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
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Part 2: Sales Style – What Works
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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
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