I came across a technique that I’ve been using for about 15+ years and it works like a charm!
Before I tell you all about it, I want to fess up and tell you that I’ve stolen this one from the book S.P.I.N. Selling.
The “N” in S.P.I.N. stands for Need-Payoff and its about to become your new best friend.
Here’s how the tactic works;
When you get to the point where you’ve done a thorough needs analysis, presented your solutions, and want to ask for the business, ask something like this;
“(Name of prospect), How do you see the ideas/solutions I’ve shared with you helping you with (list the challenges/opportunities they shared with you during the discovery stage)?”
Now shut up and let them answer!
If they answer in the affirmative, they’ve done all the “closing”. Congrats! It’s also THE most powerful “close”, because they opted in, versus YOU nudging them to buy.
If they answer in a way that shows they haven’t bought in, congrats again!
Why? Because you’ve just been given a wonderful gift.
An opportunity to ask more questions, clarify misunderstandings, provide additional “evidence” etc.
That’s it;
No need for cheesy, gimmicky “closes”;
Just a simple way to ask for the business!
The Fourth Quarter Can Be Super Challenging!
Here’s a special resource that can help!
Session I
*The one question you MUST ask the minute you set the appointment.
*The Pre-Appointment Packet you need to get into your prospect’s hands BEFORE your meeting.
*A template that will help you take immediate control of your next prospect meeting (without having you come across as pushy or manipulative).
*12 tactics that safeguard your deal from obstacles, stalls, and objections.
*5 Types of questions (with examples) that jumpstart your prospect’s emotions while forging your credibility.
*How to disqualify competitors WITHOUT badmouthing them.
Session II
*The one question you MUST ask BEFORE presenting your solutions.
*3 things to include in your proposals that your competitors WON’T!
*How to keep the discussion from going prematurely to price.
*12 ways to REDUCE doubt, skepticism, and objections while keeping your deal moving forward.
*How to keep the attention of ALL of the stakeholders, and better yet, how to keep them actively involved in the meeting!
*How to ask for the business WITHOUT getting all “salesy”.
*How to negotiate like a pro!
*A communication plan that addresses THE most dangerous time with your prospects . . . The time between meetings!
Here’s What You’ll Get . . .
(2) 90 minute prerecorded sessions with over 50 ideas to dramatically improve your ability to get MORE deals across the finish line.
(2) Sets of Worksheets
PDF With 100 Sales Questions
Templates
What’s The Investment?
$199
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