AEO Leaders of Tomorrow 'Closing the sale'

The webinar series has been running for the last 18 months covering topics for sales, marketing, and ops professionals.

Information about accessing previous webinars, technical challenges, and recordings in the members area of the website.

Chris introduces Christian Lem, the owner of Sandler in London, and provides insights on the focus of the webinar series.

Brief information about Sandler's global presence and its role in enhancing sales effectiveness for individuals and organizations.

Explanation of the modules covered in the series, emphasizing the importance of effective sales tactics and strategies.

Discussion on the significance of behavior, discipline, and mindset in executing sales tactics effectively.

Details on accessing webinar content, complimentary Sandler online resources, and a forthcoming article on negotiation strategies.

Overview of the seven-step sales process, highlighting the qualification stage and transition to the fulfillment stage.

Explanation of the fulfillment stage in sales, emphasizing the need for a smooth transition and understanding prospect's commitment.

Discussion on managing risks, confirming prospect commitment, and setting the stage for post-selling strategies.

Description of the thermometer close technique to gauge prospect readiness and address objections effectively during the presentation.

Importance of setting expectations and contracts upfront with prospects to ensure clarity and facilitate decision-making at the end of the presentation.

Exploring the importance of understanding objections in sales before seeking to be understood to prevent wishy-washy statements and enhance the sales process.

Discussing strategies to manage objections in sales effectively, including preventing buyer's remorse, handling second thoughts, and preparing for potential objections after the initial agreement.

Exploring tactics to prevent the loss of a sale, such as establishing upfront contracts, discussing future business opportunities, and seeking referrals to maintain customer relationships.

Guidance on initiating the referral process with clients, focusing on inner circles, professional associations, social groups, and utilizing LinkedIn for networking and expanding business opportunities.

Strategies for closing a sale when clients go quiet, including using breakup emails or calls to seek closure, maintain communication, and potentially re-engage with the client in the future.