Ep. 10|The Secret of the System #3

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

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(Pg. 15)

1. Seek the truth
   • Just because you believe something is true… that doesn’t make it true. It just makes it true for you.
2. 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.
3. Talk Less… Sell More™ 
   • Give up the notion that to inform is to sell.
   • Get information… Don’t give it. 
   • Interview rather than present
4. Think like a doctor
   • Examine, and Diagnose before you prescribe. 
   • Remain curious, authentic, and neutral.
5. Be a problem solver
   • What is a problem?
   • What is business?
   • What is closing?
6. 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. 
7. Be a trusted guide
   • If prospects knew how to get to their destination on their own, they would.
   • Be a navigator.
8. Be an expert questioner