First Call Sales Close - Tax Resolution Institute



First Call Sales CloseMeet – Build a strong bondInquire – Ask specific questionsSpecify – Describe the plan of actionClose – Secure the dealMeet“I’m looking at your evaluation and see that you owe the IRS $48,000. Is this information correct?” You repeat what the prospect mentioned in their evaluation. You are not stating unknown information, the client knows this is their issue. “I am not sure if I’m the right person to solve your IRS issues. I have no idea if I’m the absolute best choice. But I want to see if there’s any way I can help, do you mind if I ask a few quick questions?” This will surprise the prospect because they think you are just a salesman looking for a deal, but instead you are utilizing takeaway selling (Making the prospect feel like they don’t have to buy from you). Inquire“What is the most important thing to you about finding a solution to your IRS problem?”“What are the consequences of not having this problem resolved?”“If you were able to find a solution to your IRS issue, what would that mean to you?”“What are the obstacles in the way that have been preventing you from taking action?”When you get answers to these core questions, you will be able to accurately find out what your prospect is looking for while making them realize that their problem is a real-life issue. Specify“Alright, so the thing that you are looking for is ______.” (Mirror the client and repeat back to them what they have told you in the inquire phase.)“Based on the information that you have provided me with, my recommendation is to ______.”Speak to the prospect about your solution in terms of what they claim they need. Demonstrate to them how you are the person who can assist them and get the job done by detailing your plan of action you advise them to take. At the end of telling them the plan, repeat it once more so they have a clear picture of exactly what needs to be done.Close“How does that sound to you?” or “Does that make sense?”“If we were to select you to work with us, is there anything that would keep you from allowing us to represent you?” At this point in time, you have two options to close this deal. You can close the sale right away on the call and retain the client. OR you can delay the close if you can only represent a limited number of clients. This decision completely depends on how many clients you are currently working with and how much available time you have. ................
................

In order to avoid copyright disputes, this page is only a partial summary.

Google Online Preview   Download