Closing Flashcards
Fulfillment Process
Present options to solve three to five pains that were uncovered in the Pain step.
Fulfillment Probability of success
Most producers who make it to the Fulfillment stage have an 80% chance of closing the sale.
Thermometer close
George on a scale of 1 to 10 – #1 you have no interest in a system of trustmarks to improve conversions, and #10 you’re already using trustmarks to drive better key metrics from your visitors.
Where are you?
George, what do you need to see or hear to get to 10?
Post Sell 2 functions
To prevent buyer’s remorse from sabotaging the sale and develop a relationship for future business.
The post sales process
The post sales step is making sure the sale is locked up by deliberately giving your prospect a chance to back out
Lock up the sale officially
Get a purchase order, check, signed contract, etc
Bring up a compromise your prospect agreed to earlier
George, I wanna make sure green is not a problem. Originally you had hoped for red. I bring this up because I don’t wanna leave today and then have you call me later and possibly cancel the order because of that. You wouldn’t cancel because of the change we agreed upon would you George?
