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”