Jose and Chris discuss the differences between closing a sale in Motion Graphics and Web projects. They discuss the language of sales and help make it concrete.
If you are curious about sales for your design business this is a must watch episode.
Annotations:
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1:00 Verbal agreements versus written contracts for when to start the work.
3:33 How to close out a project to prevent scope creep
5:20 The sales reps model and how to diversify your lead generation
7:25 How to use events to spread your brand and gain potential customers
9:56 Take time to walkthrough what your clients want out of the relationship
12:03 Selling the solution to the problem versus selling the creative.
15:40 Don’t Sell What’s already been sold
18:33 How to steer sales conversations toward yes
21:37 Listen and vividly define the problem and objections with the potential client
25:16 Techniques for closing the sale
28:04 How can the closing process go wrong?
32:11 How to price your bid relative to context
35:14 Use the Law Of Contrast to position your bid
39:05 If you can’t talk about money, then you have no business being in business.
Book Drop:
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The secrets to closing the sale – Zig Ziglar
Sales Dogs – Blair Singer
Free Strategy Videos:
Alignment: http://youtu.be/uOeIG_WDesw
Defining the Brand Pt1: http://youtu.be/e916gMCWVKI
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