40
20
40
60
80
100
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ClosingProspecting
Quo
ta A
ttai
ned
Elevate your Status
Who you
know
Like Trust
Expert Proof
Sale!
© Engage Selling Solutions Inc. 1-877-364-2438
Who Knows
You!
Like Trust
Expert Proof
Sale!
Elevate to Rock Star Status
© Engage Selling Solutions Inc. 1-877-364-2438
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Competitive65%
Distinctive25%
Breakthrough10%
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Nurturing the decision maker or group of decision
influencers who were responsible for the initial sale, at the expense of all
other relationships.
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Increasing Value. Decrease Price Sensitivity
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Account Domination = The continual creation of
new relationships inside an account while providing
multiple value added services.
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Closing starts with M(3)
What is your minimum?
What is your move forward?
What is your
maximum?
Closing Starting Point
Client Meeting Min Max Move 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
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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…
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Present a mock proposal Face to face or telephone walk through Include their feedback for the final
presentation
Being Prepared to Close Every Sale
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Hold ‘em
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The Knowledge Trap
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…And Repeat
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The only value that matters is the value that matters to your
customer
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Options Not Discounts
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Two Critical Lists
1. What will you offer instead?
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No Free Gifts
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Two Critical Lists
1. What will you offer instead?2. What will you ask for in return?
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No Free Gifts