Closing the Deal Selling yourself and your services at the meeting

First 7 Seconds Experts say that when two people meet for the first time, each will make 11 decisions about each other in the first 7 seconds. –Educational Level –Economic Level –Perceived Credibility, Believability, Competence, and Honesty –Trustworthiness –Level of Sophistication –Role Identification –Level of Success –Political Background –Religious Background –Ethnic Background –Social/Professional/Sexual Desirability

Preparation Mental Preparation –Tune out the outside world and tune in your prospects –Assume that people will always put up barriers –Mental preparation begins in the car Or, if you are meeting at your office, you should be mentally prepared long before your prospect arrives. Be On Time: –Punctuality is a basic prerequisite to a professional business. –Being on time develops a positive first impression with the prospects. –Being late to a sales appointment begins a relationship with a lie and creates an objection that could have been avoided.

Introduction Consider where you meet your clients –Office, Their Home, Neutral Location (Venue) Appearance, appropriate to your clients Professionalism –Make eye contact –The way you carry your body –How you address them for the first time Use their first names The first few minutes are critical –Discuss any topic other than DJ services –Control the conversation with positive questions

Qualify the Lead This is a circular process –Ask open ended questions Why are you considering DJ services now? Who referred you to my DJ Service? What experience have you had with other DJ services? What do you expect from a DJ Service? What do you want from a DJ Service? –Questions should directly relate to your clients needs –Listen to your client’s answers –Then ask more detailed questions

Propose a Solution Proper time investment is critical. –Don't be in a hurry to get to the "presentation." Present how your service meets the needs and wants of your clients –Match up your strengths to your clients needs –Whenever possible use stories of past experiences that relate to the current situation This is a circular process. Make sure you qualify before presenting solution Develop a rapport with the client in order to change the conversation away from price.

The Close Most sales people try to close before customers are ready Hard Close –What will it take to make you sign today –Sandler System Soft Close –Create a sense of urgency “My dates tends to book quickly” No Close –Get to the point that what you want, they also want –Present how they can book your services

Consequences Overcoming fear of committing Consequences could be that if they don’t book you, their event could be a disaster Most of the time they will blame you Take ownership of this process, it will enhance sales and change business