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8 Steps to Closing the Sale Bundle

Everything you need to know to turn a lead into a sale

  Enroll in Course

This bundle will teach you everything you need to know about how to make a sale from the time a lead is generated.

Free Cheat Sheet with this Bundle: The 8 Steps to Closing the Sale

In this bundle you will gain access to:

Appointment Setting: Set appointments that are most likely to end in a sale

(Step 0)

Many would say that getting appointments is the most difficult part of their business. But we don’t want just any appointment, you want qualified appointments. Qualified appointments are scheduled in a such a way that you are creating an ideal scenario for your client to buy. When done properly, it shortens sales cycles. The goal is to perform a one-call close, or at minimum get a solid commitment to proceed with the next step in the sales process. When you set qualified appointments, you can go into sales presentations that your client is ready to move forward and you’ve already eliminated the major objections that most salespeople wait to overcome after they attempt to close. As a result, your close ratios will increase dramatically and you will have more time to meet with qualified prospects.

In this lesson you will learn:

  • The 8 Steps to an Appointment Qualifying Script
  • What factors deem an appointment qualified
  • Why non-qualified appointments will not close
  • How much is too much to say prior to scheduling an appointment
  • How to overcome common objections to setting an appointment
  • How to insure your clients will keep their appointments
  • How to handle “no shows” so they are more likely to end in a sale
  • How to make sure your clients are excited to meet with you
  • How to avoid “selling” prior to a meeting and why it’s important
  • The 6 questions you must have answered before meeting with a client, whether online or in person
  • Why it’s important to schedule a separate time for a sales meeting, presentation or demo rather than proceed to a presentation right away (even if the customer wants you to!)
  • Assignment: Download the worksheet to complete your appointment setting script.
  • CHALLENGE: Submit your script for feedback and see a sample response. Set 10 appointments with your new script!
  • Certificate of Completion: Successfully complete the quiz to receive your certificate of completion
  • Plus:
    Appointment Setting Flow Chart Cheat Sheet (to keep at your desk)

Relationship Building: Learn Build Trust And Rapport Quickly with Your Client

(Step 1)

It is often said that people buy from those they know, like and trust, yet building relationships quickly is not something that comes naturally to everyone. The first and perhaps most important step in a sales conversation is building a relationship with the client. Without a solid relationship, the client has no reason to trust the rest of what you are going to recommend to them.

In this course you will learn:

  • Signs that your client trusts or does not trust you
  • How to start observing people to increase your emotional intelligence
  • Your client buys with their eyes: How your outward appearance helps or hinders your ability to build trust instantly
  • How to master listening skills, and prevent some of the biggest mistakes salespeople make when trying to help a client
  • The importance of first impressions and how to optimize yours with a client
  • How to harness the power of face-to-face meetings or replicate them online
  • Assignment: Recommended reading and exercises to improve your relationship skills
  • Certificate of Completion: Successfully pass the quiz to obtain your personalized certificate of completion

Plus:

  • The difference between Relationship Selling and Transactional Selling
  • $100 Bills: Challenging your mindset about sales so you can make more of them!

QUALIFYING: Ask the questions that will get you the sale

(Step 2)

Because people make decisions first emotionally and back them up with logic, when you set an appointment to make a presentation is crucial. Qualifying is asking your customer a specific set of questions to make sure it is the right time to give a presentation. If you do not get the appropriate answers to these questions, you can not make a sale.

In this course, you will learn:

  • The importance of qualifying, and why it is the second most common reason sales don’t close
  • The six questions you must get the answer to before presenting to a client or setting an appointment, including the one almost everyone neglects to ask and leads to the most objections later
  • How to get customers to tell you what they want to buy, so you can cater your presentation to lead them to “Yes!”
  • Why proceeding with a presentation without getting these answers will likely lose you the sale
  • Assignment: Script your own qualifying questions based on the lesson and customized to your product or service
  • CHALLENGE: Share your questions for feedback and view a sample response
  • Certificate of Completion: Successfully pass the quiz to obtain your personalized certificate of completion

Plus:

  • Take the listening test to see if you’re really a good listener!

The Perfect Presentation: Take your client on a journey to, "Yes!"

(Step 4)

Lights, camera, action! It’s your big moment. Time to finally show off your product or service. If you’ve properly qualified and set a qualified appointment, you should have the stage set up for the client to say, “Yes!” at the end of the presentation. Your presentation is the one chance you get to present your solution to the client, so make sure it is well rehearsed and thought out. Follow the steps outlined to save time on trial and error and save your client from utter boredom at the same time!

