Sales TrainingSales TrainingSales TrainingSales Training

5 Step Sales Process5 Step Sales Process 5 Step Sales Process5 Step Sales Process

Promoter ExpectationsPromoter ExpectationsPromoter ExpectationsPromoter Expectations

Be Professional Be Professional Effort is expected and will be RewardedEffort is expected and will be Rewarded Be a great teammate! Treat others…Be a great teammate! Treat others… Take personal responsibilityTake personal responsibility Results matter!Results matter! Be Honest and show Integrity and all timesBe Honest and show Integrity and all times Good is the Enemy of GreatGood is the Enemy of Great If you have bed news, report it fast!If you have bed news, report it fast! Smile and be positive - Have fun!Smile and be positive - Have fun!

Be Professional Be Professional Effort is expected and will be RewardedEffort is expected and will be Rewarded Be a great teammate! Treat others…Be a great teammate! Treat others… Take personal responsibilityTake personal responsibility Results matter!Results matter! Be Honest and show Integrity and all timesBe Honest and show Integrity and all times Good is the Enemy of GreatGood is the Enemy of Great If you have bed news, report it fast!If you have bed news, report it fast! Smile and be positive - Have fun!Smile and be positive - Have fun!

Consultative/RelationshipConsultative/Relationship SellingSelling

Consultative/RelationshipConsultative/Relationship SellingSelling

New FocusNew Focus Building high trust relationships with Building high trust relationships with

prospectsprospects Uncovering prospects’ concerns, problems Uncovering prospects’ concerns, problems

and opportunitiesand opportunities Developing the impact of these concerns, Developing the impact of these concerns,

problems and opportunitiesproblems and opportunities Showing equal respect for the prospect Showing equal respect for the prospect

and sales personand sales person

New FocusNew Focus Building high trust relationships with Building high trust relationships with

prospectsprospects Uncovering prospects’ concerns, problems Uncovering prospects’ concerns, problems

and opportunitiesand opportunities Developing the impact of these concerns, Developing the impact of these concerns,

problems and opportunitiesproblems and opportunities Showing equal respect for the prospect Showing equal respect for the prospect

and sales personand sales person

Why Consultative Selling?Why Consultative Selling?Why Consultative Selling?Why Consultative Selling?

The trend in the market place shows The trend in the market place shows that it is the most effectivethat it is the most effective

Consultative sales people have a higher Consultative sales people have a higher success percentagesuccess percentage

The trend in the market place shows The trend in the market place shows that it is the most effectivethat it is the most effective

Consultative sales people have a higher Consultative sales people have a higher success percentagesuccess percentage

Key Concepts and SkillsKey Concepts and SkillsKey Concepts and SkillsKey Concepts and Skills We will SHOW prospects how to solve We will SHOW prospects how to solve

problems rather than compete with priceproblems rather than compete with price

Selling involves analyzing concern, problems Selling involves analyzing concern, problems and opportunities, developing impacts, and opportunities, developing impacts, presenting solutions, cost justifying, closing presenting solutions, cost justifying, closing and following-upand following-up

Your attitude and mindset will directly affect Your attitude and mindset will directly affect how you are perceived by your clientshow you are perceived by your clients

We will SHOW prospects how to solve We will SHOW prospects how to solve problems rather than compete with priceproblems rather than compete with price

Selling involves analyzing concern, problems Selling involves analyzing concern, problems and opportunities, developing impacts, and opportunities, developing impacts, presenting solutions, cost justifying, closing presenting solutions, cost justifying, closing and following-upand following-up

Your attitude and mindset will directly affect Your attitude and mindset will directly affect how you are perceived by your clientshow you are perceived by your clients

5 Step Sales Process5 Step Sales Process5 Step Sales Process5 Step Sales Process1.1. Get to know the Distributor - ConnectGet to know the Distributor - Connect

How long have you been open, where are you fromHow long have you been open, where are you from

2.2. Understand the Size and ScopeUnderstand the Size and Scope Where does most of your clients come from, about how many Where does most of your clients come from, about how many

people walk into your store per day, do you currently sell any long people walk into your store per day, do you currently sell any long distance telecommunications solutionsdistance telecommunications solutions

3.3. What forms of communication tools do you What forms of communication tools do you use? (does it work)use? (does it work)

4.4. Get the Client AgreeingGet the Client Agreeing1.1. If you had…is that something you could use?If you had…is that something you could use?

