A Master Class in Closing Sales V1 by James Xavier - HTML preview

Introduction

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Part 1: Critical Components to setup a Master Close

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Business Value Proposition (BVP)

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Probing Questions

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Questioning Depth

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Persuasion

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Hopes

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Anxieties

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The Personal Plan using Visualizations

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Overcoming Objections Step-by-Step

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Know your competitors products backwards

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Know the best and worst case scenarios for each point of

comparison

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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

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Natural business conversation

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Avoid clichés and hyperbole they don’t work and you’ll lose credibility 19

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Confidence and Certainty

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Reputation

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Regain Attention with difficult questions

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Mesmerise with repetition – Close like the President

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Voice Pace and Tone

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