The program Lenann Gardner put together for us, the 120-day Game ON! program, is an intensive sales coaching program aimed at changing the habits of even the most focused sales team. In the course of .. Martin Ferenczi
Managing Director Payment North America – Oberthur Technologies
 

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Points to Remember about Closing

1. Closing is defined as “moving a prospect (or having him move himself) to the next stage in becoming a client.” You should be closing in every interaction you initiate with a prospect. 


2. The three rules of closing are: 
    a. ASK for something.  You must pose a question. 
    b. When you’ve asked, shut up. 
    c. And when you’ve achieved your objective, get out (or end the interaction). 


3. In order to do business with you, your prospect has to answer “Yes” to two questions: 
    a. Do I want to buy this? 
    b. Do I want to buy this now? 


The second question, the issue of urgency, is equally as important as the first. If you don’t know why your prospect should move forward with you now, you may end up in an endless follow-up loop. 


4. The key to handling objections is to regard them as gifts—your prospect is telling you what stands between the two of you doing business together. Receive the objection as the gift that it is and don’t be defensive. 


5. Understand that objections can be like onions—you address or peel away one layer, and another objection will come to the fore. 


6. Before you try to address an objection, be sure you understand it, and restate it to the prospect, without judgment, so she agrees that you understand it. 


7. Then and only then, offer whatever information you have that doesn’t agree with what she just said, gently.  When people have new information they may choose to make a new decision.  


8. Wait for your prospect to acknowledge that you have addressed her objection, and that it’s no longer a concern. If she doesn’t do that, stay with it. People only need one reason not to do business with you. 


9. Acknowledge to yourself that rejection is just part of the process of building a robust new business development effort. Accept that, continue to reach out to help others, follow up systematically, and enjoy your success.

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