- In this example, we use the "two call close"
- The product is a physical item, but considered to be an intangible
- To keep it short, we will skip the prospecting and qualification processes
"Let me review this with fill_in_the_blank and get back to you."See the problem? It does not matter if they say they need to review it with their boss or the Comptroller or even the President of the company, the results are the same. Mostly likely the deal is dead. Why? You have spent years learning how to effectively answer objections concerning your company's solution. You know the product inside and out. How well can your prospect represent it to her boss? Exactly. The million dollar solution: Do not make the second call and presentation without the prospect's fill_in_the_blank in attendance. Period. In other words, when you schedule the follow up where you present the solution, tell the prospect we need fill_in_the_blank in the room, and can they please confirm that person will attend? I know, sounds too simple, right? Please don't make selling any more difficult than it already is! In some circles, getting the prospect to commit to having their superior at the final presentation is called, "posture." Stand your ground firmly and make it clear that this is a requirement. Otherwise, 20% of the time you might close the sale, but 80% of them will get away. Need help moving your business to the promised land of financial success? The timing has never been better for "outcome" driven organizations to take charge and make it happen... with the right catalyst. Jeff 'SKI' Kinsey, Jonah email@example.com ©2010 Jeff 'SKI' Kinsey. All rights reserved.