Do It! Marketing CII Fall Sales Forum
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This document appears to be from a presentation on closing stalled sales. It discusses focusing on trust and relationships to get sales unstuck. The presentation provides phrases to use when a sale is stalled and suggests asking questions to understand obstacles rather than closing. It emphasizes solving problems over closing and using questions and understanding value shifts to cross the finish line.
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Do It! Marketing CII Fall Sales Forum
- 1. CII Council ANNUAL FALL FORUM CROSSING the FINISH LINE David Newman e: david@doitmarketing.com | p: 610.716.5984
- 2. Our focus for next 45 min: YOU e: david@doitmarketing.com | p: 610.716.5984
- 3. Which comes first? • Sale Started • Sale Stuck • Sale Closed • TRICK QUESTION? e: david@doitmarketing.com | p: 610.716.5984
- 4. Question 1: • Think of a STALLED SALE • Ask... If I had it to do all over again, I would… e: david@doitmarketing.com | p: 610.716.5984
- 5. Biggie #1 TRUST e: david@doitmarketing.com | p: 610.716.5984
- 6. Uh-oh... UNLESS... and then... e: david@doitmarketing.com | p: 610.716.5984
- 7. Question 2: • Think of a STALLED SALE • Ask... The #1 thing that has worked consistently e: david@doitmarketing.com | p: 610.716.5984
- 8. Biggie #2 RELATIONSHIP e: david@doitmarketing.com | p: 610.716.5984
- 9. Let’s Close a Sale Right Now e: david@doitmarketing.com | p: 610.716.5984
- 10. Power Phrases to Get Unstuck • We seem to be stuck... • Help me understand your process... • If we could start over... • Let’s pretend that obstacle isn’t there... • What else is in the way? • What else should we be talking about? • Did I blow it? I apologize... e: david@doitmarketing.com | p: 610.716.5984
- 11. Power Phrases: TRY IT! e: david@doitmarketing.com | p: 610.716.5984
- 12. Question 3: • Think of a PERSON in your STALLED SALE • Ask... How are we punishing this person? e: david@doitmarketing.com | p: 610.716.5984
- 13. Stop Closing: Start Solving • Template: SHOW the finish line (result) – When you’re up against... [symptoms] – You get... [input] – So that... [outcomes and results] • “Which of these is most important to YOU?” e: david@doitmarketing.com | p: 610.716.5984
- 14. Try It e: david@doitmarketing.com | p: 610.716.5984
- 15. Crossing the Finish Line • Don’t guess... • Don’t hope... • Don’t get frustrated with THEM... • Grab your POWER TOOLS e: david@doitmarketing.com | p: 610.716.5984
- 16. TOOLS: Crossing the Finish Line 1. Ask DUMB questions (How and What focus) 2. ASSUME common goal (To get deal done) 3. Ask for HELP 4. Understand & anticipate VALUE SHIFT 5. Keep the POWER 6. Use PATTERN recognition (Prepare/prevent) 7. DON’T appear too smart, slick, sophisticated e: david@doitmarketing.com | p: 610.716.5984
- 17. Crossing the Finish Line • Real Estate mantra: • “Every deal stands on its own” • Start right • Finish strong e: david@doitmarketing.com | p: 610.716.5984
- 18. David – What’s Next? Thanks for asking... For more info about speaking engagements for your association or group, customized corporate programs or to rent David’s brain for a 1-on-1 session, email david@doitmarketing.com I’d love to work with you in any of these ways to help you and your colleagues generate MORE leads, BETTER prospects, and BIGGER sales! e: david@doitmarketing.com | p: 610.716.5984