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How to Close Deals at a Higher Price

Create Stronger Proposals, Run Effective Sales Meetings & Negotiate Higher Price Points

"Larry is an excellent communicator who is able to break down concepts and explain them in ways that are simple and memorable. He has great interpersonal skills and insight which make his curriculum beneficial to individuals as well as organizations."

- Grant Christy, CPA, Associate at Government of Singapore Investment Corporation

Sales Part II: Getting from Proposal to Close

In the last 10 or 15 years, sales has changed a lot. As sales professionals, we've moved from being the educators, to all of a sudden being the curators. How you prospect has changed, how you close has changed, how you follow-up has changed.

Larry Sharpe
Co-Founder
The Neo-Sage Forum


Your Instructor


Larry Sharpe
Larry Sharpe

Meet Larry Sharpe - the Managing Director of the Neo-Sage® Group, Inc. He has trained hundreds of entrepreneurs, executives, leaders, lawyers and reps from companies around the world. He's spoken at venues across the US, Europe, Asia and has taught at some of the nations top universities.

Larry founded Neo-Sage® in 2004 and has been training top-tier professionals across many industries including: finance, law, technology, media, retail, real estate, luxury, government and healthcare.


Courses Included in this Series:


  1. Creating Better Proposals (2 lessons)
Available in days
days after you enroll
  3. Negotiating & Closing (2 lessons)
Available in days
days after you enroll

1. How to Create Proposals

The goal of your proposal to create Value for the close. It's not the time to for your to explain what product or service you're going to deliver. It's time to explain what your client is going get. Your proposal should make prospects think, "this is going to let me get me what I want." This course shows you...

  • How to explain facts in terms of BENEFITS, so prospects see VALUE
  • How to avoid prospects crossing out line items to lower the price
  • Why to always avoid hourly rates
  • How & where to include details (the nitty-gritty) in your proposal
  • Why to include a timeline and prevent buyer's remorse
  • Why to use "Goldie Locks" pricing options & how to name them
  • What order to present your price options

 

2. How to Run Effective Sales Meetings

How to begin a sales meeting, and uncover the Dominant Buying Reason with the right questions. This course shows you...

  • The very first thing to do in any sales meeting
  • How to avoid being commoditized
  • How to identify the important to your prospect with the right questions
  • How to demonstrate expertise before beginning your pitch
  • The difference between NEED and WANT - and why it matters
  • How to easily & quickly identify the decision maker
  • Why fewer and more targeted questions are better
  • How to format success stories into 3 specific sentences
  • How to ask for budget without saying, "What's your budget?"

 

3. Negotiate and Close the Deal

You're almost there. Your prospect likes your proposal and now you just need to negotiate the deal. Price is often the issue, but remember that the actual dollars are not the problem - more importantly, people want a 'good deal'. Validation is the key. Validating both your price points and any price breaks will make your prospect happy and prevent you from accepting a bad deal. This course shows you...

  • How to begin negotiations with a question... two options - both yes
  • How to validate your price to establish the "high ground"
  • How to accept or respond to counter offers
  • The two types of price breaks used to validate price breaks
  • Why to never begin a sentence by saying, "I ..."
  • What to say immediately after the close to prevent 'buyer's remorse'

Get started now!