| This is the first of my series of 20 articles on | | | | you make your presentation. In addition you |
| Closing Sales and Becoming an All-Star Sales | | | | demonstrate that you're interested in him. It helps |
| Person. This article is an overview regarding how | | | | you build rapport and build credibility. |
| to structure a sales presentation. There are | | | | Step four, Present. Here is where you do most of |
| seven steps. Some you already know, so it will be | | | | the talking. This is where you provide a solution |
| a refresher or reminder. Some you know, but | | | | for your prospect's need. It's critical that you |
| didn't know that you knew it. This will make you | | | | create a desire on your prospect's part to have |
| more conscious and confident. The rest will be | | | | that solution otherwise, there is no point in going |
| brand new, and as such will excite and motivate | | | | any further. |
| you. | | | | Step five, Close. This is what it is all about. The |
| The new knowledge is a foundation for adding | | | | close generates action. Nothing happens until |
| new skills that you'll develop and this will increase | | | | something gets sold. You must ask a closing |
| your confidence and enthusiasm and ultimately | | | | question. Subsequent videos will have detailed |
| make you more successful. These steps will help | | | | closes and there are many, many more in my |
| you develop rapport, understand your prospect | | | | book, All Star Selling. |
| better and help you be more persuasive. | | | | Step six, Post-close. After you complete the sale, |
| 1. Prepare | | | | you don't just want to pack up and leave. You |
| 2. Approach | | | | want to do what you can to reinforce the |
| 3. Probe | | | | positive decision that your buyer just made. A |
| 4. Present | | | | good port-close will also eliminate buyer's remorse. |
| 5. Close or complete | | | | Here's how: you put your client in the future, |
| 6. Post-close | | | | happy with what he has just decided to buy. |
| 7. Alternate Close. | | | | Then you summarize the details of what happens |
| I'll review them with you in more detail, and | | | | next, so there won't be any surprises or |
| subsequent articles will give you even more | | | | unrealized expectations and ask for referrals. |
| in-depth information you can use to be more | | | | Step seven, Alternate close. If your close fails, |
| successful. | | | | you can go back to step two and make a new |
| Step one, Prepare. You have to plan first. What | | | | approach or ask more questions or make another |
| do you want to accomplish, who's going to be | | | | benefit presentation or close again differently or |
| there? What can you expect, what research can | | | | deal with the objection, resolve. In other words, if |
| you use? You want to be prepared for every | | | | your close is not successful, you can recycle back |
| possible contingency. We'll go into more detail in | | | | to the approach of the probe or make another |
| subsequent articles. | | | | benefit presentation. |
| Step two, Approach. What is it? It's what you say | | | | Winners prepare. Take a few minutes to plan the |
| to get started. What's the purpose of a good | | | | outcome you want and you will achieve it. Fail to |
| approach? It establishes your credibility and builds | | | | plan is like planning to fail. This first article provides |
| rapport. Regarding small talk, some people like it, | | | | an overview of the entire process. The next 19 |
| others don't. That's the advantage of learning as | | | | go into specific detail. What you've just done, |
| much as you can about your prospect as part of | | | | you've grasped the importance of taking a |
| your preparation. | | | | planned, structured approach to selling. You're |
| Step three, Probe. Why probe? Well, to | | | | preparing to succeed. Study the science of closing |
| understand your prospect, to learn about his | | | | sales and eventually you will master the art of |
| needs, his priorities and his decision making | | | | closing sales. |
| process so you can relate better to him when | | | | |