7 methods to close more sales faster by @kendra leekla for @connectmembers
DESCRIPTION
It seems that every prospect wants a deal and closing a sale can drag on while they try to negotiate. Your quota doesn’t change. Your manager is breathing down your back. And prospects expect you to whittle the price because they figure you need their sale. It is possible you’ve conditioned your prospects to expect you’ll negotiate without realizing it. With a few style adjustments from prospecting through proposal presentation you can close more sales – and close them faster. Join Kendra Lee, top sales expert and award winning author of The Sales Magnet, and discover 7 methods to close more sales – faster. You’ll discover: -How you may be sabotaging closing sales -Why prospects may not trust you – or buy -The impact prospecting has on successful closing -Three proposal strategies to avoid, or greatly reduce, negotiationsTRANSCRIPT
Copyright ©2014 by KLA Group, LLC. v2.3. www.klagroup.com
7 Strategies to Close More Sales Faster
Kendra LeePresident
President and Founder, KLA Group Celebrating sales excellence since 1995 Getting our clients more customers thru:
– Lead generation and prospecting– Hiring great sales people– Developing effective sales training
A recognized Sales Leader
Top 25 Influential Leaders in Sales, OpenView Partners
Top 50 Sales & Marketing Influencer, Top Sales World
Actual client results
Average monthly sales increased 74%
Increased sales pipeline 251%
Grew main business line more than 60%
Copyright ©2014 by KLA Group, LLC. v2.3. www.klagroup.com
Who am I & How Can I Help?
[email protected]+1 303.741.6636www.klagroup.com
2
Email PowerProspecting ebook Increase your access rate
Stop getting deleted
Get more email replies
Close more than your peers
Copyright ©2014 by KLA Group, LLC. v2.3. www.klagroup.com 3
FREE Resource
3
Resources:www.klagroup.com/sf/closingstrategies
Closing starts early
Get in the DoorGet in the Door
Identify NeedsIdentify Needs
Design the SolutionDesign the Solution
Present the SolutionPresent the Solution
CloseClose
Implement the SolutionImplement the Solution
Strengthen the RelationshipStrengthen the Relationship
4Copyright ©2014 by KLA Group, LLC. v2.3. www.klagroup.com
Build trust
Establish credibility
Prove the business case
Shut out the competition
Copyright ©2014 by KLA Group, LLC. v2.3. www.klagroup.com 5
The key to closing sales faster…
Resources:www.klagroup.com/sf/closingstrategies
Design the SolutionDesign the Solution
Present the SolutionPresent the Solution
CloseClose
Implement the SolutionImplement the Solution
Strengthen the RelationshipStrengthen the Relationship
Copyright ©2014 by KLA Group, LLC. v2.3. www.klagroup.com 6
Identify NeedsIdentify Needs
Get in the DoorGet in the Door
Copyright ©2014 by KLA Group, LLC. v2.3. www.klagroup.com 7
1. Hold more meetings before presenting a proposal.
2. “Oh, that will be expensive…but I like what you’re thinking!”
Copyright ©2014 by KLA Group, LLC. v2.3. www.klagroup.com 8
Identify NeedsIdentify Needs
Design the SolutionDesign the Solution
CloseClose
Implement the SolutionImplement the Solution
Strengthen the RelationshipStrengthen the Relationship
Present the SolutionPresent the Solution
Get in the DoorGet in the Door
Copyright ©2014 by KLA Group, LLC. v2.3. www.klagroup.com 9
4. Never say, “We’ll work with you on the price.”
3. Offer options.
Copyright ©2014 by KLA Group, LLC. v2.3. www.klagroup.com 10
CloseClose
Get in the DoorGet in the Door
Identify NeedsIdentify Needs
Design the SolutionDesign the Solution
Present the SolutionPresent the Solution
Implement the SolutionImplement the Solution
Strengthen the RelationshipStrengthen the Relationship
Copyright ©2014 by KLA Group, LLC. v2.3. www.klagroup.com 11
6. Use the impacts and outcomes you uncovered to paint a picture they don’t want to see.
5. Always present proposals live.
Identify NeedsIdentify Needs
Design the SolutionDesign the Solution
Present the SolutionPresent the Solution
CloseClose
Implement the SolutionImplement the Solution
Strengthen the RelationshipStrengthen the Relationship
Copyright ©2014 by KLA Group, LLC. v2.3. www.klagroup.com 12
Get in the DoorGet in the Door
Copyright ©2014 by KLA Group, LLC. v2.3. www.klagroup.com 13
7. Focus on your highest probability.
Email PowerProspecting ebook Increase your access rate
Stop getting deleted
Get more email replies
Close more than your peers
Newsletter & Weekly Sales Tip Actionable ideas you can use immediately
Copyright ©2014 by KLA Group, LLC. v2.3. www.klagroup.com 14
FREE Resources
14
[email protected]+1 303.741.6636www.klagroup.com
Resources:www.klagroup.com/sf/closingstrategies
Copyright ©2014 by KLA Group, LLC. v2.3. www.klagroup.com 15
Let’s connect.
Kendra Lee, PresidentKLA [email protected]+1 303.741.6636www.klagroup.comwww.thesalesmagnet.com
© 2014 KLA Group, LLC. All rights reserved.Except for the inclusion of brief quotations in a review, no part of this presentation may be reproduced or utilized in any form or by any means, electronic or mechanical, including but not limited to photocopying, recording, emailing or by any information storage and retrieval system, without permission in writing from KLA Group.
Kendra LeeKendraLeeKLAKLA Group