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Part 1: The Inner Game of Closing
Chapter 1. Never Close Again!
Identify the most common myths and limiting beliefs around closing. Turn the model upside down so that you can bring in more sales while never having to close again.
Im a Great Closer!
No Closers Please
What Exactly is Closing?
What Closing Is Not
Why Traditional Closing Is Dead
Closing the Sale or Closing a Person
Turning the Model Upside Down
Give Value
Unlearning What You Learned
Why You Don't Have To Close
The Least You Need To Know
Chapter 2. The Anatomy of a Closer
Confidence, self doubt, control, fear. Tap into your authentic power to choose to create what you want most in your career and in your life. It really is your choice.
Confidence. What It Really Is
Fueling Self Doubt
Make Confidence a Choice
Are You a Control Freak?
The Only Three Things You Can Ever Control
Control Is All Based In Fear
You're Either Creating or Controlling
Be Creative
Enthusiasm
Sincerity and Authenticity Sell
The Least You Need To Know
Chapter 3. Cerebral Selling - Why People Will Buy From You
While the stars don't need to be aligned for a sale to occur, certain things do. Here's what you need to do to develop the right foundation that a sale can be built upon.
When Do People Make Buying Decisions?
The Sales Funnel
Why People Will Not Buy
Handle the Fear or it Will Handle You
Get Emotional or Logical?
The Dual Role of a Salesperson
Empathy or Sympathy?
How Am I Perceived?
The Least You Need To Know
Chapter 4. Get In Their Head and Get Out With a Sale
Enjoy the next best thing to becoming a mind reader. Manage the intangible components of your sales process in order to recognize when they're ready to buy without them actually telling you.
Adapt Like a Chameleon to Your Surroundings
The Simplicity of Selling
Mirroring and Reflecting
Sell Them Where They Want To Be
Ouch, That Hurts! Selling the Pain
Wants And Needs - What Is The Difference?
I Am Almost Ready To Buy
The Least You Need To Know
Part 2: Walking The Talk: Being The Sales Champion Your Customers Expect
Chapter 5. The Enemy Within-Barriers We're Blind To
Unfortunately, you're creating the very objections that you are hoping to avoid. Imagine developing a competitive edge simply by getting your-SELF out of your own way and removing the self imposed barriers to more sales.
Don't Sell Like You Buy
Stop Talking, Start Listening Deeply
You're Still Not Listening
Eight Barriers That Prevent You from Listening
Listening Through Filters - Selective Listening
When a Prospect Stops Listening to You
Just The Facts, Please
The Least You Need To Know
Chapter 6. Shhh, Listen For the Sale
Discover how to use proven listening strategies as an active, rather than a passive tool to close more sales while eliminating the listening habits that destroy relationships and compromise your ability to hear the sale.
You're Pre-Judging, Not Pre-Qualifying
Encouraging Silence Closes More Sales
Focus More the Message than On the Messenger
Listening To Someone or Listening for Something
Make People Feel They Are Truly Being Heard
Reflective listening
Paraphrasing
The Least You Need To Know
Chapter 7. The Myths of Presenting to Your Prospects
Never pitch again. The objective of a presentation is no longer about delivering information. Traditional presentations create more objections rather than overcome them. Stop delivering and start inquiring.
Dangerous Knowledge
The Paradox of Presentations
Questions That Gracefully Correct and Create a New Selling Opportunity
Telling Isn't Selling - Asking Questions Is
How to Create More Obstacles to the Sale
Process Driven Selling - The Question is the Answer
The Objective of Delivering a Presentation
The Least You Need To Know
Chapter 8. Make Your Sales Presentations Objection-Proof
Master the five steps of a Permission Based Presentation*TM that stimulates a conversation with every prospect and gets you to closing the sale faster than ever before (with permission).
The Five Steps to Delivering a Permission Based Presentation
Step One: The Introduction
Customers Don't Want A Relationship With You
Identify The Knowledge Gap.
