Your Checklist for Closing Opportunities this Quarter
1 like452 views
The document outlines a webinar presentation by Marilyn Janas of ValueSelling Associates focused on closing sales opportunities effectively in the year's final quarter. It includes strategies for evaluating the sales process, understanding prospects' motivations, addressing objections, and establishing mutually agreed-upon plans. Key questions are posed to help sales professionals identify gaps in their approaches and ensure successful closings.
Your Checklist for Closing Opportunities this Quarter
- 1. © 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® Yourchecklistfor closingopportunities thisquarter This document contains proprietary information of ValueSelling Associates. Its receipt or possession does not convey any rights to reproduce or disclose its contents or to manufacture, use, or sell anything it may describe. Reproduction, disclosure, or use without specific written authorization of ValueSelling Associates is strictly forbidden. Complimentary Webinar November 21, 2019 Thank you for joining us today. We will be getting started shortly. In the meantime, please share the location that you’re joining us from. Submit your answer in the Q&A window. Presented by Marilyn Janas Managing Partner
- 2. © 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® Follow and engage with us! ValueSelling- Associates ValueSellingAssocValueSelling Associates @Valuselling #ValueSelling #VSAWebinar #KeepItSimpleDriveResults
- 3. © 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® Thank you! • Keep it simple. Drive results. Marilyn Janas +1 619 743 7272 marilyn@valueselling.com in/marilynjanastransvorto ValueSellingAssociates
- 4. © 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework®© 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® • Closing the sale - Skill or process? • Top 10 questions we must ask to be certain opportunities will close • Tactics and strategies for successful closings Agenda – Year end PUSH!
- 5. © 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework®© 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® Think of key opportunity... • YEAR END PUSH • Evaluate pipeline • Identify “gaps” • Do we know what to ask? • How to approach it?
- 6. © 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® Business Issue Problem Solution Value Power Plan Differentiated VisionMatch™ confirm confirm Value Buying Process™
- 7. © 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® © 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® Are we at Power? • Authority and access to funds • Procurement process • Are we at risk? • Do we need to partner to get to Power?
- 8. © 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® © 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® What is our prospect’s reason to change? • Is our solution connected to resolving our prospect’s business issue? • Individual objectives, imperatives, drivers, KPIs may be incomplete • Wrestling with identifying the value/impact of our solution? Good chance we don’t have business issue confirmed • Remember — VALUE accrues to the business issue — not just to problem-solving
- 9. © 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® © 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® Is our solution differentiated? • What is unique or better about our solution? • All that matters is the prospect’s perception • Why would a prospect require that uniqueness? • Prospect must articulate in some way that we’re their best solution • No Differentiated VisionMatch? Let’s be deliberate and make visible unrecognized business issues and problems that only our solution can address!
- 10. © 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® © 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® What’s the personal motivation? • People are motivated for their own reasons…not ours • Uncover and connect to WII-FM • Helping our prospect achieve his/her individual goals is critical to creating urgency
- 11. © 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® © 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® Is it worth it? • What criteria will our prospect use to justify their decision? • Can the impact on their business be measured and quantified? • Do they believe the ROI or value? • Are there any other initiatives that have a bigger impact? • Value is customer-specific!
- 12. © 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework®© 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® Half way – let’s recap: 61 Are we at Power? What is our prospect’s reason to change? Is our solution differentiated? What’s the personal motivation? Is it worth it?
- 13. © 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® © 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® Do we understand our prospect’s process? • Evaluation, decision and procurement • What happens after they select a vendor? • Who is able to sign? • Are there phases, steps? • How long does it take for a purchase order to be issued? • Can various processes be conducted simultaneously, i.e., legal review?
- 14. © 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® © 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® Does our prospect know and own the Plan? • Is it mutually-agreed upon? • Joint ownership • Based on customer requirements • Shaped to include the items we know will lead to success • Is it in writing? • The end date…when the customer’s business issue is resolved, Value is realized One key aspect: have they agreed to the Plan?
- 15. © 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® © 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® Is timing critical to our prospect? • Is the timing of the expense for our services an issue for our client? ─Year-end budget dollars may need to be used ─Expenses may be postponed to make quarter or year earnings goal • Critical for each of us to understand and manage…get creative, if possible
- 16. © 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® © 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® Are there unaddressed objections? • Unaddressed objections will stall a sale every time • Objections are usually requests for more information • Use a 5-step approach to determine what information is missing or has changed ─ Embrace the objection ─ Clarify ─ Diagnose using the QP Formula ─ Isolate – anything else? ─ Address the objection
- 17. © 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® © 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® Could we be blindsided? • What are the individual schedules of our prospects? • Vacations • Holiday shut-downs • Does prospect’s organization have a purchasing “cut off” date to prepare for year-end or quarter close? • Find out TODAY, not December 31, and make adjustments to the written plan
- 18. © 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework®© 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® To recap: 61 Are we at Power? What is our prospect’s reason to change? Is our solution differentiated? What’s the personal motivation? Is it worth it? Do we understand our prospect’s process? Does our prospect know and own the plan? Is timing critical to our prospect? Are there unaddressed objections? Could we be blindsided?
- 19. © 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® © 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® What can we do today? • What are the top deals you need to get in the door? • Ask the questions – be honest with yourself. • Rejoice over discovered holes or missing components • Go to work, fill the gaps! • Better to identify the gaps now, not on December 31st!
- 20. © 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework®© 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® Questions?
- 21. © 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® Go to valueselling.com > resources > webinars to download today’s slides At the end of today’s webinar
- 22. © 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® 7 Sales Coaching Best Practices for Maximizing Performance January 16, 2020| 10:00 AM Pacific Save the date!
- 23. © 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® Thank you! • Keep it simple. Drive results. Marilyn Janas +1 619 743 7272 marilyn@valueselling.com in/marilynjanastransvorto ValueSellingAssociates Thank you!