A Master Class in Closing Sales
Learn Step-by-Step how improve your sales
closure rate by up to 50%
www.SalesVision.com.au
By Shawn Collins
This is the abridged ebook version of the soon to be released book "A Master Class in Closing Sales"
(c) 2014 ViSteps Pty Ltd. All rights reserved.
www.SalesVision.com.au is a business wholly owned and operated by ViSteps Pty Ltd.
Table of Contents
Introduction 3
Part 1: Critical Components to setup a Master Close 5
Business Value Proposition (BVP) 5
Probing Questions 6
Questioning Depth 7
Persuasion 10
o Hopes 10
o Anxieties 11
The Personal Plan using Visualizations 13
Overcoming Objections Step-by-Step 16
o Know your competitors products backwards 16
o Know the best and worst case scenarios for each point of
comparison 16
o Use best and worst case Scenario visualisations to overcome
objections 17
Part 2: Sales Style - What Works 18
Script or no Script 18
Natural business conversation 19
Avoid clichés and hyperbole they don't work and you'll lose credibility 19
Confidence and Certainty 20
Reputation 21
Regain Attention with difficult questions 21
Mesmerise with repetition - Close like the President 22
Voice Pace and Tone 24
Part 3: The Master Close Step-by-Step 25
Bring it to a Logical Conclusion - Paying is merely a formality 25
