If you could help the prospect own the solution to their problem within the shortest time possible, why would you (both) choose to prolong it?
Always create a clear mental picture of what is the “now” of your prospect. Determine which they enjoy and which they want to upgrade. When you have garnered those information, your next goal is not just to give a compelling pitch that positions your offer as the solution. But a concise, customized, compelling pitch. This literally means that you don’t necessarily spill all the available benefits during your presentation. Why? Consider these.
1. To excite the prospect to ask for more.
There is no such prospect who loves ALL the benefits of your offer. It is your art to identify which among the features would excite their purchase. When they ask more about a specific benefit, listen intently. This is when questions give you advantage to identify what is it that they truly want. Apart from this encourages interaction, this also helps you to focus which benefit they want to be involved with deeper. Pitch that so well. Sprinkle your tools of the trade like fact-benefit close and third party stories. Then, Ask for the sale.
Closing a deal is a time-pressured exam. It is not an enumeration. It is an identification type. Turn that out to be your advantage.
2. To value both the prospect’s and your time.
Closers know the difference between a “fastened” pitch from a “hurried” pitch. Surely, we can all shorten the presentation. However, it takes practice and sharp judgement to master which benefits to retain and which to reserve for a specific prospect. This falls us back to consider first the mental picture of your prospect’s NOW.
3. To BOTH win the negotiation.
Reserve 2-7 benefits as currency of concessions in case for a bloody back end fight. Lowering the offer should be the last thing to do. List those benefits as elements of surprise as you negotiate. Surprises close deals.
Closing a deal is a time-pressured exam. It is not an enumeration. It is an identification type. Turn that out to be your advantage. If you could help the prospect own the solution to their problem within the shortest time possible, why would you (both) choose to prolong it? Filter the benefits. Don’t waste your time. Don’t waste that deal.
Statistically and spatially, Davao City now coddles a more corporate society. The question now is, HOW YOU WOULD WANT YOUR OFFICE TO LOOK LIKE?
Keeping clients is as important as creating new clients. This is why having a space for the after-sales care activities is essential. No matter how “online” corporate mechanisms are done these recent years, you are “in” the market when you have an offline facility you and your empire could call as your “church of loyalty”.
May it be a single desk where your partners could air out their clamor or a private office where they can tag along a referral, an office facility is where they feel that they are heard. Not at the cafe nor via phone, neither on a chat box. You and your client deserve an office. And Skynora Corporation wants that office to be haute. May your company be a start-up or a unicorn, Skynora’s premium space and services help maximize the client’s benefits and minimize the cost at the same time.
SEAT LEASING SERVICES
Best for IT-BPO companies, the seat leasing services and rental options save yourself from the hassle of legal papers.
Ideal for satellite office inclusive of internet, pantry access, meeting room and boardroom access and lounge. Mailbox and parking available for lease.
Biggest in Davao with over 150 seats on monthly or daily rate. Meeting room, conference room, pantry, coffee bar and multipurpose room are available.
Not at the cafe nor via phone, neither on a chat box. You and your client deserve an office.
Existing in the marketplace is not just having a Linked-in, a Facebook page or a website. An office will always be an imperative to assure the consumers that you will always be there to hear them physically. A part of the criteria to be called a reputable competitor if not a market leader, in the corporate world.
Statistically and spatially, Davao City now coddles a more corporate society. The question now is, HOW YOU WOULD WANT YOUR OFFICE TO LOOK LIKE?
Your first CHOI CUT experience proves that you have been scammed with the pampering standards you believe you deserve all these years. That you are settling for less. That you are being less thoughtful to yourself.
Who wants to be known as an all-in achiever but unkempt than being a 100% achiever yet sleek?
A decisive man knows this so well – the demand to be a “better him” surges as he set a loftier goal after every achievement. The exhaustion from these efforts no matter how smooth we may execute it, takes a toll on our look. THAT LOOK which whether we like it or not, becomes a suffix to our honorable name. An appeal which becomes part of our reputation. This is when you realize that you have to be thoughtful to the emperor himself. Who wants to be known as an all-in achiever but unkempt than being a 100% achiever yet sleek? It is your CHOIce.
My Choice : The usual barber chair to an all-in grooming throne
Climbing up the corporate ladder demands sleekness. I always value both the credible first impression appearance and the winning presence of a won negotiation. Prospects crave for “that look” during the meet and greet while colleagues (competitors most of the time) capture that smirk the moment another lucrative deal is closed.
