Seven Critical Closes For More Sales and Profits
As an Atlanta executive B2B sales trainer and coach with over 20 years of sales experience, I have learned a lot about the sales process and closed many deals. Many B2B sales training programs and courses miss this when teaching about the sales process.
Most people think that you should focus on just that one closing appointment. That is, when you ask for the check and the sale. However, there are is, in fact, many closes that you must successfully complete. Not just one close, but, actually seven closes. If you are not successful with the first two closes, then you will never get to the first appointment.
I watched a video by Erik Luhrs and he made some good points. He said that there are three closes. It got me thinking. Reflecting on my experience, I came up with seven closes. Yes, selling is hard work, but the rewards are wonderful. If you can successfully complete them, then you will have more sales and greater profitability:
Close #1 – Encourage or attract your best prospects and target niche-market to contact and connect with you. You must answer the question: “What’s in it for me?” Goal: to schedule a telephone conversation or video chat.
Close #2 – Conduct a brief telephone call with your best prospects in your target niche-market to discover goals, wants, needs and pain. Goal: to schedule a first call appointment.
Close #3 – Conduct a first call appointment. Getting your best prospects and target niche-market to open up, share and reveal critical personal, feelings and information. Presenting to your best prospects and target niche-market your company solution. Goal #1: to bring them back to her past emotional state and agree to select your company and overall solution. Goal: to accept the overall customized solution.
Close #4 – Presenting to your best prospects and target niche-market your company solution. Goal #1: to bring them back to her past emotional state and agree to select your company and overall solution. Goal #2: to accept the overall customized solution.
Close #5 – Overcoming questions, objections, closing the deal and defining next steps with your best prospects and target niche-market. Most of these objections should be answered during the first call appointment. Goal: Close the deal and make the sale.
Close #6 – Asking for referrals from your best prospects and target niche-market. Goal: to create a system that generates new business referrals and leads.
Close #7 – Keeping your best prospects and target niche-market engaged and asking them to continue to buy from you. Goal: to create a system that keeps producing sales from your current clients.
What am I missing? What is your experience? What are your thoughts?
Most people know WHAT to do, but not HOW to do it. Are you looking to improve your sales? Looking for a B2B sales training course or program with a different philosophy and methodology? Are you interested in learning how to use the web to increase sales and profits? Take advantage of our no cost, no obligation Sales, Web and Profit Jump Start Session! Go!
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What Is Your Sales and Profit System?
How do you get business owners to return your call? How do you get a decision maker to respond to your email, letter or post card? What can you do to increase your company’s sales and profitability? What can you do to integrate the web into your sales and profit system? How can you use the web to generate more leads, strategic partners and centers of influence? What can you harness social and new media to improve sales and profits? What are some of the best ways to use the web to improve your cash flow, reduce and control costs?
Let’s be honest.
Traditional sales and marketing methods no longer work. These strategies, tactics and ideas are costly, ineffective and not efficient. Unfortunately, maintaining the status-quo will not keep business owners successful in today’s changing business environment.
Is this Deja Vu?
The definition of insanity is doing the same thing over and over and expecting different results. Is it time for a change in your business?
Change is constant.
We face a changing economy, changing technology and a changing consumer. The Internet has created an greater opportunities, resources and tools. It has forever changed the way we do business.
Unfortunately, it’s also created some confusion.
Some people believe that all you need is a “great looking” company website and your prospects will flock to you and buy lots of your products and services. It is not that simple. In fact, it is more complicated than that. There are specific items that you should incorporate on your website to increase your sales and profits. Others are not quite sure how to maximize social media tools like Linkedin, Twitter and Facebook. They don’t know how this can be used to increase sales. Moreover, business owners can see how major companies are using new media strategies such as blogs, video and podcasts but, they are not sure how they can be applied to their individual businesses.
There is a better way.
Business owners and entrepreneurs should embrace the web. They must learn it, love it, adapt to change — or face possible extinction. Forward thinking individuals, companies and Fortune 500 companies are adapting. Small business must adapt as well. You can’t conduct a “business-as-usual” approach and expect to succeed in today’s economy.
What is our passion?
Our passion is showing companies how to increase sales and improve profits by leveraging the web and technology. Like many business owners, I wanted to grow my business, build my sales, reduce my expenses, increase my cash flow and improve my profitability. That’s when I discovered the benefits of the using the web and technology. Our ideas have helped other growth-oriented companies too. Everything we do is tied to achieving more sales and greater profits for our clients.
Where do you begin?
However, before you can improve your business, you must know your current situation. We have created over 20 system evaluation tools to help you better understand how to increase your company sales and profits by maximizing your company website, web presence, assets, resources, client & prospect database, social and new media. For example, we have created seven 100 point checklists of “must-have” items to increase your sales and profitability for your company website, blog, podcast, Linkedin, Twitter, Facebook, video, media page or YouTube. Additionally, we have created 15 other sales & profit tools for sales, profit and to improve client, prospect and employee engagement.
Don’t just believe me.
Check out what other people are saying about eWeb 2 Sales. We have logged hundreds of hours of coaching business owners and entrepreneurs — showing them how to maximize their sales, profits with the web and technology. Can over fifty testimonials be wrong? Also, I have over 10,000 people following me on Twitter, Linkedin and Facebook. This year, Small Business Trends (created by Anita Campbell) selected my radio show to be one of best business shows in America.
Successful business owners and entrepreneurs need a comprehensive sales and profit system that embraces the web.
Consequently, we created my e Web 2 Sales and Profit System from my own successful business experiences. This system is designed to show business how to integrate the web and technology into your sales and profit system. There are four parts to our system: sales, profit, new media and social media. The system includes over 1,000 ideas, over 200 quick sales-web-profit tips, over 100 quizzes and surveys, over 50 business topics, over 150 podcasts, lots of videos, over 20 articles , over 25 business aids and social network of business owners, entrepreneurs and strategic partners.
Business owners and entrepreneurs need new strategies, ideas and tactics.
Our e Web 2 Sales and Profit System offers enlightened business owners new principles, best practices, strategies, tactics, ideas and tools that they can implement to improve their business today! Also, our system includes introductions to our strategic partners in technology, web design, SEO, marketing, administration, accounting, business law with proven business models who are ready and dedicated to your success! They offer a complimentary sessions to help you better understand your choices and alternatives.
Get a second opinion on what opportunities and possibilities are available to increase your sales, profit and business success.
We are strategic partners who are committed to your business success. If you would like to get a second opinion and interested in a complimentary consultation, we will give you a choice: Sales and Profit Analysis or Web Presence Review. You can request both, if you are a referral from one of our satisfied clients or strategic partners. I would welcome the opportunity to share our business philosophy, methodology, and ideas to move your business to the next level.
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