six secrets-to-closing-sale
TRANSCRIPT
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360salesconsulting.com
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Hello, I’m Benjamin Brown
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Connect with Benjamin Brown+1 (863) 274-3898
https://calendly.com/ben-33/get-started
Skype: Ben.Brown.463
Visit my Calendly. Pick a time when it’s convenient for you.
Connect with me on
https://www.linkedin.com/in/360sales
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Co-host Gabriela “Gaby” Yanez
www.MindshareResources.com
Physical and Cyber Security Training
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Connect with Gabriela Yanez
Connect with me on
https://calendly.com/gaby-yanez-security-training
Tel: +1 (727) 596-6216
Visit my Calendy. Pick a time when it’s convenient for you.
www.linkedin.com/in/gabrielayanez
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Let’s Get Started
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• Submit your text questions and comments using the Questions Panel
• I may ask You a question
• Raise your hand to answer “Yes” or Affirm”
Your Participation
For Webinar: Submitting Questions and Answers
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Survey• Following this webinar, you will receive a Survey Request.
• Your feed back is very important to us.
• Please look for it in your email InBox or Spam box.
• Reply with your feedback as soon as you can.
• Thank you in advance.
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PleaseTurn-off Distractions
Take notes
Stay Hydrated
Get in a Peak State
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We will be moving Fast
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Put Away Your Credit Card
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I will offer my Help !
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Six Secrets to Closing the Sale
Presented by
Benjamin Brown
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6 Secrets to Closing the Sale
1. Getting Prepared2. Connect and Relate3. Qualify4. Emotional Triggers5. Set up your Offer6. Closing
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Let's Streamline
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Sales
• Nothing happens until a Sale is made.– People buy goods and services and that helps the economy.
• Sales is a SKILL .
• Sales skills don’t always come naturally.
• Sales skills need to be taught and practiced to be effective.– Learn it– Know it– Practice it
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Why aren't you Obtaining Your Sales Goals?
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Does this sound Familiar? Afraid of sounding too Salesy
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Does this Sound familiar?Fear of Low Sales?
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Feeling alone and confused about your
sales?cc: CollegeDegrees360 - https://www.flickr.com/photos/83633410@N07
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Are you uncomfortable with your Sales Skills?
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Does any of this sound familiar?
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What's the Problem?
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Lack of Sale Skills
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No Sales Confidence
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Frustration
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Disconnect with Clients
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How much does that Relate to you !
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All of that Causes:
Stresscc: tim caynes - https://www.flickr.com/photos/70021771@N00
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It Causes:Problems in your personal life
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So what do you need to do?
It's not Doing more Marketing.
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Clear Minded
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Focused
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Determined
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What would it feel likeif you had all this working for you?
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► More Money!
► More Quality of Life!
► More time with Family!
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LET’S DIVE IN
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Step 1Getting Prepared
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Lack of Confidence
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Physically Prepared
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Mentally Prepared
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Well Versed in Product Knowledge
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Proper planning prevents Poor Performance
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Proper Planning
• Leads to selling more clients
• And you will be less stressed and MORE confident.
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You have Two Choices
• Keep everything the same
• Or learn to sell and become more clear minded
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Step 2Connect and Relate
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Never go into a sales call “cold”
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Build a Relationship with your Client
• 50% of Customers report –When Strong Relationships Exist They Buy and Buy again
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Do you want to learn how to Connect and Relate
with your potential Clients?
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You have Two Choices
• Continue selling at arms Length•
• Or Find out how to Connect More
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Step 3
Qualifycc: Stefan Baudy - https://www.flickr.com/photos/92454606@N00
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Spend Your TIME Wisely
• Work with potential clients that YOU NEED to work with.
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KNOW EXACTLY WHO YOU NEED TO TALK WITH
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Don’t proceed with your sales presentation if you aren’t speaking with a qualified prospect.
STOP
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You will have more time to work with Clients you
love!cc: eflon - https://www.flickr.com/photos/23094783@N03
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3 Major MistakesMade in Qualifying
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1. Not Asking Enough Questions
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Does your notebook Look like this?
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2. Assuming Answers
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2. Assuming Answers
• It is impossible NOT to make assumptions.
• BUT be careful about the assumptions you make.
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3. Fear of Asking Tough Questions
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Solution
• Best way not to make these mistakes is:
– Build a list of qualifying questions!1. …..?2. …..?3. …..?4. …..?
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Practice, Practice, Practice
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25% of leads are legitimate
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What is going to drive you to change your sales
skills?
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You have Two Choices
• Keep spending time with clients you cannot help
• Or find out upfront if you can help them and they may become a great client.
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Step 4Emotional Triggers
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Finding the real emotional reason they
want your product
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Validate the real problem. (Feed it Back to Prospect)
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It lets them know you can really help them
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Again, Build an Emotional Bond with Prospect
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Benefits of Bonding with Client
It helps keep the client’s attention through the sales process
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Studies show 71% of buyers that are sold on
personal value will end up Buying
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What will inspire you to work on your sales skills so you can be more confident?
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You have Two Choices
• Keep selling the way you're doing now
•Or sell with eagerness and help more potential clients
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Step Five:Set Up Your Offer
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Ask if they Want Their Problem Solved
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Some customersDon’t want problem Solved Bad Enough
News Flash
What then?
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The Bigger the Problem the More they want it Solved
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TimeYou cannot sell everyone
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Step 6The Close
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Time to Ask for the Sale
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Do it with ConfidenceAsk for the Money
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Now Stop and Listen• After you ask for the money…
Don’t Talk !
• FIRST ONE THAT TALKS LOSES!• Customer will tell you what you need to
hear.
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Get Coaching & Mentoring
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Get a Coach
• Everyone need a coach at sometime in their life.
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What do you Need Help with?
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Let's get RealIf your not hitting your sales goals and
lifestyle goals, there are 3 reasons:
1. Your model is bad2. You haven't taken action3. Or you stall-out when you hit
challenges
A Coach can help you with all 3
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A Coach can help you get Good Results!
• The right mentor has a proven system for getting you the results you want.
• They will support you and stay on you to make sure you take action, and overcome all of the sales challenges you face.
• Find the right mentor with a proven track record to help you get the results you want.
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Get Help• Get someone to help you execute these sales principles
• If you try to do it on your own, it may not work.
• And even if it does, you will waste money and possibly hundreds of hours re-inventing the wheel.
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You Have Two Choices
• Continue to work with frustration knowing you can produce more sales…
• Or become more confident and clear minded about your sales process.
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What is your unique situation?
• Are you stressed out about your sales? Are you stuck?
• Can’t figure out what you are doing wrong -- why you aren’t closing more sales?
• Do you lack confidence? Are you afraid to ask for the sale?
• Do you want to make great money and do it without sacrificing your quality of life?
• Lets Talk!
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Call Me. Let’s talk. No Charge.
• If you want to pump up your sales and you're ready to make a change. Call me. Let’s talk. AT NO CHARGE.
• Call me. FREE on SKYPE: Ben.Brown.463
• I will speak with you about how you can apply my Sales expertise to your business... AT NO CHARGE
https://calendly.com/ben-33/get-startedVisit my Calendly. Pick a time when it’s convenient for you.
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Thank you for participating !