Sales and closing

During the week that I have been here, I have been going out with friends, and spend sometime in the pool. But to be honest, beside spending time with my parents and having a conference with my alma matter. I have no idea on what to do here, so as my mom was meeting with her friends, he came up with the idea to introduce me to one that has experience on selling insurance.

Nowadays I have been pretty open about connections and listening to what people have to say, specially when it comes to experiences.

So we went to have some coffee and eventually her friend arrived and start talking to me about the sales process. How to evolve from the first meeting and how to schedule meetings until the closing period. I have been very frustrated with the way I have dealt with people when they don’t say no ever, but always apply delaying tactics until you are just exhausted to keep going on.

Key issues regarding closing and dealing with multiple entitled and also transition to negotiation techniques. Prepare to offer deals but also offer contracts to sign.

The techniques go like this:

  • Planning the meeting
  • Break the ice
  • Products
    • Offer benefits from the features
    • Regulate the voice
  • Manage inquiries and objections
    • Anticipate by handling the most common ones
    • Assertive questions

The talk also had some tips like how to return to the questions and the value, and focus the value in a business reasoning. Applying strength to true business cases and also returning to the possible questions and defining the key drivers. Otherwise document it and propose an alternatives.  So is key to be able to understand and target the value of it.

As far as advice, trying to maximize the amount of clients that I am trying to gather. Practice some cold calling and be more out there through email and phone sales.

Here is some of the notes that I could gather from the conference although some further analysis should be involved.

first meeting document
1er Entrevsita is the first document of the interview on how to get the first meeting and key points

salesdoc2

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