5.5. Close With a Pattern of YesClose With a Pattern of Yes1.1. Based on what you told me…I recommend…Based on what you told me…I recommend…2.2. How does that sound?How does that sound?3.3. What credit card will you place that onWhat credit card will you place that on

1.1. Get to know the Distributor - ConnectGet to know the Distributor - Connect How long have you been open, where are you fromHow long have you been open, where are you from

2.2. Understand the Size and ScopeUnderstand the Size and Scope Where does most of your clients come from, about how many Where does most of your clients come from, about how many

people walk into your store per day, do you currently sell any long people walk into your store per day, do you currently sell any long distance telecommunications solutionsdistance telecommunications solutions

3.3. What forms of communication tools do you What forms of communication tools do you use? (does it work)use? (does it work)

4.4. Get the Client AgreeingGet the Client Agreeing1.1. If you had…is that something you could use?If you had…is that something you could use?

5.5. Close With a Pattern of YesClose With a Pattern of Yes1.1. Based on what you told me…I recommend…Based on what you told me…I recommend…2.2. How does that sound?How does that sound?3.3. What credit card will you place that onWhat credit card will you place that on

Exactta Sales ProcessExactta Sales ProcessExactta Sales ProcessExactta Sales ProcessSALES STEPSSALES STEPS SALES OBJECTIVESSALES OBJECTIVES

ProspectingProspecting Gather information, identify prospectsGather information, identify prospects

Opening the SaleOpening the Sale Establish rapport, generate interest, set an agenda, Establish rapport, generate interest, set an agenda, establish credentialsestablish credentials

Conducting the Analysis (PROBE)Conducting the Analysis (PROBE) Uncover needs, analyze impacts, gain agreementsUncover needs, analyze impacts, gain agreements

Presenting Solutions and BenefitsPresenting Solutions and Benefits Present solutions, prepare an investment summary and Present solutions, prepare an investment summary and find the resistancefind the resistance

Handling Objections, Stalls and DelaysHandling Objections, Stalls and Delays Present and provePresent and prove

Ask for the SALE!Ask for the SALE! Ask for a commitmentAsk for a commitment

Building CredibilityBuilding Credibility Building CredibilityBuilding Credibility Relating Skill 1: Convey EmpathyRelating Skill 1: Convey Empathy

Relating Skill 2: Committed ListeningRelating Skill 2: Committed Listening The average person speaks 125 words per The average person speaks 125 words per

minute, but can listen to 400-600minute, but can listen to 400-600 People remember:People remember:

25% of what they hear25% of what they hear50% of what they hear and see50% of what they hear and see80% of what they see, hear, and interact with80% of what they see, hear, and interact with

Relating Skill 1: Convey EmpathyRelating Skill 1: Convey Empathy

Relating Skill 2: Committed ListeningRelating Skill 2: Committed Listening The average person speaks 125 words per The average person speaks 125 words per

minute, but can listen to 400-600minute, but can listen to 400-600 People remember:People remember:

25% of what they hear25% of what they hear50% of what they hear and see50% of what they hear and see80% of what they see, hear, and interact with80% of what they see, hear, and interact with

Building CredibilityBuilding Credibility Building CredibilityBuilding Credibility

Relating Skill 3: Acknowledging Relating Skill 3: Acknowledging

Relating Skill 4: Relating to Different Relating Skill 4: Relating to Different AttitudesAttitudes Indifference, Hostility, Busy, CooperativeIndifference, Hostility, Busy, Cooperative

Relating Skill 3: Acknowledging Relating Skill 3: Acknowledging

Relating Skill 4: Relating to Different Relating Skill 4: Relating to Different AttitudesAttitudes Indifference, Hostility, Busy, CooperativeIndifference, Hostility, Busy, Cooperative

ProbingProbingProbingProbing Asking Effective QuestionsAsking Effective Questions

Open QuestionOpen Question ““What type of international calling services are you offering?”What type of international calling services are you offering?” ““If you had an international SIM card how would you use it?”If you had an international SIM card how would you use it?” ““What has been your experience when selling international calling What has been your experience when selling international calling

services ?”services ?” Directive QuestionDirective Question

““Do your customers on a regular basis?”Do your customers on a regular basis?” ““Is this something that you would like to use?”Is this something that you would like to use?” ““Are the majority of your customers living in a foreign country?”Are the majority of your customers living in a foreign country?”

