CLOSING
A Member Service From Your
Agenda for The Closing Zone
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Suggest three new ways to think about closing
Examine “The Closing Continuum”
Give you 7 pre-meeting planning questions
Look at the 5 Phases of the sales process
Consider the role attitude and belief play in closing
Understand the 3 principles of persuasion
Learn 3 low-pressure closes that work
Discover a powerful way to start your proposals and close
more of them
Closing
Better words for “closing”
Confirm the order
Implement the
plan
Open the
business
relationship
The “Closing Continuum”
Order
Advance
Continuation
No Sale
There are “degrees” of closing
Get a renewal
Get the first the order
Get date for decision
Plan next step
Have the first meeting
Get on advertiser’s radar
Implement service plan
Send thank you note
Ask for the business
Make presentation
Demonstrate understanding
Have first sales conversation
Invite to station event
Get a referral/introduction
Seed with articles
Pre-Flight Checklist
Professional
Consistent
Safety
Pre-Meeting Checklist
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At what stage of the sales
process am I with this
prospect?
Stages of the Selling Process
You need
different premeeting plans
and strategies
for different
stages of the
selling process.
Leads and Targeted
First Meeting
Information Phase
Presentation
Decision
Pre-Meeting Checklist
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At what stage of the sales
process am I with this
prospect?
What can I read, research
or do to have a Level 3
“moment” with this
advertiser?
Pre-Meeting Checklist

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
At what stage of the sales
process am I with this
prospect?
What can I read, research
or do to have a Level 3
“moment” with this
customer?
If this meeting is successful
what will happen?
“It was a great meeting.”
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A “great meeting”
refers to a pleasant
conversation with a
prospect at the end of
which no business was
done.
Pre-Meeting Checklist




At what stage of the sales
process am I with this prospect?
What can I read, research or do
to have a Level 3 “moment” with
this customer?
If this meeting is successful what
will happen?
What questions will I ask?
Pre-Meeting Checklist





At what stage of the sales process
am I with this prospect?
What can I read, research or do to
have a Level 3 “moment” with this
customer?
If this meeting is successful what will
happen?
What questions will I ask?
What will I ask the
advertiser to do?
Pre-Meeting Checklist



At what stage of the sales process am I
with this prospect?
What can I read, research or do to have
a Level 3 “moment” with this customer?
If this meeting is successful what will
happen?

What questions will I ask?

What will I ask the advertiser to do?

What is my fallback position
if answer is “No?”
Overriding question
How can I manage this sale?
RESULTS
Evolution of Selling Mindset
Era 1:Persuade
Era 2: Solve
Problems
Era 3: Become a
source of
business
advantage
Source: Jeff Thull, Exceptional
Selling, How the Best Connect and
Win in High Stakes Sales
Low Pressure Close #1
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I would like to have you
as an advertiser? May
we get started?
--- Bob Bly
Zero Pressure Selling
RESULTS
Low Pressure Close #2
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Where do we go from
here?
Aristotle’s Principles of Persuasion
Ethos . . . Logos . . . Pathos
The Three “Vibes”
I’m glad to be
here
I know what I’m
talking about
I LOVE what I’m
doing
Tony Allesandra’s take . . .
“The confirming process is
analogous to asking
someone to marry you. If
you were worried about the
answer, you wouldn’t ask.
Obviously the question
would be premature. The
decision to marry is the
outcome of a mutually
developed relationship.”
Tony Allesandra’s take (cont.)
“Usually the issue has been
discussed before the
question is formally asked.
When it is asked, it is a
rhetorical question that
simply serves to crystallize
and romanticize already
understood feelings.”
Proposal
A Marketing Partnership between
Q-106 and Octopus Car Wash
Presented by
Theodore Knupp
May 11, 2010
Soaking It To Your Biggest Competitor
Getting Do-It-Yourselfers to Become
Octopus Car Wash Converts
Low Pressure Close #3
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Once you bless this
what happens (next)?
Agenda for The Closing Zone








Suggest three new ways to think about closing
Examine “The Closing Continuum”
Give you 7 pre-meeting planning questions
Look at the 5 Phases of the sales process
Consider the role attitude and belief play in closing
Understand the 3 principles of persuasion
Learn 3 low-pressure closes that work
Discover a powerful way to start your proposals and close
more of them
CLOSING
Chris Lytle
chris.lytle@sparque.biz
312-226-9920 x202
Training That Doesn’t Change Your Behavior
Is as Useless as a Parachute That Opens on the First Bounce