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
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(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 The person asking the questions is the one that controls the communication.The one doing the talking usually dominates.People like to talk... so, help them talk.Ask Open-Ended Questions. Be an expert listener Listen with an intent to understand rather than an intent to replyLearn to shut down your response mechanism. Establish rules for the communication Establish Mutually Beneficial Agreements.Avoid “But, I thought you meant.” Uncover a “no” that was going to happen anyway Sometimes "no" means "no."Stop spending too much time trying to turn a real “no” into a yes. Give up the need to sell Heighten your commitment to sell.Eliminate the need to sell. Know your outcome If you don’t know where you’re going… that’s where you’ll end up.If you don’t know what you want… how will you know when you’ve got it? Maintain your outcome Maintain your outcome, not your position.Proving you’re “right” is unproductive. Invent the future The best way to predict the future is to invent it.Plan from the future backwards. Be intentional Do you want what you want… or do you just want to want it? Meet people at their model of the universe People like people who are like themselves.People buy from people they like and trust. Be interested rather than interesting Shut down your response mechanismListen, and ask questions. Avoid problem clients Trust your intuition.You’ve got enough problems with your non-problem clients. To take on a client that you know is going to be a problem… is insanity. Follow a system Most salespeople “wing it.”Use the Yes FormulaAchieve what you want more easily and more often.