Kestio

Webinar

Accelerated closing and business decision making

Fabien Comtet, CEO of Kestio

Hosted by Fabien Comtet,

CEO of Kestio

 

In this webinar, Fabien Comtet, CEO of KESTIO, gives you the elements to accelerate the closing and decision making process.

 

Fabien Comtet has selected for you 4 practical keys to accelerated closing: 

    • Moving from OPEX territory to the CAPEX Eldorado
    • The human remains ... human
    • How to make an elephant eat? 
    • Would you really buy it? 

 

Acceleration closing: moving from OPEX territory to the CAPEX Eldorado

To sum up this sentence: either you are an expense or you are an investment. The product or service sold by a company can be seen as an investment or as an expense by customers.

 

The customer also asks how much it saves or how much it saves. It is important not to dodge this question because the customer will ask it anyway, with or without you. It may therefore be worthwhile to add a step to the sales process to define the assumptions of gain or saving.

 

 

The Human remains .... human

The irrational element in the decision-making process appears to be an important and often underestimated factor. Several elements can intervene and block the acceleration of closing: the influence of the environment, the reinforcement (or not) of one's beliefs and fears, the personality of the individual.

 

 

Closing acceleration: how to make an elephant eat? 

A strange question indeed to ask: how could you break down your offer to make it more digestible and make it easier for the customer to start engaging? 

 

Cutting allows you to turn the prospect into a customer as quickly as possible.

 

Would you really buy it? 

It is essential that you are full of certainty about your company's offer. And if you share - even a little - the feeling of the hesitating customer ... this becomes information for him.

 

Finally, here is a list of questions to ask and to ask yourself for an accelerated closing: 

    • What does he lose by not doing it, by buying it now? 
    • What are the risks of not doing? 
    • What will have changed in 6 months in relation to your offer, your product... why now? 

 

 

 

 

To go further, we suggest you consult this article on 5 customer trends not to be missed.

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