Reflective QuestionReflective Question ““How do you feel about…? ”How do you feel about…? ” ““What is your opinion on…?”What is your opinion on…?” ““Based on that, do you think…?”Based on that, do you think…?”

Commitment/Closing QuestionsCommitment/Closing Questions “ “ How does that sound? ”How does that sound? ” “ “ Does that answer your question? ”Does that answer your question? ” “ “ Will that work for you?Will that work for you? ” ”

Asking Effective QuestionsAsking Effective Questions Open QuestionOpen Question

““What type of international calling services are you offering?”What type of international calling services are you offering?” ““If you had an international SIM card how would you use it?”If you had an international SIM card how would you use it?” ““What has been your experience when selling international calling What has been your experience when selling international calling

services ?”services ?” Directive QuestionDirective Question

““Do your customers on a regular basis?”Do your customers on a regular basis?” ““Is this something that you would like to use?”Is this something that you would like to use?” ““Are the majority of your customers living in a foreign country?”Are the majority of your customers living in a foreign country?”

Reflective QuestionReflective Question ““How do you feel about…? ”How do you feel about…? ” ““What is your opinion on…?”What is your opinion on…?” ““Based on that, do you think…?”Based on that, do you think…?”

Commitment/Closing QuestionsCommitment/Closing Questions “ “ How does that sound? ”How does that sound? ” “ “ Does that answer your question? ”Does that answer your question? ” “ “ Will that work for you?Will that work for you? ” ”

Probing From the General to Probing From the General to the Specificthe Specific

Probing From the General to Probing From the General to the Specificthe Specific

LEVEL ONE: LEVEL ONE: Probe Interest.Probe Interest. Use an open question; introduce a general area of concern as the Use an open question; introduce a general area of concern as the

subject of discussion.subject of discussion.

LEVEL TWO: LEVEL TWO: Explore Wants and Needs.Explore Wants and Needs. Completely examine the problems and/or opportunities that this Completely examine the problems and/or opportunities that this

concern presents. Encourage your prospects to open up and speak concern presents. Encourage your prospects to open up and speak freely.freely.

LEVEL THREE: LEVEL THREE: Develop Impacts.Develop Impacts. Determine, as accurately as possible, how these needs affect the person Determine, as accurately as possible, how these needs affect the person

you are talking to financially, organizationally or personally.you are talking to financially, organizationally or personally.

LEVEL FOUR: LEVEL FOUR: Summarize and Trial Close on your needs.Summarize and Trial Close on your needs.

The prospect must agree that a need exists and be willing to take The prospect must agree that a need exists and be willing to take action.action.

LEVEL ONE: LEVEL ONE: Probe Interest.Probe Interest. Use an open question; introduce a general area of concern as the Use an open question; introduce a general area of concern as the

subject of discussion.subject of discussion.

LEVEL TWO: LEVEL TWO: Explore Wants and Needs.Explore Wants and Needs. Completely examine the problems and/or opportunities that this Completely examine the problems and/or opportunities that this

concern presents. Encourage your prospects to open up and speak concern presents. Encourage your prospects to open up and speak freely.freely.

LEVEL THREE: LEVEL THREE: Develop Impacts.Develop Impacts. Determine, as accurately as possible, how these needs affect the person Determine, as accurately as possible, how these needs affect the person

you are talking to financially, organizationally or personally.you are talking to financially, organizationally or personally.

LEVEL FOUR: LEVEL FOUR: Summarize and Trial Close on your needs.Summarize and Trial Close on your needs.

The prospect must agree that a need exists and be willing to take The prospect must agree that a need exists and be willing to take action.action.

ExampleExampleExampleExampleLevel One: Level One: OpenOpen ““So what do you do to entertain clients while So what do you do to entertain clients while

on your travel?”on your travel?”

Level Two: Level Two: Open & DirectiveOpen & Directive ““What do you do when you have a client that What do you do when you have a client that tells you last minute that they can see you but tells you last minute that they can see you but you are not near a computer to research decent you are not near a computer to research decent entertainment?”entertainment?”

