Closing the Sale - Tips for Converting that Lead to a Sale Organized by: Bucks County Marketing and WordPress Consortium, www.BucksCountyMarketing.org Date: April 16, 2018 Presented by: Rich Lucia, Selling in the Now, Rich@RichLucia.com Moderated by: Don Brown, Don@BucksCountyMarketing.org Index 00:00:00 Start 00:00:20 Presentation begins 00:01:08 One Thing 00:03:04 Sales Process 00:04:06 Sales Funnel 00:06:10 Customers have changed 00:10:41 A Sale vs a Customer 00:12:40 Do you understand what you do? What is your value? 00:17:46 How do I get quality prospects? 00:19:36 Sources of leads 00:21:52 What is a quality prospect? 00:25:40 What is your ideal customer? 00:36:54 70% of the buyer's journey is complete before a buyer even reaches out to sales 00:37:41 How much do you know about your prospect? 00:41:51 Role Play 01:07:13 Overcoming objections 01:07:21 Is this an objection or a focus point? 01:08:36 Buying influences 01:10:16 An objection is not an invitation for a sales person to lock into Mortal Combat 01:16:19 Objections 01:16:26 Kung Fu Listening 01:19:20 Competition 01:20:44 Uncover your prospect's why 01:24:36 Role Play 01:32:48 One thing 01:48:38 Contact information