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About this lesson
In this video we look at how important it is to assume the sale and keep moving forward towards your goal of securing the new client. This video details exactly how to do it.
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Quick reference
Move Forward
To help make the sale, you need to solidify the relationship. You have done a lot of work up until now. You have done the research in your industry and your product. You have completed your presentation. You have built the trust and rapport with the client. You know the client’s challenges and what solution you can provide. Now it is just a matter of moving to the next step. You are taking the next step in helping your client get their desired outcome.
When to use
After you provide a recap, you need to assume that the sale is happening and move things forward.
Instructions
To move forward do the following things:
- Confirm emotional and logical desire for your product/ service. Ask the client things like, “Does everything look good? or “Do you have any additional questions?” or “ Is there anything I haven’t covered?”
- Begin processing the sale by asking things like “Is that going to be mastercard or visa?” or “Are you paying check or cash?” You are not asking them if they are purchasing, you are just assuming you have provided everything they need and you are moving to the next step of buying.
- If you get resistance from buyer, simply ask them, “What is preventing the sale?”
- 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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