Have you ever gone shopping and while you were on the checkout counter, found yourself looking through all the little extras at and around the register?
Do you think all those “impulse items” just happen to be there or do you think its quite intentional?
Do you use the same tactics when you create a proposal?
I mean, in many cases the prospect is already predisposed to buy, so why not offer a few ways to upgrade, add on, complement etc.
Before I give you a few examples from my own practice, I need to state the obvious;
We don’t offer things we know someone DOESN’T need just so we can make a few extra bucks!
Having said that;
When I submit a proposal for training a sales team, I typically including an upgrade to coach the sales managers and/or VP of Sales.
I’ll include an option for their entire sales force to get unlimited access to my on-demand training library and;
In the true spirit of that check out line thing we all do (scan for other things that catch our eye), I include an overview sheet of ALL my products and services.
Conservatively, this tactic has generated a few hundred thousand dollars since we opened our doors in 2011 but most of all;
Its allowed me to find additional ways to help my clients sell more!
People are more inclined to consider other products, services, and upgrades, when;
They’re knee deep in another purchase.
Give it a shot and see how it works for you but;
Remember, we AREN’T recommending random, useless, sh*t here;
We are offering these things in the spirit of helping our prospects embrace their desired outcomes!
Super Important . . .
The deadline to enroll in our Closers Academy is here and quite frankly I’m afraid with month end being today, you might forget and then;
You’ll miss out on 50 tactics, several templates, and a bonus PDF designed to help you get MORE deals across the finish line!
Here’s what I’m going to share;
- 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 jump-start your prospect’s emotions while forging your credibility. I’m also going to send you a PDF with 100 sample questions.
- How to disqualify competitors WITHOUT badmouthing them.
- 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!
When?
June 1st and June 8th at 11:30 am EST.
IMPORTANT
Can’t make it? Sign up anyway and I’ll send you the replay and all the goodies listed below. Go at your own pace!
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
PDF With 100 Sales Questions
Templates
What’s The Investment?
$199
Please click HERE to secure your spot.
Hey 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.