Exists only for the gents who always give all-in to his craft, CHOI provides an all-in grooming service every barber appointment you make. If you are used to settle that a cut ends with a blow-dry, your first CHOI CUT experience proves that you have been scammed with the pampering standards you believe you deserve all these years. That you are settling for less. That you are being less thoughtful to yourself. The CHOI experience bundles a relaxing massage and hot towel to the trivial barber routine, which revitalizes your zeal to success instantly after that last soothing wipe of lukewarm towel. The moment you look back at yourself in the mirror, you see a more vivid greatness in you.
Ever since my first CHOI Cut, I have always been assured that pampering myself is something I can now doubt-free delegate. A semi-monthly appointment with your CHOI barber is a reinvigorating part of your work-life ratio. This propels the emperor in you to keep growing your empire.
You are already winning. You just have to be more thoughtful to yourself.
Planning to reserve a Barber’s Chair? No!
Own a time being seated on your pampering throne.
That is the premium CHOIce.
(082) 327 3153 I firstname.lastname@example.org I FB: @choibarbersph
For as long as it fits your shoulders well, you can just simply choose which particular pattern is de rigueur to the varied attire-themed invitations.
What makes a blazer a go-to wear piece for evening events is, you do not have to be tied with a prescribed pair trousers (compared to suit). For as long as it fits your shoulders well, you can just simply choose which particular pattern is de rigueur to the varied attire-themed invitations, still owning that dashing dapper presence. You can not be more frugal too of just simply using those smart slacks you are wearing at work to pair a well chosen blazer.
One is Velvet.
For Black Tie evening functions, every man is expected to clad the usual black blazer jackets or the all black suit. You are a dapper! Thus, intend to wear one which stands out on details. The illustrious, Velvet.
Velvet to begin with, is such a luxurious textile to wear. But what makes a dapper sold to this as a gala wear is, the sheeny pattern when light kisses its smooth surface. Especially when it has embossed pattern (Brocade), Velvet definitely fortifies that the man behind it has a styling bar higher among the men at the gathering.
One is Plaid.
As boggling as how it is to be read \plad\ to how it is spelled p-l-a-i-d, refrain wearing this kind of pattern when you are about to do a sales pitch simply because of the strategic reason to not destruct your listeners’ visual focus. That exact fact of not wearing this at work is the very reason why it is a surefire hit to wear this on corporate occasions. Plaid is such a perfect pattern to exude a retro debonair presence. It is an epitome of vintage elegance.
The Christmas parties of 1969 were filled with plaid wear pieces, both the bold and the fine details (Got this from watching Mad Men). For a retro themed gathering, revitalizing the plaid pattern is a such a modish choice. Among the types of plaid, The Prince of Wales plaid is for me, has the most sophisticated appeal. The interlacing pinstripes which create the box patterns surely turn heads.
A FLORAL PATTERN EMBOSSED VELVET BLAZER, Davao Bloggers Society Grand Christmas Ball 2017 | Never disregard the effect of a sharply folded handkerchief at the breast pocket. A Shawl lapel is the best choice when you want to accentuate those shoulders and enhance that V-shaped stand. Get a sleek haircut-hairstyle of course. PHOTOGRAPHY: Jazzsayings, La Vie Photography,Wonologues
A PLAID BLAZER OF ORANGE AND BLUE THIN STRIPES, Company’s Retro Christmas Party 2017 | Own a pair of collar sticks. You need those to stiffen the collar until the after-party. The plain maroon tie and pocket hankie pair (the colors should be the same) and the gray pants, stimulate the eyes to trace more the orange and blue pinstripes creating the plaid. PHOTOGRAPHY: Chris Mae Joson, Lito Sy Photography
It is not a question anymore why you would add the blazer jackets in your styling artillery. The more pressing question now is, Which would you wear for the next social function? One which is Velvet? One which is Plaid?
Wrap the excellence of your corporate prowess with fabrics which flamboyantly appeal that you are definitely, the dandy of the industry.
There are clothes we own for the daily corporate dealings. There are also drapes we invest for the annual corporate events. May it be dressing up for your moment on stage being the top Closer of the year, or simply being a stand-out as you enjoy networking with the associates, Rajo Laurel’s 2017 Holiday Collection has just everything you want to wear on this season of social gatherings.
Dubbed as “When I was 5”, festive colors, lavish fabrics and finishes of brilliant bead-work and enchanting embroidery define this year’s RajoMan Holiday Collection.
