Starburst is a company focused on solving the pains of data access. It provides a modern solution that addresses data silo and speed of access problems. Starburst product allows customers to analyze data no matter where it lies.

Maria Candurin, Sales Development Representative, enjoys working with customers who are mostly data scientists working for different firms. Her customers vary greatly in terms of industry, and size of company. The key to working effectively with all of these people is relationship building. Once she builds rapport with clients and establishes a foundation built on trust, they are more likely to open up and discuss their needs.

Maria finds that if the sales presentation is well planned and delivered, closing the sale is easier.

She believes that good listening skills and careful probing can help uncover dominant buying motives. For example, the client who wants analytics in the cloud may have difficulty expressing their thoughts. Maria must probe and listen closely in order to understand the customer’s desires.

She must also create value throughout the presentation in order to set the stage for the close. A technology implementation can cost several thousand dollars, so price can be a barrier to closing.

Questions

1 What closing clues should Maria Candurin look for?

2 What trial closes would be appropriate?

3 What tough points should be negotiated before attempting to close?

4 Can you visualize a situation in which Maria Candurin might use a multiple options close? Explain.
5 Assume that a large corporation wants to implement Starburst technology. What items might be included in a summary-of-benefits close?