Mindset
This is the high level benefit of your company/product you should always stay focused on when closing
what is value
This is the technique of closing where you say thing that assume you already have the business
What is the assumptive close.
When writing emails to potential clients, keep the content to this many pane views
What is one.
When negotiating, it’s always a good idea to be part rational and part emotional in your communication. True or False
What is False.
You have a proposal in front of a client for $250K. In the final hour, they say that they don’t have that much budget and want you to go lower without cutting any elements from the proposal. What should your response be?
“How much are you willing to pay”
This is the one thing the client cares most about that you should try to show that your solution can achieve
What is increasing sales.
This is the technique where you have a complex solution and you’ve had lots of meetings over time. You use this method to simplify things as you get close to the close.
What is the summary close.
When writing emails, it’s best to focus on short sentences and these in the body of your email
What are bullet points.
When a client challenges your price on your proposal, what should you do?
What is "ask them what they are willing to pay"
You are having a discussion with the client on the phone and they seem interested in your proposal. After a long discussion about the details, you say, “Based on your reaction, I can send you the media authorization this afternoon for your signature.” What method of close are you using here?
What is the Assumptive Close.
The closing of the business is the start of what
A Relationship
This is the technique you use when you proactively throw in some extras to get them to close more quickly
What is the Urgency close.
You should send an email everyday until you hear back from them. True or False.
What is False
If the deal becomes a challenge for your company to make profit, what should you do.
Walk Away.
You are just about ready to close a deal with a client and she asks you to throw in extra impressions for research and extra creative services that were not part of the original proposal. You know from past experience you can do this, and you say “yes, but I can only do this if you sign today.” What method of close are you using here?
What is the Sharp Angle close.
This is how you should position yourself throughout the process
This is the technique when you create urgency of closing in response to them asking for more
What is the Sharp Angle Close.
Roughly how many unanswered emails should you send before you close this opportunity out for now and develop a recontact plan
What is five.
When going into any negotiation, it’s always good to be prepared by talking to management and having these in your back pocket.
What are “counteroffers you have the authority to put on the table.”
You’re having trouble “landing the plane.” You feel you are close, but for some reason the client is not committing. A good thing to do right now would be to say, “What’s it going to take to close this deal.” True or False
What is True
This is what you shouldn’t be while you are closing the business
What is emotional.
Asking for the sale directly is sometimes a good technique to close. True or False.
True
Each new email should deliver some form of what
What is value
In any negotiation, don’t forget to keep coming back to this in your communication.
What is value.
You are well into conversations about your proposal. It’s a complicated proposal and you’ve had many calls to discuss specific pieces of it. It’s been a while since you talked about the whole proposal in its entirety, so you take the opportunity to summarize for them the entire package and the value it will bring to their business. What method of close are you using here?
What is the Summary close.