Level Three: Level Three: Open, Directive & Open, Directive & ReflectiveReflective

““And then? Ho does that make you feel? How And then? Ho does that make you feel? How often does this happen?”often does this happen?”

Level Four: Level Four: CommitmentCommitment ““So how great would it be to have a secretary So how great would it be to have a secretary on call 24 hours of the day to research the best on call 24 hours of the day to research the best activity, make reservations and give you activity, make reservations and give you detailed directions on how to get to your detailed directions on how to get to your destination?”destination?”

Present Solutions & BenefitsPresent Solutions & BenefitsPresent Solutions & BenefitsPresent Solutions & Benefits

Sell BenefitsSell Benefits A feature is not necessarily perceived as a benefit by A feature is not necessarily perceived as a benefit by

the prospect unless it solves a problem or satisfies the prospect unless it solves a problem or satisfies definite need. definite need.

Trial Close on Every BenefitTrial Close on Every Benefit Every time you present a solution and benefit, ask Every time you present a solution and benefit, ask

for agreement. As you address each concern and for agreement. As you address each concern and demonstrate individual features which meet them, demonstrate individual features which meet them, trial close by asking questions like:trial close by asking questions like:

oo “Will automatic monthly shipments solve this “Will automatic monthly shipments solve this problem?”problem?”

Sell BenefitsSell Benefits A feature is not necessarily perceived as a benefit by A feature is not necessarily perceived as a benefit by

the prospect unless it solves a problem or satisfies the prospect unless it solves a problem or satisfies definite need. definite need.

Trial Close on Every BenefitTrial Close on Every Benefit Every time you present a solution and benefit, ask Every time you present a solution and benefit, ask

for agreement. As you address each concern and for agreement. As you address each concern and demonstrate individual features which meet them, demonstrate individual features which meet them, trial close by asking questions like:trial close by asking questions like:

oo “Will automatic monthly shipments solve this “Will automatic monthly shipments solve this problem?”problem?”

Present the PricePresent the PricePresent the PricePresent the Price

1.1. The service/product we recommendedThe service/product we recommended2.2. The investmentThe investment3.3. What the investment coversWhat the investment covers

Set a mini-agenda for this part of your Set a mini-agenda for this part of your presentation:presentation: ““We’ve broken out a number of our costs. Perhaps I We’ve broken out a number of our costs. Perhaps I

can explain each of these and what they cover.”can explain each of these and what they cover.”

““The initial investment is ______. That is for ______.”The initial investment is ______. That is for ______.”

1.1. The service/product we recommendedThe service/product we recommended2.2. The investmentThe investment3.3. What the investment coversWhat the investment covers

Set a mini-agenda for this part of your Set a mini-agenda for this part of your presentation:presentation: ““We’ve broken out a number of our costs. Perhaps I We’ve broken out a number of our costs. Perhaps I

can explain each of these and what they cover.”can explain each of these and what they cover.”

““The initial investment is ______. That is for ______.”The initial investment is ______. That is for ______.”

CloseCloseCloseClose

If you have done a great presentation If you have done a great presentation simply assume the order is yours:simply assume the order is yours:

““let’s get the paperwork out of the way so we let’s get the paperwork out of the way so we can get you talking. I’ll need $xxx so that I can can get you talking. I’ll need $xxx so that I can set up your pin number.”set up your pin number.”

If you have done a great presentation If you have done a great presentation simply assume the order is yours:simply assume the order is yours:

““let’s get the paperwork out of the way so we let’s get the paperwork out of the way so we can get you talking. I’ll need $xxx so that I can can get you talking. I’ll need $xxx so that I can set up your pin number.”set up your pin number.”

Ask to join the Loyalty Ask to join the Loyalty ProgramProgram

Ask to join the Loyalty Ask to join the Loyalty ProgramProgram

Now that you’ve sold this client, you have Now that you’ve sold this client, you have one of the most productive sources of one of the most productive sources of continuous commission sitting in front of continuous commission sitting in front of youyou ““Mrs. Gonzales, I am sure that you will be Mrs. Gonzales, I am sure that you will be

completely satisfied with our service. Would completely satisfied with our service. Would you like to join our Loyalty Program today as you like to join our Loyalty Program today as well?”well?”

