Move Forward

Quick reference

• 00:04 In this video, we're gonna continue with step seven, solidify the relationship.
• 00:09 Now, a lot of sales trainers and what you heard and
• 00:14 what people talk about is the close, right?
• 00:17 And people have this negative connotation of the close.
• 00:21 It's this big pressure, okay.
• 00:23 They cruise through everything else, the presentation and all that.
• 00:27 And then the close is looming, right?
• 00:30 And what happens sometimes when you're talking with salespeople?
• 00:34 Everything's great, you're having a great relationship.
• 00:36 They get to the close and they just kinda turn into a whole different person.
• 00:40 Well, if you wanna do this, blah blah blah, right?
• 00:42 And everything changes.
• 00:43 It's because of all the pressure there, okay.
• 00:45 So we use the word relationship.
• 00:47 You're solidifying the relationship
• 00:50 because you've done a lot of work up until now, right.
• 00:53 You've done the research in your industry, your product.
• 00:56 You've done your presentation.
• 00:58 You've built that trust, you've built that rapport.
• 01:00 You know exactly what their challenges are.
• 01:02 You know exactly what solutions you can provide, okay.
• 01:05 So now its just a matter of moving forward to the next step.
• 01:11 There's nothing crazy and hairy and audacious about this.
• 01:14 Now you're moving, taking the next logical step
• 01:18 to helping the client get their desired outcome, okay.
• 01:22 So next, move forward.
• 01:24 That's what we call it, moving forward.
• 01:26 So you wanna confirm their emotional and logical desire for your product or
• 01:31 service, okay?
• 01:32 They've got all the information they need.
• 01:34 So you want to confirm that.
• 01:36 So you might ask them, everything look good?
• 01:38 Yes or no, right?
• 01:40 Do you have any additional questions?
• 01:42 Yes or no, right?
• 01:44 Is there anything that I haven't covered that you've been thinking about?
• 01:49 Okay?
• 01:50 So now you're just confirming it.
• 01:52 And next, begin processing the sale, whatever that looks like for you.
• 01:57 So you might ask them, okay, is that gonna be MasterCard or Visa?
• 02:02 Are you paying cash or check, okay?
• 02:05 Now the questions I'm asking them are not, hey,
• 02:09 are you ready to buy this thing, right?
• 02:13 I'm just assuming, because I've done my job,
• 02:15 you've confirmed everything that you need to confirm with me.
• 02:18 We've been through this process together, this journey together.
• 02:20 I'm just solidifying the relationship.
• 02:22 Let's move to the next step because once you pay me, now you get your product.
• 02:25 And now you get to enjoy whatever it is you just purchased, okay.
• 02:30 Will that be debit or credit?
• 02:32 MasterCard or VISA?
• 02:34 Cash or charge?
• 02:36 Right?
• 02:36 Check or cash?
• 02:38 Okay, so now I'm asking you these questions where you're thinking.
• 02:42 And you're focused on how you're gonna pay for it, not if you're gonna pay for
• 02:45 it, okay.
• 02:47 It's just a little, little tweak in language.
• 02:50 But that's what you want them thinking about.
• 02:51 Now if you get resistance from the buyer,
• 02:55 simply ask them what's preventing the sale, okay.
• 02:58 You don't have to know all these different closes, like the Ben Franklin close, and
• 03:03 the, and the, on the scales.
• 03:05 And let's make a list of all the reasons you want it or don't want it,
• 03:08 and all that stuff.
• 03:09 No, just ask them.
• 03:10 So what's preventing the sale?
• 03:12 What's preventing you from moving forward right now?
• 03:15 What's going on, what are the questions you have in your mind?
• 03:18 Okay, and if you have rapport, you should be able to get that out of them, okay.
• 03:22 So they might say things like, well, I need to talk to my partner.
• 03:26 Great, excellent so
• 03:28 now you know maybe on the front end you should have had the partner there.
• 03:31 Okay good, so if they really can't make the decision without their partner,
• 03:37 get with the decision makers and all of them if you can, okay?
• 03:41 Sometimes you can't, sometimes you have to go through this process a couple times.
• 03:44 But try to get the decision makers there so that you can move forward, okay?
• 03:49 If it's committee, get in front of the committee, do a presentation.
• 03:52 The same steps that we have for the committee, right?
• 03:56 And so get the committee to make a decision, okay?
• 03:59 At least you wanna move forward with the next steps, okay?
• 04:03 But just assume the sale, assume the sale, okay.
• 04:06 Cuz if you've gone through everything,
• 04:09 there's no reason you shouldn't do the sale.
• 04:11 And they will tell you, I can't afford it.
• 04:14 If there's an affordability thing, maybe you have some financing you can offer.
• 04:18 Maybe there's some creative payments,
• 04:20 they make a deposit to hold on to that special pricing, okay.
• 04:25 But you have to get to whatever that is.
• 04:27 You don't have to come up with any trickery to get them to decide to do it,
• 04:31 you just need to know what that is so that you can address it, okay.
• 04:34 So step seven, solidify the relationship, you're simply moving forward.
• 04:38 Confirm emotional and logical desire for you product or service, okay.
• 04:43 And begin processing the sale, cash or charge, debit or credit, right.
• 04:49 Just keep going or you might even start filling out the contract, okay.
• 04:53 I just need your okay here for the paperwork, okay.
• 04:56 Using the word sign here sometimes freaks people out, so
• 05:00 I just need your okay right here, right.
• 05:02 And they'll see your signature, and they'll sign.
• 05:04 Okay, you might ask them a question like when would you like to take delivery
• 05:07 of the product?
• 05:09 So now they're thinking about when the product's gonna be delivered, okay.
• 05:12 And you're moving forward.
• 05:14 And if you get resistance from the buyer, ask what's preventing the sale, okay.
• 05:19 Get to the bottom of it, you're a detective, right.
• 05:21 You're like CSI Miami, you're Horatio.
• 05:25 Okay, and you're asking them the questions.
• 05:27 Find out what's preventing the sale and you're gonna be just fine, okay.
• 05:31 So I'll see you in the next video.

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