In this captivating mini episode of the You World Order Showcase Podcast, host Jill interviews Kenny Cannon, an experienced sales professional with a 25-year track record. Kenny's expertise lies in the art of closing deals, and he shares six essential steps to master this critical skill.

The first and foremost step, Kenny emphasizes, is to engage with qualified prospects—individuals with genuine interest, the ability to pay, and the authority to make decisions. Once the prospect is qualified, the closing process becomes more effective and fruitful.

The core steps to closing a deal are:

1. Find a reason why the prospect is interested.
2. Understand the prospect's current situation and how they are attempting to address their needs.
3. Future pace: Paint a vivid picture of the ideal situation the prospect desires after making the decision.
4. Link the current situation to not doing the offer and link the future pace to embracing the offer.
5. Customize the solution to align with the prospect's specific needs and desires.
6. Close the deal with confidence.

Kenny stresses that this process can be applied to any product or service, whether it's a pack of gum or a million-dollar mansion, because it revolves around understanding the prospect's desires and linking them to the offer's benefits.

When discussing the importance of product knowledge, Kenny's perspective is refreshing. While some salespeople may obsess over intricate product details, Kenny asserts that understanding the overall result and being able to prove it to the prospect is paramount. Knowing the problem, the offer solves is crucial, but excessive product knowledge can create unnecessary objections and overwhelm both the salesperson and the prospect. Simplify the process by focusing on the result and how it addresses the prospect's needs.

Listeners are invited to explore Kenny Cannon's previous episode on the podcast, where he delves deeper into his expertise, offering valuable insights for closing deals with confidence and effectiveness.

In conclusion, this mini episode packs a punch with Kenny Cannon's valuable advice on closing deals. By understanding the needs of qualified prospects, linking their desires to the offer, and focusing on the results, sales professionals can achieve remarkable success. Tune in to Kenny's full episode for more in-depth strategies to excel in the world of sales.

You can listen to that episode here: https://www.theyouworldorderpodcast.com/apple

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