4 Steps to Closing the Deal : 4 Steps to Closing the Deal 1. Tune Your Radio To WIFM
2. Ask For The Deal
3. Stop Selling
4. Closing the deal with confidence
1. “Tune your Radio to WIFM” : 1. “Tune your Radio to WIFM” WIFM – “What’s In it For Me?”
This is the favorite and only station your client listens to
Know why they are buying
Remind them why they are buying
Only talk to them about how this deal will help them!
2. Ask for the Deal : 2. Ask for the Deal You have identified your clients needs
You have presented a consultative solution to their needs
You have earned the right to ask them to buy your recommended solution…So Ask!
3. Stop Selling : 3. Stop Selling Your clients know what they want
They asked you to provide it and you did!
The more you talk the more they think you are not done providing the solution
Stop talking and let them decide to decide
4. Close the Deal : 4. Close the Deal Closing is about confidence
If your client feels you have confidence in your solution, they will have confidence in your solution
Confidence comes from preparation
Role play your final presentation and prepare answers to objections