Presentation on theme: "1 Negotiating and Closing the Deal Colleen Francis Engage Selling Solutions."— Presentation transcript:
1 Negotiating and Closing the Deal Colleen Francis Engage Selling Solutions
2 Yesterday = Making a Sale Prospect Research Qualify Develop Solution PresentClose 100% Sales 70% Sales 50% Sales
3 Today = Facilitating a Buying Decision Research ProspectQualify Develop Solution PresentClose 100% Prospect 50% Prospect40% Prospect
4 How Buyers are Engaging
5 How Executives are Engaging
6 Other Numbers to be concerned about 35% - 63% of companies do not respond to phone or internet leads at all. Most companies attempt to reach the prospect an average of 1.29 times. Prime time is 8 to 9 a.m. and 4 to 5 p.m. = 150% more effective than 12 to 2 p.m. Average inside sales teams spend 2.19 hours on the phone a day 75% of trade show leads not followed up on
15 Account Domination = The continual creation of new relationships inside an account while providing multiple value added services.
16 Closing starts with M(3) What is your minimum? What is your move forward? What is your maximum? Closing Starting Point
Client MeetingMinMaxMove forward Currently using another Sod Review performance from previous year. Make offer to try RTF on one or several fields. Set a date for a proposal presentation Currently using RTF on a some courses Existing RTF customer considering other options M (3) Planning for Success
18 Testing the Waters: Staying in Control 1.Can I make a suggestion? 2.I’d like to make sure we get the agreement right the first time 3.Can we arrange a time to review the agreement in draft form on…
19 Present a mock proposal Face to face or telephone walk through Include their feedback for the final presentation Being Prepared to Close Every Sale
20 Hold ‘em
21 The Knowledge Trap
22 …And Repeat
23 The only value that matters is the value that matters to your customer
24 Options Not Discounts
25 Two Critical Lists 1.What will you offer instead?
26 No Free Gifts
27 Two Critical Lists 1.What will you offer instead? 2.What will you ask for in return?