Paul Castain's Blog

A Subtle Question That Expedites Deals

Posted November 6, 2018

How can we expedite our deals;

WITHOUT coming across as desperate and WITHOUT annoying the hell out of our prospects

Here’s something really simple you can do during your initial meeting;

Get a firm commitment on WHEN delivery, launch, implementation, etc is to happen and then;

Work backwards subtracting your turnaround time!

For example, if you’d like to hire me to train your sales team, I typically need 30 days to create that for you.

So if you were to tell me that you’d like to get this training going the second week in April, I’d subtract out my lead time and we’d end up with the exact date in March that you would need to make your decision.

I would then ask for a commitment for a decision, NO LATER than that date, and set an appointment (right then and there) for a meeting/call for the decision

This lets me know, immediately, BEFORE I tie up resources, how committed you are to buying NOW vs some time in the future.

I go a step further and send a calendar invite confirming this and;

I use “homework” to keep everyone (me included) on task.

This is a really important step, because it gently tightens the leash and;

It gives you another early indicator of the urgency (or lack thereof).

It also gets the decision (and necessary tasks to reach that decision), “on the calendar” and keeps things moving forward.

I believe its also an effective way to take control of the sales cycle WITHOUT being controlling or manipulative.

This is actually the first step (of several other steps) you can do to EXPEDITE your deals.

How Do You Take BETTER Control . . .

Without being controlling, contrived and manipulative?

I’ve put together a special, 2 session, on-demand course, to help you EXPEDITE your deals!

Session I (Prerecorded View Whenever You’d Like)

*The one question you MUST ask the minute you set the appointment.

*The Pre Appointment Packet you need to get into your prospect’s hands BEFORE your meeting.

*A template that will help you take immediate control of your next prospect meeting (without having you come across as pushy or manipulative).

*12 tactics that safeguard your deal from obstacles, stalls and objections.

*5 Types of questions (with examples) that jumpstart your prospect’s emotions while forging your credibility.

*How to disqualify competitors WITHOUT badmouthing them.

Session II (Prerecorded View Whenever You’d Like)

*The one question you MUST ask BEFORE presenting your solutions.

*3 things to include in your proposals that your competitors WON’T!

*How to keep the discussion from going prematurely to price.

*12 ways to REDUCE doubt, skepticism and objections while keeping your deal moving forward.

*How to keep the attention of ALL of the stakeholders, better yet, how to keep them actively involved in the meeting!

*How to ask for the business WITHOUT getting all “salesy”.

*How to negotiate like a pro!

*A communication plan that addresses THE most dangerous time with your prospects . . . The time between meetings!

At The End Of The Webinar, You’ll Have A Powerful Framework to Outfox, Outmaneuver, and Outsell your competitors!

Here’s What You’ll Get . . . 

(2) 90 minute prerecorded sessions with over 50 ideas to dramatically improve your ability to get MORE deals across the finish line.

(2) Sets of Worksheets

PDF With 100 Sales Questions

Templates

What’s The Investment? 

$199

Please click HERE to get it instantly!

You don’t have to have a PayPal account to purchase this webinar. Once you click on the button, select the “Pay with a debit or credit card” option.

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Company Contact Information

Castain Training Systems
(631) 455-2455
Paul Castain, Founder & CEO
paul@yoursalesplaybook.com

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