“We decided to call it “When I was 5″ because essentially my first memory of fashion was, I was with my parents at a party. I saw this lovely girl and for some strange reasons I was so attracted to her. I think she was a friend of my mom and she was dancing. And I asked her (as a five years old), are you wearing Tafetta? It was weird like she asked me what a 5 year old boy knows about what a Tafetta is. That’s what I remember. What I remember was the sound of the Tafetta when it was moving.” -Rajo Laurel
Bright jewel tones of deep plums, blissful blushes and luxurious blues dominate the collection with touches of sparkling golds and silvers.
These “When I was 5” wardrobe made from luxurious fabrics such as tafetta, crepe and gazaar are just perfect garb for any Holiday junkets.
As you celebrate the year-end victory of being the best in your field, remember to wrap the excellence of your corporate prowess with fabrics which flamboyantly appeal that you are definitely, the dandy of the industry.
These pieces are of limited pieces per style. Reserve yours at email@example.com .
Money is never a reason of not buying on spot. It is the lack of fear of losing the ownership. Urgency.
Not knowing the strategic reasons why a sales maneuver is being done, unfortunately leads to not knowing what should be the prospect’s ideal response. The salesman then loses the control of the sales encouter, kissing the sale goodbye.
On the list are things Closers are already doing but don’t really appreciate the rationale of doing it sharply. Thus making this list, the open secrets of on spot close.
📍”A Handshake is not just a courteous gesture. It is also a closing tool.”
This may be modified but this will never be totally omitted in every sales encounter. Discover more the art of bridging hands HERE.
📍 “Cordial gestures are not simply for being hospitable. It is also a decoy for control.”
Never be servile. Let it all appear offhand. Be punctual to choose where to sit. Then, guide them toward the table when they arrive. Choose which corner has least distraction. Orient yourself where the toilet, smoking area and the nearest exit. These are helpful when you need to depressurize them. Give them choices of what to drink. Warm or cold? Giving them two options lets them feel they are in control but actually, since you delimited the choices into two, you are the one dictating.
📍”Pre-pitch talk is not just simply to befriend the prospects. It is more of establishing emotional affinity.”
Never ever start pitching your offer unless you already have an emotional pact with your prospect. You have to be relevant to a specific compelling chapter of their life in order for them to hear what they are listening from you. This is how trust forms naturally. Let them associate you in a part of their life that when they remember it, they also remember you.
Tip: Search for the prospect’s social media account to know more his interests. Use this to befriend them but don’t be obvious, seeming like a stalker. Just lead the pre pitch conversation to the topics you have known that they are interested in. The last issue they post something about (avoid politics, religion and sexuality). The last vacation photo uploaded. The latest video or song they liked.
📍 “Name is not known just to address the prospect. It is use to monologue involvement spiels.”
We all learn this from Carnegie’s classic book. Your name is the sweetest word to hear. When the name has more than three syllables, ask how his friends call him. Don’t use sir or ma’am. Simply use first names. Names are so powerful when throwing involvement monologues as you highlight your offer’s benefits. Childhood nicknames are also so effective especially for gratififying spiels of a fixated urge. Yearnings from childhood dictates behavior. Titles boost morale (Doc, Atty. Engr.). Use it when negotiating the price.
📍 “Hearing the prospect’s expectations uses not just the ears. It uses the entire network of the inmost senses as a helpful purchasing barometer.”
Your gut. Your instinct. Maximize it. When you hear what your prospect expects, you can customize the pitch tailored to what they actually need. Hearing them helps you to modulate the kind of approach to use and pick which feature to highlight. Hear what they really want. Hear even what’s not audible. It is stated there what the heart really wants. Grimaces, gestures, eye behavior, silence, warmth (When they try to gulp a glass of water, how they switch seating positions).
When at the end of your pitch you still ask why you have not closed the deal on spot, well it is because you have not done these eight secrets rightly. Still, KEEP TRYING.
📍”A deal is not made with one big Yes. It is formed with a series of preceding small Yeses.”
Small Yeses during the pre pitch talk increase your agreeability. These are precusors to the ultimate Yes, confirm signing on the dotted line. The reason of talking about matters that excite your prospect during the warm up is to collect simple Yeses. Make it a goal to increase your agreeability with a number of at least 10 Yeses or sincere nods before pitching the offer. These are from topics both of you and the prospects were genuinely involved at. Congratulations, You’re halfway to the big Yes.
