In Episode 10 of Close the Deal Without Selling
Hosted by Communications & Sales Educator, Ike Krieger
Episode Coupon Code : CAPABILITY
- When a prospect isn't sure of their budget you can use bracketing. (Pg.295)
- Give the prospect two separate ranges of figures.
- Ask them which of the two is most closely in line with what they’d be comfortable spending?
- If your prospect is reluctant to share a budget amount,
- You didn’t do a good enough job of setting your MBAs.
- You didn’t do a good job uncovering the problem, or,
- You’re dealing with a problem client.
- Get rid of discounting as a selling strategy forever.
- Find out the details of the paying process.
- The C. in Q.U.I.C.K uncovers your prospect's capability to spend the money to solve the problem. (pg. 299)
- Discover if the person you're interviewing has to take your information to other decision makers. Would that person move ahead with you if were up to them alone?
- Upon completing the C. in Q.U.I.C.K. ask permission to recap the entire conversation.
- Revisit everything from the problems, to the money, to the decision-making process.
- Verify that you both heard the same things.
- Upon completing the C. in Q.U.I.C.K. it’s time for the best system-based closing question.
- “What’s our next step?”
- Use your presentation as your “close.”
- The K. in Q.U.I.C.K. gives your prospect the opportunity to share how they believe your product or service will solve their problem. (Pg.301)
- The K. section is as important to the success of the system as the other sections.
- This is a top-down system. Management must have buy-in.
Episode Coupon Code : CAPABILITY
Guidelines for The Easier Way to Sell
Get a copy of these guidelines in the ACTION GUIDE PREVIEW
Go to ACTION GUIDE Preview
(Pg. 15)
- Seek the truth
- Just because you believe something is true… that doesn’t make it true. It just makes it true for you.
- We’re all in sales
- Nobody likes to be sold to, but you have to sell to live.
- Shift your truth about selling and self-promotion.
- Talk Less… Sell More™
- Give up the notion that to inform is to sell.
- Get information… Don’t give it.
- Interview rather than present
- Think like a doctor
- Examine, and Diagnose before you prescribe.
- Remain curious, authentic, and neutral.
- Be a problem solver
- What is a problem?
- What is business?
- What is closing?
- Know the problem you solve
- People don’t care about what you do… all they care about is what you can do for them.
- People want you to help them get what they want.
- Be a trusted guide
- If prospects knew how to get to their destination on their own, they would.
- Be a navigator.
- Be an expert questioner
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