Now that you’ve sold this client, you have Now that you’ve sold this client, you have one of the most productive sources of one of the most productive sources of continuous commission sitting in front of continuous commission sitting in front of youyou ““Mrs. Gonzales, I am sure that you will be Mrs. Gonzales, I am sure that you will be

completely satisfied with our service. Would completely satisfied with our service. Would you like to join our Loyalty Program today as you like to join our Loyalty Program today as well?”well?”

Handling Objections, Stalls & DelaysHandling Objections, Stalls & DelaysHandling Objections, Stalls & DelaysHandling Objections, Stalls & DelaysHandling objections works best when:Handling objections works best when:

You respect that prospect’s right to disagreeYou respect that prospect’s right to disagree You listen to the prospect’s objections, You listen to the prospect’s objections,

rather than react immediately and challenge rather than react immediately and challenge themthem

You recognize that objections are often a You recognize that objections are often a necessary part of the prospect’s decision necessary part of the prospect’s decision making process to test their own opinions making process to test their own opinions and assumptionsand assumptions

You anticipate objections and prepare You anticipate objections and prepare yourself for themyourself for them

You think of objections as the chance to You think of objections as the chance to move the sale forward to a decisionmove the sale forward to a decision

Handling objections works best when:Handling objections works best when: You respect that prospect’s right to disagreeYou respect that prospect’s right to disagree You listen to the prospect’s objections, You listen to the prospect’s objections,

rather than react immediately and challenge rather than react immediately and challenge themthem

You recognize that objections are often a You recognize that objections are often a necessary part of the prospect’s decision necessary part of the prospect’s decision making process to test their own opinions making process to test their own opinions and assumptionsand assumptions

You anticipate objections and prepare You anticipate objections and prepare yourself for themyourself for them

You think of objections as the chance to You think of objections as the chance to move the sale forward to a decisionmove the sale forward to a decision

Most CommonMost Common ObjectionsMost CommonMost Common ObjectionsBudget needsBudget needsValueValueCan’t afford itCan’t afford itFear of making a mistakeFear of making a mistakeWants to shop aroundWants to shop aroundWants a better priceWants a better priceCash FlowCash FlowWe’re pleased with what we are doing nowWe’re pleased with what we are doing nowMinutes will go unusedMinutes will go unused

Budget needsBudget needsValueValueCan’t afford itCan’t afford itFear of making a mistakeFear of making a mistakeWants to shop aroundWants to shop aroundWants a better priceWants a better priceCash FlowCash FlowWe’re pleased with what we are doing nowWe’re pleased with what we are doing nowMinutes will go unusedMinutes will go unused

Responding to ObjectionsResponding to ObjectionsResponding to ObjectionsResponding to Objections Use A Cushion Use A Cushion

Probe and Clarify Probe and Clarify

Empathize Empathize

Present and Prove Present and Prove

Close Close

Use A Cushion Use A Cushion

Probe and Clarify Probe and Clarify

Empathize Empathize

Present and Prove Present and Prove

Close Close

Acknowledge that the person Acknowledge that the person has concernshas concerns

Clarify the persons thoughts and Clarify the persons thoughts and feelingsfeelings

Let them know you understand Let them know you understand their right to objecttheir right to object

When the prospect shows When the prospect shows receptivity, present an idea or receptivity, present an idea or benefit for the client to consider. benefit for the client to consider. Prove if necessaryProve if necessary

Ask if the prospect accepts your Ask if the prospect accepts your ideaidea

Acknowledge that the person Acknowledge that the person has concernshas concerns

Clarify the persons thoughts and Clarify the persons thoughts and feelingsfeelings

Let them know you understand Let them know you understand their right to objecttheir right to object

When the prospect shows When the prospect shows receptivity, present an idea or receptivity, present an idea or benefit for the client to consider. benefit for the client to consider. Prove if necessaryProve if necessary

Ask if the prospect accepts your Ask if the prospect accepts your ideaidea

Responding to ObjectionsResponding to ObjectionsResponding to ObjectionsResponding to Objections Use a CushionUse a Cushion

““I can appreciate where you are coming from…”I can appreciate where you are coming from…” ““Some of my best clients have told me the exact same Some of my best clients have told me the exact same

thing…”thing…” ““I understand that you have seen better prices with some of I understand that you have seen better prices with some of

our competitors.”our competitors.”

