Presentation / Cost Analysis / Display

Now it's your turn to talk.  Up until now you should have been listening.  They've told

you in the discovery what they want, and they've told you what they don't want (if you've asked the right questions).  Now that you have that information, you can sell them based on what they told you.  Which is why you did a Discovery Confirmation, right?  It's because now it's THEIR words, not yours.  It's what they said, not you putting words in their mouths.  Re-emphasizing a few times throughout the presentation exactly what they told you doesn't hurt, and using examples of how they can use "THEIR" product (speak like they already own it) puts them in the picture.  Sprinkling your presentation with actual examples of how the product or service fits perfectly into their lives is how you're going to win their business.  Don't be afraid to put on the breaks and ask them how this sort of thing would benefit them, and then allow them to tell you.  Then follow up and ask them to buy it.  They just might, right then and there.

Let's face it, it's just not that easy.  But we know this, we're professionals.  We're only asking to find out why they're not ready to buy (translation: they need more information).  We'd like them to buy at that point, but realistically our experience tells us that they've got some objections holding them back.  What better way to get those objections than to ask them to buy?  If you ask these questions early enough in your presentation, you have the rest of your presentation to get over them.  If you're going to give a demonstration or show a display that whole portion of your presentation can be dedicated to overcoming their objections.  With a healthy portion of closing questions and 3rd party stories you can find success in helping your client get themselves over their objections.

Close the Show / A.B.C

If you haven't already asked for the business at this point, most likely you don't have the first

clue whether or not they're going to be buying from you.  If you haven't already asked them for the business, you haven't been told no and there is no way for you to know why.

One of the reasons the steps have produced so much success is because they happen in sequence and they're designed to always let the salesperson know where he is with the client.  If you don't ask them to buy, they usually won't.

Re-setting the tone, reminding them and reinforcing the reasons they told you they were going to buy.  If you haven't already asked them how they want to pay (and you should have) do it now.  If you did your job, there are no objections to overcome.

Post Sale

This is what separates the women from the little girls.  After all the work, after all the calls, after the inevitable blow up of the deal that you handled like a Messier dish pass to Kovalev,  the deal is not done until the money is in the bank.

Follow up.  Send a note.  Follow up on that note.  Be absolutely certain the client has whomever's information they need to get the service or product they paid you for.  There is nothing worse than putting all that love and energy and english on a deal than to have it spike, because they didn't feel comfortable after the ether wore off.  It's called "buyer's remorse", and it can be prevented.