Curb 2 Close | A Sales Process · 2019-01-30 · ‒ Objection Handling Technique | Pipeline...

Curb 2 Close | A Sales Process

AEE Dealer Conference January 2019

| Introductions

| Today’s Agenda

• Curb-2-Close: A Sales Process Overview

• Setting Proper Expectations

• Masterful Questioning

• Pipeline Management

• Closing the Sale

| What would you like to Know?

| Curb-2-Close

• Curb-2-Close Overview

• Why it was created

• Main components

| Setting Proper Expectations

• Why set proper expectations?

• Who’s responsible?

• Expectation activity

| Masterful Questioning

• Questions, Questions, Questions

• Question vs. Objection

• L-A-C-E-D

‒ Objection Handling Technique

| Pipeline Management

How To Disengage:

• Break up voicemail

• Break up email

• Leave door open

| Pipeline Management

| Pipeline Management

Re-hash

• Be A Quality Assurance Agent

• Be Vague (no assumptions)

• Take Ownership

• Power Forward

| Closing the sale

Asking for the business

• Earning the right to ask for the close

• One option or two?

• Three questions to close the sale

| Questions