1. 12-1 Chapter 12 Closing the Sale: The Power of Negotiating to Win

2. 12-2 Video Ride-Along The video Closing the Sale features Lisa Peskin, Sales Trainer at Business Development University She shares her insights on how to close a sale and discusses how a ‘quick’ no is next best to a yes To view the video, Closing the Sale: http://www.youtube.com/watch?v=zQfqcobi3ms http://www.youtube.com/watch?v=zQfqcobi3ms

3. 12-3 Closing the Sale Close: Consummation of the sale when the prospect agrees to the purchase Closing: Bringing the sale to fruition or getting the sale

4. 12-4 Closing Time Closing is an ongoing series of events that occurs throughout the selling process Since closing is not a definitive part of the selling process, you effectively get the order using a trial close The difference between a trial close and a close – trial close asks for an opinion, whereas a close asks for a decision

5. 12-5 What the Close Is Not? It is not a high-pressure exchange between seller and buyer It is not a time when the salesperson resorts to trickery, manipulation, or other unsavory tactics just to get a sale

6. 12-6 “Always Be Closing” (ABC) or “Always Be Opening” (ABO)? When you close too soon, the customer thinks that the process is over and mentally moves on to something else At this stage, ask exploratory questions – Understand what the customer needs and how to meet those needs Focusing your selling efforts in the ABO way makes it easier to sell additional products and services to existing customers

7. 12-7 Always Be Opening The video The Secret of Closing features Sales Guru Jeffrey Gitomer He explains the meaning of ‘quit closing the sale’ To view the video, Closing the sale: http://www.youtube.com/watch?v=XGmKNSj8F64 http://www.youtube.com/watch?v=XGmKNSj8F64

8. 12-8 When to Close When the prospect displays positive body language and interaction When the prospect asks questions After you handle an objection

9. 12-9 Types of Closes Direct request close Benefit summary close Assumptive close Alternative-choice close Compliment or vanity close Combination close

10. 12-10 Types of Closes The video Assumptive and Alternative Choice Closes features Lisa Peskin Sales Trainer at Business Development University She discusses the assumptive close and the alternative-choice close and how both can be effectively used To view the video, Assumptive and Alternative Closes: http://www.youtube.com/watch?v=a--98uNWob0 http://www.youtube.com/watch?v=a--98uNWob0

11. 12-11 Closing Complex Sales Complex sale: Sale of a high-value product or service (usually over $100,000) Four phases of closing a complex sale: – Discover – Diagnose – Design – Deliver

12. 12-12 Negotiate to Win-Win-Win Successful negotiation - Delivers a mutually beneficial solution to all parties and are collaborative in nature Collaborative negotiating depends on: – Building trust – Gaining commitment – Managing opposition

13. 12-13 The Three Elements of Negotiation Information Power Time

14. 12-14 Steps of the Negotiation Process Click below to view full-size

15. 12-15 Learn from the Master The video Negotiate This features Herb Cohen, celebrated Speaker and Negotiator He discusses some powerful negotiation techniques To view the video, Negotiate This: http://www.youtube.com/watch?v=Kb-s2qTQa4M