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The secrets to closing more deals with a professional pitch structure
Manage episode 511209089 series 3585590
We walk through a practical, three‑step strategy for building sales pitches that close by qualifying hard, reconfirming needs with micro‑yeses, and narrowing choices to make decisions easy. We focus on outcomes over features, price anchoring, and how to prevent objections before they arise.
• outcome‑focused value over product features
• rigorous qualification to exclude non‑buyers
• must‑haves, nice‑to‑haves, and not‑needed mapping
• reconfirmation via soft closes and micro‑yeses
• visualising desired outcomes to build commitment
• narrowing choices to two or three options
• price anchoring to shape perceived value
• simple, direct closes that avoid yes‑no traps
• resources available at salescraft.training
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Graham Elliott
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My website is www.salescraft.training
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Chapters
1. The secrets to closing more deals with a professional pitch structure (00:00:00)
2. Why Templates Fall Short (00:00:13)
3. The Case for Outcome‑Focused Selling (00:00:29)
4. Step One: Qualify Hard (00:01:32)
5. Must‑Haves vs Nice‑to‑Haves (00:04:08)
6. Reconfirm Needs with Soft Closes (00:06:23)
7. Visualising Outcomes to Build Yes Momentum (00:08:32)
8. Narrow Choices to Close the Deal (00:09:13)
9. Price Anchoring and Perceived Value (00:11:25)
10. Strategy Over Script, Resources, and Next Steps (00:14:25)
54 episodes
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