Curso - Helping clients succeed®: closing the sale®

1 - The closing zone | (75 mins)

• Carefully organize each client call to influence and benefit the client's decision-making process.
• Begin narrowing decisions that lead to the final business decision.
  Readiness assessment

2 - Identify the end in mind decision | (55 mins)

• Determine the one decision the client needs to make at the end of the meeting.
• Ensure that the decision is client-centric, is singular, and that "no" is an acceptable answer.

3 - Address client key beliefs | (40 mins)

• Demonstrate the ability to validate the client's key beliefs to their satisfaction.
• Develop proof points that enable the End in Mind Decision.

4 - Resolve objections | (130 mins)

• View objections as an opportunity rather than a threat.
• Apply a predictable, 3-part approach to resolving objections.
  Practice cards

5 - Prepare the conditions for good decision making | (70 mins)

• Develop a plan for how to influence the conditions for good decisionmaking before each client meeting.
• Focus on achieving win-win outcomes.
• Prepare a powerful open and close for each client meeting.
  Closing call plan
  12-week playbook
  Implemetation videos

12-WEEK IMPLEMENTATION PLAYBOOK

• Each week, for 12 weeks, participants implement the
  principles they learned in the work session.
• Participants are held accountable through regularly
  scheduled report backs to their sales leaders or coach

"Nowhere in the sales process do a few minutes of dialogue more quickly determine whether we continue or end our relationship than during the initial interaction." 
RANDY ILLIG, CO-AUTHOR, LET'S GET REAL OR LET'S NOT PLAY