📍 “Tact is not just choosing the right words. It is also choosing the perfect timing.”
Basic rule is “Adjectives for involvement. Noun for action”. Be ultra sensitive to the effect of every word you say and when is the opportune time to drop it. Reserve synonyms on perfect junctures along your pitch. Use mental pause, laughter and intonations calculatedly. Influence is done with right tact and calibrated spontaneity.
📍 “Only Today Offer (Limited Time Offer) is not imposed. It is availed smoothly when you made a good job on insinuating the fear of loss over the hope of pleasure”
Urgency is the emotion of time. LTO works because of successfully triggering urgency to the prospects. Do not just ask the prospect if they like being an owner. Ask if they like being an owner ON THE DAY. When they fear missing out an offer, it is unnecessary to explain why they have to get the offer on spot. Ask what delays their purchase whenever it is affordable now. Ask what if you can arrange a payment term for them, would they want to start it stat? Compose two on spot offer arrangements as your final close. Money is never a reason of not buying on spot. It is the lack of urgency – the fear of losing the ownership.
It is not enough that you know what to do. You also have to know why the secrets work. That’s the difference between you and the Master Closer. By mastering these secrets, you stop setting the next meeting as a follow-up. The next meeting is set for either an after sales care affair or a pitch for a happy owner’s referral.
Maximize this season’s purchasing confidence with sweet twists of your prospect’s usual cup of coffee while letting them realize how lovely it is to be an owner of what you are pitching.
It is always exciting to close deals on the last quarter. Consumers, because of year-end bonuses, are bent on owning something they love. Maximize this purchasing confidence with sweet twists of your prospect’s usual cup of coffee while letting them realize how lovely it is to be an owner of what you are pitching. Set the meeting at their nearest Starbucks cafe and get your lay down owners the red cups they deserve.
RED CUPS FOR RED LEADS
The red cups are back and these are for the red leads. Sweet irresistible overtures blinking a yuletide vibe of whopping new accounts on your pipeline. Close on spot at Starbucks! These are for master Closers like you too!
SAVORY AND SWEET COMPLEMENTS TO YOUR HOLIDAY DRINKS
May it be a slow cooked marinated turkey, herbed egg omelet, slow roasted Christmas ham or a Mexican flavored chicken breast fillet, Starbucks got your Yuletide feast covered. All best with your choice of any Starbucks beverage. A seventeen (17) layers of crêpe with Belgian chocolate cream filling cake is also a new favorite!
Hit Your 2018 Sales Goals with Leather-encased Planner
Apart from the leather sleeves that exudes corporate appeal, inside are a stencil ruler to mark important dates and a cleverly-designed calendar that can be folded in a shape of a cup to keep you abreast on your sales performance. May it be naked or sleeved, indeed a motivating and organizing tool to set more sales appointments and scale up more lucrative deals for 2018. Available in “blue and green hues” reminiscent of the calm of the season or the “warm pigments orange” that is as festive as the Kape Vinta card it frames. Which color would you love to own?
TWO WAYS TO OWN IT FOR FREE:
PhP 7,000 single receipt: Bulk purchase of food and other retail items (merchandise, whole bean and Starbucks VIA®, Teavana®) worth PhP 7,000 entitles the customer to one (1) Limited Edition Starbucks Coffee 2018 Planner.
9 + 9 Stickers: Avail of a Starbucks® Christmas Traditions Promo Card from November 2, 2017 to January 8, 2018 for free at any Starbucks store. Collect eighteen (18) stickers, to redeem one (1) Limited Edition Starbucks Coffee 2018 Planner. Nine (9) Holiday Featured Beverages and Nine (9) Any Starbucks Core Handcrafted Beverage of your choice EXCEPT bottled beverages .*Collect stickers from November 2, 2017 to January 8, 2018. Redeem your Limited Edition Starbucks Coffee 2018 Planner until March 8, 2018, at any Philippine Starbucks stores.
“Hot caramel macchiato in a mug please.”
This year’s Starbucks Christmas menu seemly rephrase this usual plea to my barista. Definitely be spending more of the days to Christmas at Starbucks, may it be a sales meeting or a usual “Coffee is for Closers” off-day. For this season, It would be,
“Hot toffee nut crunch latte in the red cup please. And roasted turkey and chicken with bacon on cranberry bread.”
Starbucks Christmas menu is available by November 2 until January 8, 2018 ONLY. To share in the experience, please visit in stores or online at www.starbucks.ph