9 STEPS TO CLOSING SALES LIKE A PRO EARLY RESEARCH BOOK MEETINGS AND CALLS - LOTS OF THEM! You should know your target personas, high- 4 things you need to do in this initial meeting. level messaging and how you can create a step 1. Understand what the issues are & the change for your customers. Test this with barriers to opportunity advancement. 2. raise your network, friends, family, previous awareness of your business and solution, 3. colleagues & trusted peers. Use online Offer useful insights and 4. Gain commitment resources to learn more about your customer. to explore. REQUEST THE WIDER STAKEHOLDERS THE DISCOVERY DEMO This is your chance to make your solution Ideally face-face but at a minimal on a video more compelling. Now that you have a small call. Start with a recap to confirm previous group of champions you want to align with discussion points & illustrate you listened. Re- other business needs and other people. Test affirm agenda. Make it interactive & context the stickiness of your offering. Gain specific. Get confirmation that this is, or is commitment to access the Executive Sponsor. more, than they expected and gain commitment to progress discussions! 50% MARK. FORECASTING A DEAL PROPOSAL PIPELINE CALL You've spoken with the Executive Sponsor. This is the 50% mark - the point where you Now you can dedicate time to creating a tell the business if this is even real. This is up bespoke, relevant proposal that will actually to the customer and not you. You need to see be considered. Do not cut corners, make it where this fits with wider business priorities. formal. The aim is for this to be shareable so Get timescales, reasons "why now" and cover all stakeholder objectives and highlight identify the project owner. Gain commitment your USP. Gain commitment to engage. to kick-start a review. NEGOTIATE ACTION & CLOSE PLAN This is not linear and you may find yourself hovering between 5-7, the key is to get Develop a mutual plan that holds stakeholders commitments to move forward and ensure a accountable for getting this project up and win-win situation. running. Typically a shared document outlining key milestones, dates and responsibilities CONTRACT & CLOSE You're almost there, well done!!! Always think long-term when it comes to contractual terms. A Close means a signature. Now there's an entire on-boarding and handover process that should be slick because you have thoroughly uncovered your customers needs and gained mutual commitment to key objectives. Now its time to get to work. Subscribe to my youtube channel click to connect on Linkedin
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