In this course, you will learn:

  • Establishing the right mindset to do a presentation
  • The appropriate length of a sales presentation, and how to strive for the 5 min demo
  • What your presentation should cover slide by slide, besides just explaining your product or service
  • Presentation tips to cater to different learning types to whom you may be presenting
  • How to weave effective stories into your presentation
  • How much is too much to include in your presentation
  • What to do if someone joins your presentation midway through
  • How to increase your customer’s comprehension of your offering
  • How to incorporate the emotional and logical reasons your clients buy into your presentation
  • How to avoid lecturing and start conversations
  • How to continue closing your client throughout the presentation
  • Assignment: Follow the worksheet to design your own presentation slide by slide
  • CHALLENGE: Share your presentation for feedback and view a sample submission
  • Certificate of Completion: Successfully pass the quiz to obtain your personalized certificate of completion

Plus:

  • The F Test: How to sell what your customer is buying
  • Signature Selling Style: An exercise to determine your unique selling style

Closing & Pre-Closing: Without being icky, sleazy, or annoying

(Steps 3 & 5)

The biggest misconception about closing is that it happens at the end of a presentation. With that approach, time and money is wasted presenting to prospects who were never going to say, “yes” to begin with. I’ll teach you out to take the “ick” factor out of closing and make it feel like a natural next step in the sales process.

In this course, you will learn:

  • How to avoid learning manipulative closing techniques, and have the client close themselves
  • How to close a client before you’ve started a presentation or demo
  • Why people avoid closing the sale and how you can prevent this pitfall
  • Why you should not present if you can’t pre-close the client prior to the presentation
  • How to handle clients who want to negotiate price at the end of the presentation
  • How to shorten your sales cycle dramatically by closing properly
  • Assignment: Use the worksheet to structure and script your own close
  • CHALLENGE: Submit your close for feedback and view a sample submission
  • Certificate of Completion: Successfully pass the quiz to obtain your personalized certificate of completion

Plus:

  • How to handle rejection
  • How to improve your relationship with money so you are not afraid to ask for it

OVERCOMING OBJECTIONS: How to handle any objection

(Step 6)

Objections are more than just questions. They are questions laced with negativity. They are signs the customer will not be buying. So, for most salespeople, they are extremely uncomfortable and difficult to address. However, it has been said that objections are a buying signal, so how you handle them makes all the difference.

In this lesson, you will learn:

  • How to prevent common buying objections, like price, decision makers, and having to “think about it” so that you don’t have to overcome them later
  • The simple formula to overcome any objection and progress the meeting
  • Overcoming objections before, during and after the sales presentation
  • Assignment: Script your response to your three most common objections.
  • CHALLENGE: Submit your response to get feedback and view a sample response
  • Certificate of Completion: Successfully pass the quiz to obtain your personalized certificate of completion

Plus:

  • How to be more powerful in your business and your life

GETTING REFERRALS AND CRYSTALLIZING THE SALE

(Steps 7 & 8)

Referrals are the hottest leads you can get and they’re free! Yet, most salespeople do not ask for referrals at all and leave it to chance. Consider this: 91% of people say they’d give referrals: only 11% of salespeople ask for them. That means there is a big opening to get leads for your business through word-of-mouth. But having a process and a system to follow to get referrals is key. Leaving it up to chance will produce minimal results. We’ll also cover how to crystallize a sale so it’s as hard a diamonds.

In this course you will learn:

  • The one question you MUST ask after closing a sale to prevent buyer’s remorse, increase renewals, and attract referrals
  • How to plant the seed for referrals early in the sales process
  • How to encourage referrals even from clients who don’t buy
  • Why referrals are called “The Acid Test” to the sale and will predict the strength of the sale
  • Why customers want to give referrals, and why it has little to do with your product
  • How to ask for referrals at various stages of the sales process
  • Why referred prospects are the hottest leads you can’t buy
  • Why asking for referrals MUST be part of your sales process in order to get them.
  • Exactly what to say to ask for referrals
  • How to follow up with referrals
  • Creative ways your clients can give you referrals beyond sharing names and numbers
  • Why the optimal time to get referrals is at the time of sale
  • How to encourage referrals long after the sale is made
  • Assignment: Script your question to crystallize the sale and ask for referrals
  • CHALLENGE: Submit your Crystallizing and Referral script for feedback and see a sample response
  • Certificate of Completion: Successfully pass the quiz to obtain your personalized certificate of completion

Plus:

  • The Theory of Unlimited Potential


Your Instructor


Jessica Magoch
Jessica Magoch

I'm Jess Magoch (pronounced MaGooch), your Virtual Sales Trainer. I have a Bachelor's from NYU, built a $40MM ARR sales team for a startup and teach sales courses at UPENN’s Startup Incubator, EDSI.

