Podcast Episode #30
Closing more deals in your business is a big deal and despite what you might think, it’s within your reach, but it doesn’t happen overnight. To increase the number of business deals you close, you need to follow the right process. Josh’s 3-step process outlines what you need to do to identify the needs of your leads, create research-based solutions and prepare presentations and proposals for your high-end products or services.
Josh Denning is the founder of Authority Factory, Author of the book Authority Marketing, Chief Editor of Authority Marketing Magazine and host of Authority the Podcast. He is one of the most in-demand consultants and implementation experts because of one major factor; he helps you arrive at the coveted place in business success where both your lead flow and sales acquisition become predictable, controllable, consistent and repeatable.
He’s been in digital marketing for over a decade now.
Before founding Authority Factory he held positions with Experian Hitwise and Bruce Clay Australia two of the first and largest digital agencies in the world. He studied Internet Sciences at Curtin University and very early in the game he was in traditional media, advertising and radio. He is a long-term practitioner and student of digital marketing, traditional marketing and business development.
His favourite saying comes from Zig Ziggler an old school sales motivator from the USA. The saying goes like this: “if you help enough other people get what they want in life, then you can have everything that you want”. It’s a service focused, customer centric mindset and that’s the primary value by which he runs Authority Factory.
Here’s how you can close a deal in just 3 steps.
Step 1a: Book an appointment and ask the prospect questions – go deep!
Step 1b. Identify the prospect’s “Now State”
Step 1c. Identify the prospect’s “Dream State”
Step 1d. Identify the prospect’s “Roadblocks”
Step 1e. Consolidate and book a second appointment
Step 2: Conduct a second appointment – the Roadmap Call
Step 3: Follow up the prospect where needed