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Negotiating and Closing the Deal

Colleen FrancisEngage Selling Solutions

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Yesterday = Making a Sale

Prospect Research Qualify Develop

Solution Present Close

100% Sales 70% Sales 50% Sales

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Today = Facilitating a Buying Decision

Research Prospect Qualify Develop Solution Present Close

100% Prospect 50% Prospect 40% Prospect

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How Buyers are Engaging

Informal info gathering = 78%

Peer Engagement = 59%

Industry conversation = 48%

Anonymous research = 44%

Posted Questions online = 37%

Social media contact = 20%

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How Executives are Engaging

Informal info gathering = 90%

Peer Engagement = 69%

Industry conversation = 58%Anonymous research = 44%

Posted Questions online = 37%

Social media contact = 65%

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Other Numbers to be concerned about

35% - 63% of companies do not respond to phone or internet leads at all.

Most companies attempt to reach the prospect an average of 1.29 times.

Prime time is 8 to 9 a.m. and 4 to 5 p.m. = 150% more effective than 12 to 2 p.m.

Average inside sales teams spend 2.19 hours on the phone a day

75% of trade show leads not followed up on

The world is owned by those who follow up

Number of “closes”

How many clients have

bought

How many sales reps have given

up1 1% 5%

2 5% 15%

3 10% 95%

4 30%

5+ 54%

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The Sales Trap

Q1 Q2 Q3 Q40

20

40

60

80

100

120

Closing

Quo

ta A

ttai

ned

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The Sales Trap

Q1 Q2 Q3 Q40

20

40

60

80

100

120

ClosingProspecting

Quo

ta A

ttai

ned

Elevate your Status

Who you

know

Like Trust

Expert Proof

Sale!

© Engage Selling Solutions Inc. 1-877-364-2438

Who Knows

You!

Like Trust

Expert Proof

Sale!

Elevate to Rock Star Status

© Engage Selling Solutions Inc. 1-877-364-2438

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Competitive65%

Distinctive25%

Breakthrough10%

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Nurturing the decision maker or group of decision

influencers who were responsible for the initial sale, at the expense of all

other relationships.

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Increasing Value. Decrease Price Sensitivity

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Account Domination = The continual creation of

new relationships inside an account while providing

multiple value added services.

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Closing starts with M(3)

What is your minimum?

What is your move forward?

What is your

maximum?

Closing Starting Point

Client Meeting Min Max Move forward

Currently using another Sod

Review performance from previous

year.

Make offer to try RTF on one or several fields.

Set a date for a proposal

presentation

Currently using RTF on a some

courses

Existing RTF customer

considering other options

M(3) Planning for Success

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Testing the Waters: Staying in Control

1. Can I make a suggestion?2. I’d like to make sure we get

the agreement right the first time

3. Can we arrange a time to review the agreement in draft form on…

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Present a mock proposal Face to face or telephone walk through Include their feedback for the final

presentation

Being Prepared to Close Every Sale

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Hold ‘em

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The Knowledge Trap

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…And Repeat

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The only value that matters is the value that matters to your

customer

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Options Not Discounts

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Two Critical Lists

1. What will you offer instead?

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No Free Gifts

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Two Critical Lists

1. What will you offer instead?2. What will you ask for in return?

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No Free Gifts