closing the sale
Post on 19-May-2015
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Session 6: Close
Initial State:Stalled
Goal State:Sold
TIGER QUEST SALES SYSTEMProspect’s Initial State
Salesperson’s Action
Prospect’s Goal State
Resistant 1. T.I.G.E.R. Tools Engaged
Unsure 2. Set Agenda Relaxed
Content 3. Find Pain Afraid
Anxious 4. Offer Solution Excited
Undecided 5. Trial Close Convinced
Stalled 6. Close Sold
“A proposal is an agreement to do
business”
EVENTO
A close like a cake must have –
ingredients, sequence,
temperature, & time
“Either you sell them on YES or they sell you on NO”
Never ask
“Never bet the grocery money”
“The close is the beginning of a relationship”
“People don’t like to be sold,
but they love to buy.”
Step One: Assumptive Close
Step Two: Alternative Choice Close
Step 3: Impending Event Close
“Ask for the order and shut up”
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