Episode E2.008 Closing Deals

RESULTS RADIO..."Let's Grow Together"

Introduction
Hope everyone is looking forward to a great week. We have a few announcements to make about growth of the IBGR Network. 

First, we are doubling the number of new and returning visitors to the site. July was twice June’s numbers and we beat July’s numbers over the weekend.

Second, with the addition of Gambia on Sunday, IBGR is now heard by entrepreneurs in 100 countries. That is 51% of all the countries on the planet. 

Third, we have declared war on Covid19. That is not on the disease itself, just a worse variant of the flu. Our declaration is aimed at those politicians and bureaucrats that are making arbitrary, non-science based decisions on economic activity. People with no skin in the game, collecting checks from our taxes are deciding which business lives or dies. If you do your own research, a stark reality will become apparent - what is happening in your country is not based on science - it is based on power and control.

Check these articles out as reference points:

• Sweden Hits COVID-19 "Triple Whammy": No Lockdowns, Low Deaths & Minimal Economic Damage
• Lockdown Restrictions Are A Test To See How Much Tyranny Americans Will Accept
• THE TRUTH ABOUT COVID19 - DON'T LET THE BUREAUCRATS AND POLITICIANS GIVE YOU A LINE OF BULL.

Put all of this together and we are your advocates against the forces of statism and command economies. We understand entrepreneurs are a different breed that don’t live by the leave of others - why? Because everyone at and associated with the station are entrepreneurs. We are building a network of ideas, insights, and tools that will help you navigate the pandemic and beyond.

JOIN our community and Let’s Grow Together!

Have a great business week.
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Show Objectives - The Why
As the owner of a startup, cash flow in the form of sales is your number one priority. This is your dream coming to life and your business. This means that it is also your ultimate responsibility to ensure your sales people are not only motivated to close more qualified leads, but at times it could also be your responsibility to step in and close the deal. You are always modeling what “right” looks like. This includes closing deals. If you are not a good salesperson, now is the time to get good. You don’t have to be the one closing every sale, but you do need to keep a pulse on your sales process by equipping yourself and your sales team with specific sales verbiage to use and a sales process that has a high close rate of ideal clients. 

Key Issues - Owner Perspective:

1. Most sales are not a one meeting close - know everything that has happened up to this meeting 
2. Summarize all of the yes's - everything agreed to date 
3. State or restate how your solution deals with their pain points 
4. Ask for the sale 
5. Deal with objections if any 
6. Additional tools - a. now or never, b. sweeten the deal, c. what would it take

What You Need to Know - The What
Sales is an important part of every small business; it's also a common challenge for many small business owners. If sales is something you struggle with in your small business, it can be helpful to spend some time getting a better understanding of the sales process and fine-tuning your sales skills. With some practice, you can become a better salesperson, one who is not only more comfortable with the process but also more effective.

• EPISODE F.025 COACH TO CLOSE
• EPISODE F.026 COACH TO CLOSE: THE MONEY OBJECTION
• EPISODE F.027 COACH TO CLOSE: TIME OBJECTION
• EPISODE F.028 COACH TO CLOSE: NEED MORE INFORMATION
• EPISODE F.029 COACH TO CLOSE: NOT AN INDUSTRY EXPERT

​What You Need to Do​​ - The How

1. Understand the sales process
2. Script your unique selling proposition
3. Get good at using influence to overcome sales objections
4. Learn how to negotiate successfully
5. Train your sales team to use the process effectively
6. Take an active role: close the deals or force others to close the deals
7. Know how to identify if the deal can't close and move on quickly
8. ​Find creative ways to motivate your sales team to close more deals

Shows

• Previous: Episode E2.007 Managing Marketing & Sales
• Next: Episode E2.009 Reaching out to your list

Written by Donna Kunde

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