Step Two: The Discovery
Use Segue Questions When Presenting
Step Three: Clarifying
Step Four: Discuss Solutions
Step Five: The Close
The Least You Need To Know
Part 3: Permission Based Closing: Masterful Communication that Gets The Prospect to "Yes!"
Chapter 9. The Top Ten Types of Closers
Analyze the type of closer you are to eliminate damaging communication practices. Model the behavior of the champion closer by upgrading your communication style based on your natural strengths, values and philosophy.
Hopeful Harry
Pontificating Peter
Friendly Freddie
Hank the Hammer
Not-to-Blame Zane
Methodological Mike
Paul the Perfectionist
Stu the Yesaholic
Adrenalized Angie
Accountable Alice
Why Salespeople Fail
The Least You Need To Know
Chapter 10. Planned or Canned? The Hybrid Closing System
Now that you've uncovered the type of closer you are, it's time to craft what you are going to say when attempting to defuse an objection at the closing table. Stop stumbling or getting tongue-tied when you hear an objection and share compelling stories a prospect wants to hear that motivates them to buy.
The Hybrid Closing System
The Exclusivity Close
The Going Out of Business Close
The Price Increase Response
The Risk Reward Close
Call ‘Em Out!
No Budget? No Worries
The Fear of Change Close
The Why Close
The Shopping List Close
Sentence Completion
Negative Reversal or The Take-Away?
Pride Of Work Close
With Your Permission
The Least You Need To Know
Chapter 11. Closing the Sale; With Permission
Most closing techniques need to retire. Rather than reacting to every objection with a statement, harness the power of responding with questions. Use the I.G.O. three step system to defuse any objection and watch the prospect overcome their objections on their own.
The Secret to Overcoming Objections-Don't
Defusing Objections Head On
Three Steps to the Sale- I.G.O! Right to the Close
Step 1. Isolate the Objection
Step 2. Get Permission
Step 3. Offer a Solution
Stretch Out Before The Close
Turn Objections into New Opportunities
The Least You Need To Know
Part 4: From Better to Best: How Top Producers Maintain Their Edge
Chapter 12. Handle the Money or Lose It
Get the money out of your way. Avoid the most common blunders when handling the price objection. Uncover the real reasons for price objections and learn why dropping your price will lose the sale.
To Control or Not To Control - Money Issues
Dropping the price Isn't Always a Good Idea
You Can't Build Value Without Your Tool Belt
Always Justify A Price Drop
Recognize When Your Prospects are Testing You
Think Again Before You Split The Difference
Stop Creating The Objections that Kill Your Sales
!
When the Salesperson Creates The Objection
The Least You Need To Know
Chapter 13. Stop the Cancellations and Improve Client Retention
Here's what you can do immediately to drive more repeat sales, prevent cancellations and how to use a proven, step by step strategy to saving a sale worth saving that's on the rocks.
A Buyer's Hangover
Don't Take Their Eye off the Value
Recognize a Cry for Help
Why Do People Cancel?
Take Responsibility for The Breakdown
Re-confirmation: The Pitch-back
When It Makes Sense to Save a Sale
Seven Steps to Reducing Cancellations
Step 1: Get Neutral
Step 2: Pre-Call Preparation
Step 3: Conduct an Exit Interview- Making the Call
Step 4: The Re-Discovery
Step 5: Save Your Customer! Open Up a New Possibility
Step 6: Offer Another Solution
Step 7: Ask for Referrals
The Least You Need To Know
Chapter 14. Master the Basics: The Advanced Course
Do you remember what made you successful in first place? Costly detours from the basics lead to learning the wrong lessons. If every sale is already yours for the taking, learn what you can do to turn your biggest competitor into your greatest ally to maintain top producer status.
What's Blocking Your Sales Mojo?
The Wrong Lesson Leads to the Wrong Solution
Get Back to the Basics
Your Only Real Competitor
In Closing. Final Thoughts from Your Coach
Exclusive Resources for CIG Closers
The Least You Need To Know