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CII Council ANNUAL FALL FORUM CROSSING the FINISH LINE David Newman
| Date post: | 24-Jun-2015 |
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Business |
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e: [email protected] | p: 610.716.5984
CII Council ANNUAL FALL FORUM
CROSSING the FINISH LINE
David Newman
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Which comes first?
• Sale Started • Sale Stuck • Sale Closed • TRICK QUESTION?
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Question 1:
• Think of a STALLED SALE • Ask...
If I had it to do all over again, I would…
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Question 2:
• Think of a STALLED SALE • Ask...
The #1 thing that has worked consistently
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Power Phrases to Get Unstuck
• We seem to be stuck... • Help me understand your process... • If we could start over... • Let’s pretend that obstacle isn’t there... • What else is in the way? • What else should we be talking about? • Did I blow it? I apologize...
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Question 3:
• Think of a PERSON in your STALLED SALE • Ask...
How are we punishing this person?
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Stop Closing: Start Solving
• Template: SHOW the finish line (result) – When you’re up against... [symptoms] – You get... [input] – So that... [outcomes and results]
• “Which of these is most important to YOU?”
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Crossing the Finish Line
• Don’t guess... • Don’t hope... • Don’t get frustrated with THEM... • Grab your POWER TOOLS
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TOOLS: Crossing the Finish Line
1. Ask DUMB questions (How and What focus) 2. ASSUME common goal (To get deal done) 3. Ask for HELP 4. Understand & anticipate VALUE SHIFT 5. Keep the POWER 6. Use PATTERN recognition (Prepare/prevent) 7. DON’T appear too smart, slick, sophisticated
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Crossing the Finish Line
• Real Estate mantra: • “Every deal stands on its own” • Start right • Finish strong
e: [email protected] | p: 610.716.5984
David – What’s Next?
Thanks for asking...
For more info about speaking engagements for your association or group, customized corporate programs or to rent David’s brain for a 1-on-1 session, email [email protected]
I’d love to work with you in any of these ways to help you and your colleagues generate MORE leads, BETTER prospects, and BIGGER sales!
