I start by approaching potential clients who have a higher degree of urgency to make a change NOW.
When someone agrees to meet with me, I typically gain access to ALL the stakeholders by asking in a way that doesn’t seem like I just “diss’d” my contact.
I send along a very specific FedEx BEFORE all of my first time appointments. The contents of which serve several purposes. And no, I’m NOT FedExing info about Castain Training Systems.
I begin my meeting in a way that allows me to take immediate control . . .WITHOUT being manipulative or controlling.
I have one question, that immediately gets my prospect (and me) focused on a higher level discussion.
I have several types of questions that I’ve designed not only to extract info, but to emotionally charge up the people in the room, or on the call.
I don’t just tell my prospects about the ways I can address their challenges and opportunities;
I prove it by using “EVIDENCE”
I get immediate commitments by assigning “homework” with specific timelines and;
I recognize that I’m most vulnerable to loss of interest, change in direction etc, between meetings so;
I’ve created a “communication map” that allows me to stay in touch, WITHOUT “Calling to check in”
As a result, I have a very high closing ratio;
In an industry (Sales Training) where I have way too many competitors, my pricing is typically higher and;
I absolutely WON’T negotiate my fees.
How To Close MORE Deals, FASTER!
I’m going to be sharing over 50 tactics starting June 1st during our Closers Academy 2-part webinar series.
Have you signed up yet? Better do it soon, there isn’t much time left!
Here’s a quick overview of the program;
Session I (June 1st at 11:30 am EST)
*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 (June 8th at 11:30 am EST)
*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, 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!
Go at your own pace!
Join us live on June 1st and June 8th or review the replay at a more convenient time. Do both, I won’t tell anyone!
Here’s What You’ll Get . . .
(2) 90 minute sessions with over 50 ideas to dramatically improve your ability to get MORE deals across the finish line.
Webinar Replay (Always Sent Immediately After Each Session)
(2) Sets of Worksheets
Templates
A PDF With 100 Sales Questions For Your Arsenal
What’s The Investment?
$199
Please click HERE or the handy/dandy button below to secure your spot.
IMPORTANT Note For Sales Managers . . .
Train your entire sales team on this program (and get a FREE 30 minute call with your sales team) and you pay for only 5 people to attend.
No, that’s NOT a typo!
All you have to do is send an email to paul@yoursalesplaybook.com and let me know that you’d like to take advantage of this offer. I’ll send you an invoice and once payment is received we’ll set up the FREE team call for you and your sales team.
