Welcome to the notarised quick reference guide for episode twenty two of the Racing Mentor Sponsorship Podcast. This week: How to close a sponsorship deal. Jess and Toby discuss their own experiences of closing a deal, what to listen for in sponsorship meetings, and how to develop closing confidence.
Listen at the links below, or search on your favourite platforms.
This week’s episode is 30 minutes of essential strategy advice plus ideas for boosting your sponsorship meeting mindset.
Here are the highlights:
02:30 – New from RM: Side Hustle Series (Watch Jess’s video about it here)
03:25 – The skills you’ll need to close sponsorship deals
04:10 – Toby discusses the audaciousness of asking for the deal
04:43 – The confidence/fear matrix (and why its completely normal)
05:40 – Why you need a clear strategy for closing
06:02 – Lets quickly recap the sales process (or listen to this podcast episode about sales)
06:45 – Toby’s take on buying signals
07:31 – The number one thing you need to do in a meeting
09:05 – Handling the indecision dance (yes, but no, but yes etc)
10:05 – Are you asking these closing questions?
10:20 – Check out our objection handling podcast episode
11:55 – Preparation is your superpower
12:50 – Jess on monetary objections (yes they are tricky, but also manageable)
15:13 – Why you might need to step into their shoes
16:15 – How working within the 80/20 rule helps you win
17:50 – Why you’re missing their buying signals
19:05 – Do you know when to step back?
20:18 – Guess what? (it’s still all about the relationship)
21:02 – How to harness that handshake feeling
23:00 – Mindset preparation for first timers (and old timers 😉)
25:05 – We love to see you win! (share your wins in the RM sponsorship community)
26:00 – Driver of the week: Doug Idle
- Learn more about Doug Idle Racing
- RM Sponsorship Community
- Racing Mentor Podium Club
- Sign up for the RM newsletter
- Blogpost: Meeting preparation
- Blogpost: What a business wants from you
- Blogpost: Sales tips for drivers
- Get the meeting with these Sponsorship Email Templates
- Need a pre-meeting pep talk? 1:1 coaching with Jess
- Six Weeks to Success
- Buy the Get Paid To Race book
How Motorsport sponsorship has changed over the years