10 - Closing Sales When You’re Having Sales Conversations but Not Getting Sales

Question 1

What is the final stage of the Universal Marketing Cycle?

Answer 1

The final stage involves closing the sale after identifying good prospects and engaging them in conversation.

Question 2

What is a common statistic regarding prospects and sales conversions?

Answer 2

Only one out of three prospects presented to will become a client.

Question 3

What are some reasons a prospect may choose to say no?

Answer 3

Reasons are often out of your control, including standard objections and how you present yourself.

Question 4

What are the basic ingredients for closing sales?

Answer 4

• Professional credibility
• Testimonials or references

Question 5

How can one increase professional credibility?

Answer 5

By utilizing public speaking, writing, networking, and volunteering.

Question 6

What should you evaluate to assess your professional credibility?

Answer 6

• Work experience
• Formal education
• Speaking and publication credits
• Professional affiliations
• Visible achievements

Question 7

What is a good strategy for gathering testimonials?

Answer 7

Ask clients for quotes or anonymous testimonials after they express satisfaction with your service.

Question 8

What is the significance of the term ‘credibility’?

Answer 8

It reflects the truth of you, as seen through your actions, experience, and expertise.

Question 9

What is a key component of a transaction according to Nancy Marmolejo?

Answer 9

Trust.

Question 10

What is one way to enhance your sales conversations?

Answer 10

Have fewer sales conversations with better-qualified prospects.

Question 11

What is a recommended approach to building stronger relationships with prospects?

Answer 11

• Attend networking events
• Invite prospects to events
• Schedule informal meetings

Question 12

What should a presentation script include?

Answer 12

• Establish rapport
• Determine their needs
• Explain how you can meet their needs
• Answer their questions
• Ask for the business
• Decide on a next step

Question 13

What types of questions should be included in a sales conversation?

Answer 13

Open-ended questions that elicit detailed responses about the prospect’s needs.

Question 14

What can help make services more tangible during sales conversations?

Answer 14

Using visuals like diagrams, portfolios, or presentation materials.

Question 15

What is the purpose of a leave-behind?

Answer 15

To provide prospects with a sample of your work or a memorable gift.

Question 16

True or False: You should ask for the business at the end of a sales conversation.

Answer 16

True.

Question 17

Fill in the blank: The Latin root of ‘credibility’ is _______.

Answer 17

credo.

Question 18

What is one way to provide value to your network?

Answer 18

Shift your mindset from making money to adding value.

Question 19

What is the purpose of a portfolio in a sales context?

Answer 19

To establish expertise and review work with a prospect.

Question 20

What is a leave-behind in sales?

Answer 20

A sample of your work or a gift that prospects can remember you by.

Question 21

Give examples of leave-behind items.

Answer 21

• Case study
• Special report
• Before-and-after photos
• Demonstration DVD
• Collection of testimonials
• Books
• CDs
• DVDs
• Promotional products
• Candy

Question 22

What is the significance of making a connection in sales?

Answer 22

It helps in making the sale.

Question 23

What should you do while someone is speaking?

Answer 23

Just listen and don’t formulate your response.

Question 24

List tips for powerful presentations according to Patricia Haddock.

Answer 24

• Use stories and anecdotes
• Rehearse
• Make continuous eye contact
• Read audience body language
• Ask open-ended questions
• Paraphrase what others say
• Ask for what you want

Question 25

What is the difference between a selling script and a presentation script?

Answer 25

A selling script focuses on asking for the business.

Question 26

Why is asking for the business considered confronting?

Answer 26

It is the moment when you risk rejection.

Question 27

What type of question should you switch to when asking for the business?

Answer 27

Yes or no question.

Question 28

What are the possible responses when asking for the business?

Answer 28

* Yes * No * Reason why not

Question 29

What should you do after asking a closing question?

Answer 29

Wait for the prospect’s response without talking.

Question 30

What is not considered a real objection?

Answer 30

Statements of fact like 'it’s a lot of money to spend.'

Question 31

How should you respond to a prospect’s objection?

Answer 31

Agree completely and ask another open-ended question.

Question 32

What is the best way to handle objections?

Answer 32

Validate the prospect's concerns and find a solution together.

Question 33

What should you do if a sale is not a good fit?

Answer 33

Gracefully end the conversation and recommend another provider.

Question 34

What should you ask before introducing a closing question?

Answer 34

What concerns do you have?

Question 35

What is a significant obstacle to successful selling?

Answer 35

Lack of self-confidence.

Question 36

What does Rochelle Togo-Figa say about being successful in sales?

Answer 36

It does not require being slick or pushy; authenticity is key.

Question 37

Define what selling really is.

Answer 37

* Being interested in the prospect * Creating trust * Listening keenly * Helping the prospect * Going the extra mile * Being accessible * Being yourself

Question 38

What is the importance of following up in sales?

Answer 38

It keeps the prospect engaged and increases chances of closing the sale.

Question 39

What should you do if you haven't closed the sale?

Answer 39

Follow up regularly and persistently.

Question 40

What is the fear associated with asking for the business?

Answer 40

The risk of being turned down.

Question 41

How can you overcome the fear of asking for the business?

Answer 41

Use memory joggers and practice with friends.

Question 42

What does Rhonda Britten say about fear?

Answer 42

It is the gatekeeper of your comfort zone.

Question 43

What is the comfort zone?

Answer 43

The familiar routines and people that make you feel safe.

Question 44

What might prompt someone to step out of their comfort zone?

Answer 44

A crisis that shakes up their world.

Question 45

What is the first step to overcoming fear according to Britten?

Answer 45

Recognizing the need for change.

Question 46

What is the primary focus of C.J. Hayden's work?

Answer 46

Helping self-employed professionals earn a better living doing what they love ## Footnote C.J. Hayden has been active in this field since 1992.

Question 47

What qualifications does C.J. Hayden hold?

Answer 47

Master Certified Coach ## Footnote This designation indicates a high level of coaching expertise.

Question 48

How many articles has C.J. Hayden written?

Answer 48

More than 400 articles ## Footnote These articles have been published in various outlets.

Question 49

Name three publications where C.J. Hayden's articles have appeared.

Answer 49

* Home Business * Rain-Today * About.com ## Footnote These publications focus on business and entrepreneurship.

Question 50

What subjects has C.J. Hayden taught?

Answer 50

Marketing ## Footnote She has taught marketing for various institutions, including universities and organizations.

Question 51

Which institutions has C.J. Hayden taught marketing at?

Answer 51

* John F. Kennedy University * Mills College * U.S. Small Business Administration ## Footnote These institutions provide education and resources for business professionals.

Question 52

What is the initial step suggested for someone feeling unfulfilled?

Answer 52

Acknowledge that something isn’t quite working ## Footnote This recognition is the first step towards seeking change.

Question 53

What emotional state is described as a precursor to change?

Answer 53

The soul yearns for more ## Footnote This yearning indicates a desire for personal and professional growth.

Question 54

What is the journey described in the text?

Answer 54

From fear to freedom ## Footnote This metaphor highlights the transformation individuals can experience in their professional lives.