Probe and ClarifyProbe and Clarify ““Could you be a little more specific?”Could you be a little more specific?” ““What exactly are your primary goals in reviewing alternative What exactly are your primary goals in reviewing alternative

recommendations?”recommendations?” ““What do you think might be the result?”What do you think might be the result?”

Use a CushionUse a Cushion ““I can appreciate where you are coming from…”I can appreciate where you are coming from…” ““Some of my best clients have told me the exact same Some of my best clients have told me the exact same

thing…”thing…” ““I understand that you have seen better prices with some of I understand that you have seen better prices with some of

our competitors.”our competitors.”

Probe and ClarifyProbe and Clarify ““Could you be a little more specific?”Could you be a little more specific?” ““What exactly are your primary goals in reviewing alternative What exactly are your primary goals in reviewing alternative

recommendations?”recommendations?” ““What do you think might be the result?”What do you think might be the result?”

Responding to ObjectionsResponding to ObjectionsResponding to ObjectionsResponding to Objections EmpathizeEmpathizeAcknowledgement: Expressed As:Acknowledgement: Expressed As: Message Message

Conveyed:Conveyed:1. Attention1. Attention “Uh huh, I see.”“Uh huh, I see.” You are worthwhile.You are worthwhile.2. Understanding2. Understanding “I see what you mean.”“I see what you mean.” You make sense.You make sense.3. Acceptance 3. Acceptance “That’s Fair.”“That’s Fair.” You’re okay.You’re okay.

Present and ProvePresent and Prove ““I have an idea that might work.”I have an idea that might work.” ““There may be a way to resolve that for you.”There may be a way to resolve that for you.”

CloseClose ““Does that take care of it?” “Will that work for you?”Does that take care of it?” “Will that work for you?” ““Do you have any other problems in that area?” “Does that Do you have any other problems in that area?” “Does that

help you?”help you?”

EmpathizeEmpathizeAcknowledgement: Expressed As:Acknowledgement: Expressed As: Message Message

Conveyed:Conveyed:1. Attention1. Attention “Uh huh, I see.”“Uh huh, I see.” You are worthwhile.You are worthwhile.2. Understanding2. Understanding “I see what you mean.”“I see what you mean.” You make sense.You make sense.3. Acceptance 3. Acceptance “That’s Fair.”“That’s Fair.” You’re okay.You’re okay.

Present and ProvePresent and Prove ““I have an idea that might work.”I have an idea that might work.” ““There may be a way to resolve that for you.”There may be a way to resolve that for you.”

CloseClose ““Does that take care of it?” “Will that work for you?”Does that take care of it?” “Will that work for you?” ““Do you have any other problems in that area?” “Does that Do you have any other problems in that area?” “Does that

help you?”help you?”

ClosingClosingClosingClosing Buying SignalsBuying Signals

You ask for the order when:You ask for the order when: The prospect has agreed there is a definite need.The prospect has agreed there is a definite need. The prospect feels definite concerns and understands their The prospect feels definite concerns and understands their

impacts.impacts. The prospect has expressed interestThe prospect has expressed interest The prospect has agreed that your service will solve a The prospect has agreed that your service will solve a

problem.problem. The prospect is comfortable with the decision.The prospect is comfortable with the decision. he prospect gives you a strong buying signal.he prospect gives you a strong buying signal.

Buying SignalsBuying Signals You ask for the order when:You ask for the order when:

The prospect has agreed there is a definite need.The prospect has agreed there is a definite need. The prospect feels definite concerns and understands their The prospect feels definite concerns and understands their

impacts.impacts. The prospect has expressed interestThe prospect has expressed interest The prospect has agreed that your service will solve a The prospect has agreed that your service will solve a

problem.problem. The prospect is comfortable with the decision.The prospect is comfortable with the decision. he prospect gives you a strong buying signal.he prospect gives you a strong buying signal.

ClosingClosingClosingClosing Transition ClosingTransition Closing

Use when you are not sure whether the prospect is Use when you are not sure whether the prospect is ready.ready.

