Ep. 10|The Secret of the System #3 - a podcast by Ike Krieger - Communications and Sales Expert

from 2019-09-03T15:28:26

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In Episode 10 of Close the Deal Without Selling
Hosted by Communications & Sales Educator, Ike Krieger

Episode Coupon Code : CAPABILITY

  • When a prospect isn't sure of their budget you can use bracketing. (Pg.295)
    • Give the prospect two separate ranges of figures.
    • Ask them which of the two is most closely in line with what they’d be comfortable spending?
  • If your prospect is reluctant to share a budget amount, 
    • You didn’t do a good enough job of setting your MBAs. 
    • You didn’t do a good job uncovering the problem, or,  
    • You’re dealing with a problem client.
  • Get rid of discounting as a selling strategy forever.
  • Find out the details of the paying process.
  • The C. in Q.U.I.C.K uncovers your prospect's capability to spend the money to solve the problem. (pg. 299)
  • Discover if the person you're interviewing has to take your information to other decision makers. Would that person move ahead with you if were up to them alone?
  • Upon completing the C. in Q.U.I.C.K. ask permission to recap the entire conversation.
  • Revisit everything from the problems, to the money, to the decision-making process.
  • Verify that you both heard the same things.
  • Upon completing the C. in Q.U.I.C.K. it’s time for the best system-based closing question.
    • “What’s our next step?”
  • Use your presentation as your “close.”
  • The K. in Q.U.I.C.K. gives your prospect the opportunity to share how they believe your product or service will solve their problem. (Pg.301)
  • The K. section is as important to the success of the system as the other sections.
  • This is a top-down system. Management must have buy-in.

Episode Coupon Code : CAPABILITY

 

Guidelines for The Easier Way to Sell

Get a copy of these guidelines in the ACTION GUIDE PREVIEW

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(Pg. 15)

  1. Seek the truth
    • Just because you believe something is true… that doesn’t make it true. It just makes it true for you.
  2. We’re all in sales
    • Nobody likes to be sold to, but you have to sell to live.
    • Shift your truth about selling and self-promotion.
  3. Talk Less… Sell More™ 
    • Give up the notion that to inform is to sell.
    • Get information… Don’t give it. 
    • Interview rather than present
  4. Think like a doctor
    • Examine, and Diagnose before you prescribe. 
    • Remain curious, authentic, and neutral.
  5. Be a problem solver
    • What is a problem?
    • What is business?
    • What is closing?
  6. Know the problem you solve
    • People don’t care about what you do… all they care about is what you can do for them.
    • People want you to help them get what they want. 
  7. Be a trusted guide
    • If prospects knew how to get to their destination on their own, they would.
    • Be a navigator.
  8. Be an expert questioner
    • The person asking the questions is the one that controls the communication.
    • The one doing the talking usually dominates.
    • People like to talk... so, help them talk.
    • Ask Open-Ended Questions.
  9. Be an expert listener
    • Listen with an intent to understand rather than an intent to reply
    • Learn to shut down your response mechanism.
  10. Establish rules for the communication  
    • Establish Mutually Beneficial Agreements.
    • Avoid “But, I thought you meant.”
  11. Uncover a “no” that was going to happen anyway
    • Sometimes "no" means "no."
    • Stop spending too much time trying to turn a real “no” into a yes.
  12. Give up the need to sell
    • Heighten your commitment to sell.
    • Eliminate the need to sell.
  13. Know your outcome
    • If you don’t know where you’re going… that’s where you’ll end up.
    • If you don’t know what you want… how will you know when you’ve got it?
  14. Maintain your outcome
    • Maintain your outcome, not your position.
    • Proving you’re “right” is unproductive.
  15. Invent the future
    • The best way to predict the future is to invent it.
    • Plan from the future backwards.
  16. Be intentional
    • Do you want what you want… or do you just want to want it?
  17. Meet people at their model of the universe
    • People like people who are like themselves.
    • People buy from people they like and trust.
  18. Be interested rather than interesting
    • Shut down your response mechanism
    • Listen, and ask questions.
  19. Avoid problem clients    
    • Trust your intuition.
    • You’ve got enough problems with your non-problem clients. To take on a client that you know is going to be a problem… is insanity.
  20. Follow a system
    • Most salespeople “wing it.”
    • Use the Yes Formula
    • Achieve what you want more easily and more often.

 

Good Selling

 

 

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