Now, as the CEO & Founder of JPM Sales Partners, I show entrepreneurs, with my proven sales methodology and interactive online training course, how to master and enjoy their sales conversations to create a business that energizes them.

Most people don't dream of being in sales (I certainly didn’t). It comes with baggage and preconceived notions.

But let's face it, without sales you don't have a business. Sales is a process that I've come to love (and you will too). I've trained and taught hundreds of professionals.

It's my 'sweet spot' to making an impact in the world.

With a background in yoga and acting, I believe in the mind, body, soul approach to selling. The mind is your mental toughness. The body (the how) is the physical, logical, strategic methodology. The soul is your inner game and state of being. When all three are combined, you can truly embody your on-purpose business with total freedom.

...and yes, I can teach you how.

I call it Sales Training with a Spiritual Kick.

It’s the cherry in your Dr. Pepper.

It’s the essence of something you can’t quite put your finger on, but is the essential ingredient that makes all the difference.

Having a meaningful business that supports your family financially and emotionally can grant you the ultimate freedom you crave.

...and mastering sales is how you get there.







"High Impact and Rare"

Jessica worked brilliantly with our EDSi fellows. She covered a wide range of critical information, including: asking our entrepreneurs to consider who the customer really is (as a person), how to build trust and relationships, and how to understand the customer's needs accurately. I think Jess' work was particularly useful because, while it touched the strategy and the financial model of each business, it stayed clearly on the sales (customer acquisition) side. Her feedback and insights were rich in context and given with empathy and understanding. It is clear to me from working with her that Jess has deep knowledge underneath her comments. We drew on that knowledge in a classroom setting, and I believe her contribution would also be immensely useful in 1:1 interaction.
-Leslie Mitts, CEO, University of Pennsylvania's Education Design Studio, Former Practice Director, Wharton Entrepreneurial Programs, & CEO of Phoenician Ventures.

"We came away with a plan that truly made sense for us and gave us confidence that we could attain our goal."

Jessica recently worked with us to establish a sales plan to meet our goals. As a startup, sales is particularly challenging due to many competing priorities and lack of formal training on the part of the senior team. After working with Jess for even a short period of time, we came away with a plan that truly made sense for us and gave us confidence that we could attain our goal. Jess helped us to identify areas where we needed to make changes to our process and where we could improve our messaging. She also helped us to figure out a system for measurement, which was important. I felt that she really understood our business, even after just working together for a short time. I highly recommend JPM Partners for anyone looking to get their arms around their sales goals and strategy!
- Jennifer Anderson, Co-Founder at Sustrana | Helping Companies Build Focused Sustainability Program

"I know I am prepared."

I have so much more confidence when approaching potential clients now that I know I am prepared. That pays off in a very tangible way! $$
Lindsay Bushong, Director of Business Development for MilkCrate, a platform that grows and measures your social and environmental impact.



"Honest and authentic"

Jessica is a great teacher and mentor who knows how to engage with customers and clients in an honest and authentic manner. She gets concepts through interactive exercises, uses humor in an effective way and is ready to take some personal time with everybody to really get deeper and give tailored advice.
-Jeroen Strijbosch, Co-Founder, Project Indus World, An EdTech Startup connecting students globally through its storytelling platform

"A fresh perspective to a profession as old as civilization"

I've been in sales for many years. JPM Sales Partners offers a fresh perspective to a profession as old as civilization. It's not just the information, but the teaching style and core beliefs that will help any student advance head & shoulders above the competition. At the same time I feel inspired to create my own individual style. I will be a JPM Sales Partners student for life!
-Robin Alexander, NYC Independent Licensed Agent, Medicare and Health Insurance

Class Curriculum



Courses Included with Purchase



Setting Qualified Appointments
Set appointments that are most likely to end in, "Yes!"
Jessica Magoch
$97
Building Relationships
Quickly build a solid foundation of trust and rapport
Jessica Magoch
$97
Qualifying Questions
Ask the questions that get the sale
Jessica Magoch
$97
The Perfect Presentation
Present like a pro and win the sale
Jessica Magoch
$97
Closing the Sale
Close the Sale with Class
Jessica Magoch
$97
Overcoming Objections
How to prevent and handle any objection
Jessica Magoch
$97
Getting Referrals
Make sure you've solidified the sale and make referrals a part of your sales process
Jessica Magoch
$97

Original Price: $679


Frequently Asked Questions


When does the course start and finish?
The course starts now and never ends! It is a completely self-paced online course - you decide when you start and when you finish.
How long do I have access to the course?
How does lifetime access sound? After enrolling, you have unlimited access to this course for as long as you like - across any and all devices you own.
What if I am unhappy with the course?
We would never want you to be unhappy! If you are unsatisfied with your purchase, contact us in the first 30 days and we will give you a full refund.

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