““Unless there’s something else you’d like to know about…Unless there’s something else you’d like to know about…(current decision) let’s talk about… (next topic)”.(current decision) let’s talk about… (next topic)”.

““Is there anything else you’d like to know about the benefits of Is there anything else you’d like to know about the benefits of our international SIM card?” “OK, then let’s talk about our our international SIM card?” “OK, then let’s talk about our automatic recharge number service.”automatic recharge number service.”

““Is there anything else you’d like to discus about our Is there anything else you’d like to discus about our continuous recharge service?” “Ok, let’s look at what we’ll continuous recharge service?” “Ok, let’s look at what we’ll need to get you started.”need to get you started.”

Transition ClosingTransition Closing Use when you are not sure whether the prospect is Use when you are not sure whether the prospect is

ready.ready. ““Unless there’s something else you’d like to know about…Unless there’s something else you’d like to know about…

(current decision) let’s talk about… (next topic)”.(current decision) let’s talk about… (next topic)”.

““Is there anything else you’d like to know about the benefits of Is there anything else you’d like to know about the benefits of our international SIM card?” “OK, then let’s talk about our our international SIM card?” “OK, then let’s talk about our automatic recharge number service.”automatic recharge number service.”

““Is there anything else you’d like to discus about our Is there anything else you’d like to discus about our continuous recharge service?” “Ok, let’s look at what we’ll continuous recharge service?” “Ok, let’s look at what we’ll need to get you started.”need to get you started.”

How Do I Close?How Do I Close?How Do I Close?How Do I Close?

Minor Point CloseMinor Point Close““Would you like to have automatic bank transfers for your Would you like to have automatic bank transfers for your

commissions earned?”commissions earned?”

Summary Benefits CloseSummary Benefits CloseMany account executives feel the best close is to:Many account executives feel the best close is to:

1.Briefly recap the key reasons why the prospect should buy (only points 1.Briefly recap the key reasons why the prospect should buy (only points you’ve gotten agreement on)you’ve gotten agreement on)

2.2. Make your recommendation andMake your recommendation and3.3. Ask for the decisionAsk for the decision

““Based on what you have told me, I recommend…”Based on what you have told me, I recommend…”

Minor Point CloseMinor Point Close““Would you like to have automatic bank transfers for your Would you like to have automatic bank transfers for your

commissions earned?”commissions earned?”

Summary Benefits CloseSummary Benefits CloseMany account executives feel the best close is to:Many account executives feel the best close is to:

1.Briefly recap the key reasons why the prospect should buy (only points 1.Briefly recap the key reasons why the prospect should buy (only points you’ve gotten agreement on)you’ve gotten agreement on)

2.2. Make your recommendation andMake your recommendation and3.3. Ask for the decisionAsk for the decision

““Based on what you have told me, I recommend…”Based on what you have told me, I recommend…”

How Do I Close?How Do I Close?How Do I Close?How Do I Close?

Statement CloseStatement Close A closing statement, rather than a question, is a stronger A closing statement, rather than a question, is a stronger

close. close. ““Mr. Gimenez, all I need is your signature and a $50 initial Mr. Gimenez, all I need is your signature and a $50 initial

payment.”payment.”

Assumptive CloseAssumptive CloseProspect:Prospect: “So you recommend that I buy the piece that “So you recommend that I buy the piece that

connects directly to my computer?”connects directly to my computer?”Salesperson:Salesperson: “Yes. Let’s get you signed up while I still have “Yes. Let’s get you signed up while I still have

some in stock.”some in stock.”

Statement CloseStatement Close A closing statement, rather than a question, is a stronger A closing statement, rather than a question, is a stronger

close. close. ““Mr. Gimenez, all I need is your signature and a $50 initial Mr. Gimenez, all I need is your signature and a $50 initial

payment.”payment.”

Assumptive CloseAssumptive CloseProspect:Prospect: “So you recommend that I buy the piece that “So you recommend that I buy the piece that

connects directly to my computer?”connects directly to my computer?”Salesperson:Salesperson: “Yes. Let’s get you signed up while I still have “Yes. Let’s get you signed up while I still have

some in stock.”some in stock.”

How Do I Close?How Do I Close?How Do I Close?How Do I Close?

