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Describe 10 Lynchpin Questions below, which you intend to ask your prospect at your meeting:
Remember that developing effective Lynchpin questions is all about, consistent polishing and honing.
Keep testing your Lynchpin questions, during sales meetings and record any improvements you want to make to them here.
What should your Lynchpin Questions, do for your customers?
Examples of Lynchpin Questions:
I am sure that you get the idea.
Use the needs and expectations, within your industry, markets and customers, as a guide. Please record at least 10 Lynchpin questions, you are planning to use, going forward.
Please list your answer below:
This response will be awarded full points automatically, but it can be reviewed and adjusted after submission.
Are you crystal clear on exactly how your product or service will serve your customers and prospects?
Obviously your prospect or customer must have a need for your product or service or it must provide them with a specific solution to allow them to overcome a challenge they may have. Identifying the obvious need, which your customers have, is only half the battle though.
The way to turn your customers into raving fans, where they will refer you to other prospects, provide you with a recorded testimonial or even edify you with potential prospects. Achieving this level of commitment from your customers requires you to find ways to create and sustain an unforgettable customer experience.
To achieve this you will need to delve deeper, so that you can discover their unique needs and requirements. When you explore on this deeper level you are better equipped to create an unforgettable customer experience, as you completely understand how to best serve your customers.
When searching for ways to “DISCOVER” what your prospects and customers really want.
Try to uncover what your prospects or customers respond to best:
Is it?
If you really want to take your sales to the next level, then you need to ‘DISCOVER”, how to allow your prospect to feel noticed, appreciated and you need to show them that that you are there to serve them.
List below what believe each prospect responds to:
This response will be awarded full points automatically, but it can be reviewed and adjusted after submission.
The third step on your journey towards “CLOSING”, requires the sales professional to “SHOW” their customers and prospects the perfect solution, which will best serve their needs.
This perfect solution, is the place, where you connect the specific parts of your VALUE PROPOSITION, to the specific needs, values and expectations, you discovered, during the discovery phase of the sales process.
Remember that people always buy with their emotions, seldom, if ever by using their logic. Add real value to people, “SHOW” them with the perfect product and or service and describe how this will serve their unique needs and closing sales becomes as simple as asking for the order.
Once you have “SHOWED” your prospect the perfect solution, described how this will serve their unique needs, the final step is “CLOSING”
Once you have uncovered exactly what your prospect is looking for in terms of their needs and values, list below how you intend showing or demonstrating the how those benefits, will serve each customer.
This response will be awarded full points automatically, but it can be reviewed and adjusted after submission.
Before you can even consider closing any deal, you must ensure that a modality of fair exchange exists between both parties. Unless there is a win-win situation for both parties, the sales relationship will not be unsustainable.
Strive to see that closing a sale is a journey, which starts with:
Raymond Gunn, managing partner of entrepreneurial consultant Wingspan Partners, in Shelby, Michigan, and a veteran closer, says that:
“The deal is actually closed before the deal happens”
Courting and building mutually beneficial relationships over time, with your prospects and customers is the only sure-fire way of succeeding and closing a deal. This process is seldom instant; it may take years to build the relationship with the right prospects, before you can close the deal.
Describe how you intend to ensure that a modality of Fair Exchange exists between you and your prospect below:
This response will be awarded full points automatically, but it can be reviewed and adjusted after submission.
Throughout the relationship building and negotiating process and beyond, it is wise to always add as much value to your prospects and clients as possible.
This can be in many different ways. The more creative you are here, the easier it will be to develop and nurture meaningful relationships with your prospects and customers.
Examples:
All these assist the prospect to make up their mind and will support you when you begin to close the sale.
Describe below, how you intend to continually add value to your prospects below:
This response will be awarded full points automatically, but it can be reviewed and adjusted after submission.
Closing a sale is not just about getting a yes from your customer or prospect. Once you have got agreement from your customer in principal, it is crucial that you move the sale towards confirming it in writing.
It takes experience, but once you have a verbal expression of interest, you should move resolutely toward a verbal commitment and finally get them to commit to a written agreement. This will allow you to finally complete the sales cycle.
Create a sense of urgency
People have an inherent propensity to procrastinate, when it comes to finalizing a sale. Remember that you have properly qualified all your prospects and as such you know that your prospect will be better off after purchasing your product or service.
You know that your value proposition is in the best interests of your prospect and after purchasing from you they will be better off than before they made the purchase. It is therefore in their best interests that you close the deal as soon as possible.
As you believe completely in the value you bring, and the sooner you close the sale, the sooner your prospect will enjoy the benefits offered by your product or service. It is therefore in your prospects best interest, that you create a sense of urgency and get their commitment, as soon as possible. This may mean that you might need to make a few final concessions, to close the deal.
Describe below, how you intend to create a sense of urgency, so that you can support your prospect to stop procrastinating:
This response will be awarded full points automatically, but it can be reviewed and adjusted after submission.
Sales Professionals do not need to use Closing “Tricks”
When you follow the process as described above you do not need to use clever closing techniques, to manipulate your prospects to buy from you. Great sales professionals are never in the manipulation business. If you ever need to use clever closing techniques to trick your prospect, you are not ready to close anyway.
When you follow a process of connecting, discovering and showing, as described above, where you effectively communicate meaningful value in terms of your prospects needs and values, they will gladly do business with you. Closing sales becomes routine and developing long term mutually beneficial relationships with all your customers becomes the norm.
Sales is never about Transactions – It is about people
Forget about closing single transactions with your customers. Rather focus on building a relationship, based on fair exchange with them. When you work with people who need what you sell and you are completely committed to ensuring that you continually add real value to the relationship, “Getting the Order” becomes simple and almost effortless.
Describe your plan below to create and nurture a meaningful, mutually beneficial relationship with your new prospects below:
This response will be awarded full points automatically, but it can be reviewed and adjusted after submission.
Build a plan for each Customer or Prospect
Carefully research each customer and keep a journal for each one. Strive to discover as many ways as possible to make your clients feel important and to ensure that all their needs are catered for. When you customise a plan for each customer, you become a precision sales professional, you get to understand exactly what each customer needs and you are thus able to provide exactly that to them.
Once you fully understand each customer, you have created a loyalty connection, which becomes very difficult or impossible to break. When you are connecting with your customers with this level of precision, you will have a whole new team of sales people, namely your very satisfied customers, singing your praises to everyone they know. They will make prospecting very simple and acquiring new customers will also become effortless.
You can obviously not put this much effort into every customer, but as a rule of thumb, as you know, 20 % of your customers give you 80 % of your business. Your top 20 % are obviously the customers, you will focus on providing precision selling or should I rather say “PRECISION HELPING” to.
Really get to know your Customers
Building long-term relationships with customers is about getting to know them really well. Uncover their special interests or characteristics and you will always have a wonderful tool at your disposal to make contact with them and build a sustainable, long-term relationship with them. You can most certainly not speak business with them all the time and expect to build a relationship with them.
Describe your complete plan for each prospect below, by cutting and pasting the answer to each question from the application section and the proficiency section of this module.
This response will be awarded full points automatically, but it can be reviewed and adjusted after submission.