Sales Strategizing
In depth sales training.
The Process: Greet → Qualify → Pitch → Close
- Greet
- Greet in person
- Greet on phone
- Greet in email or message
- Qualify
- Purpose of qualifying
- How to qualify
- Objective of qualifying
- QAQ
- Pitch
- Pitching fitting options based on their answers
- Good / Better / Best
- Close
Closing Techniques
- Assumptive close — Assume the customer plans to purchase and encourage them with positive, reassuring remarks.
- Puppy dog close — Allow buyers to test a product or service before agreeing to close a deal. Offering a more lenient return policy.
- Scale close — Take the prospect's temperature by simply asking point-blank how interested they are. (Ex: "On a scale of 1 to 10...")
- Summary close — Summarize various things a potential client wants with the outcome they're looking for, then ask for the sale.
- Takeaway close — Give your potential client a limited period to make a decision before the offer no longer stands.
- Ask for offer or offer next step — Break the sale process into smaller steps such as asking for a customer's social media, email, phone number, then asking to schedule a call or appointment.
- Lack of objections — Directly ask for the sale, emphasizing the benefits and addressing minor lingering questions.
- Sharp angle close — Agree to the demands made by the prospect but in return, ask them to close the deal then and there.
- Limited-time offers — Increase the customer's feeling of urgency. Encourages them to act quickly.
- Now-or-never close — Hurry them up with a one-off deal. With less time to reflect or seek alternatives, they have to choose.
- Question closes — Ask a question like "Does this sound like a solid solution to x problem?" to close the deal or identify what is holding them back.
- Something for nothing close — Offer something of value at a reduced price or for free to get the customer to take action.
Overcoming Objections
- Finding solutions (layaway, finance, other options, trades)