Similar SituationSimilar SituationCautious people often need reassurance that they’re making Cautious people often need reassurance that they’re making

good decision. Use referrals. When you sense that a good decision. Use referrals. When you sense that a prospect is hesitant to give you approval on something, prospect is hesitant to give you approval on something, relate a story about somebody else who was in a similar relate a story about somebody else who was in a similar situation.situation.

Alternative CloseAlternative Close You may close by presenting the prospect with alternatives You may close by presenting the prospect with alternatives

as to a level of service.as to a level of service.““Do you prefer a $50 card or $100?”Do you prefer a $50 card or $100?”

Similar SituationSimilar SituationCautious people often need reassurance that they’re making Cautious people often need reassurance that they’re making

good decision. Use referrals. When you sense that a good decision. Use referrals. When you sense that a prospect is hesitant to give you approval on something, prospect is hesitant to give you approval on something, relate a story about somebody else who was in a similar relate a story about somebody else who was in a similar situation.situation.

Alternative CloseAlternative Close You may close by presenting the prospect with alternatives You may close by presenting the prospect with alternatives

as to a level of service.as to a level of service.““Do you prefer a $50 card or $100?”Do you prefer a $50 card or $100?”

Overcoming Fear of ClosingOvercoming Fear of ClosingOvercoming Fear of ClosingOvercoming Fear of Closing Three Main FearsThree Main Fears

Afraid of Getting a “No”Afraid of Getting a “No” If you’ve given the prospect enough good reasons to buy and If you’ve given the prospect enough good reasons to buy and

gotten agreements on each point throughout the sale, you’re gotten agreements on each point throughout the sale, you’re asking them to make a good decision.asking them to make a good decision.

Fear of RejectionFear of Rejection Forget it. A “no” is not a personal rejection of you, it’s a Forget it. A “no” is not a personal rejection of you, it’s a

decision not to buy. Tomorrow they may say “yes.”decision not to buy. Tomorrow they may say “yes.”

Afraid to Apply PressureAfraid to Apply Pressure If you believe that what you are recommending will really help If you believe that what you are recommending will really help

them, close with confidence and conviction. Your conviction them, close with confidence and conviction. Your conviction communicates urgency and sincerity that this is a good communicates urgency and sincerity that this is a good decision.decision.

Three Main FearsThree Main Fears Afraid of Getting a “No”Afraid of Getting a “No”

If you’ve given the prospect enough good reasons to buy and If you’ve given the prospect enough good reasons to buy and gotten agreements on each point throughout the sale, you’re gotten agreements on each point throughout the sale, you’re asking them to make a good decision.asking them to make a good decision.

Fear of RejectionFear of Rejection Forget it. A “no” is not a personal rejection of you, it’s a Forget it. A “no” is not a personal rejection of you, it’s a

decision not to buy. Tomorrow they may say “yes.”decision not to buy. Tomorrow they may say “yes.”

Afraid to Apply PressureAfraid to Apply Pressure If you believe that what you are recommending will really help If you believe that what you are recommending will really help

them, close with confidence and conviction. Your conviction them, close with confidence and conviction. Your conviction communicates urgency and sincerity that this is a good communicates urgency and sincerity that this is a good decision.decision.

Final Thoughts on ClosingFinal Thoughts on ClosingFinal Thoughts on ClosingFinal Thoughts on Closing ““Closing” occurs throughout the sales processClosing” occurs throughout the sales process

Sales are created by securing a number of small Sales are created by securing a number of small commitments and agreements, each of which supports commitments and agreements, each of which supports the final decision.the final decision.

Trial closes enable you to pace the sale and “take the Trial closes enable you to pace the sale and “take the temperature” of the prospect.temperature” of the prospect.

Be alert to the prospect’s buying signals. These are Be alert to the prospect’s buying signals. These are major opportunities for successful closing.major opportunities for successful closing.

““Closing” occurs throughout the sales processClosing” occurs throughout the sales process

Sales are created by securing a number of small Sales are created by securing a number of small commitments and agreements, each of which supports commitments and agreements, each of which supports the final decision.the final decision.

Trial closes enable you to pace the sale and “take the Trial closes enable you to pace the sale and “take the temperature” of the prospect.temperature” of the prospect.

Be alert to the prospect’s buying signals. These are Be alert to the prospect’s buying signals. These are major opportunities for successful closing.major opportunities for successful closing.