So there you are reviewing your proposal with a prospect.
Everything is looking great and then they have to go and say it;
I need to run this my boss and will get back to you.
Here are 4 questions you need to ask should this happen to you;
- Why Didn’t You Have Access To Their Boss Involved In The First Place? Forgive me for being judgmental, but did you even ask? A lot of reps are a tad bashful with regard to this because either they don’t know how to ask without demeaning their prospect, or they don’t want to rock the proverbial boat. FYI, we talk about 2-3 excellent opportunities to ask for access to the decision maker in our upcoming How To Close The Undecided Prospect webinar. Click HERE for details.
- Look Your Prospect In The Eye (Or Both If They Have Two) And Ask “Is there any reason why you WOULDN’T recommend us to (name of boss)?” Take note of their body language as they respond. Did they break eye contact? If they say yes, then you’ve set up question #3 brilliantly!
- Put A Little Peer Pressure On Them And Ask “I’m assuming your boss typically follows your recommendation?” They are going to give a “Yes” on this one because to say “No” would be admitting that they are useless and just wasted everyone’s time. So now you cash in on question #4 which is also known as the “Subject To Close”. Technically its more of a statement, but here goes;
- “Since your boss typically follows your recommendation, why don’t we go ahead and write up the paperwork ‘subject to’ a thumbs down from your boss within the next 24 hours”
And there you have it;
4 questions that will help you whenever a prospect needs to run it by their boss.
Truth be told, this is one of many scenarios that can (and will) stall your sale.
I’m going to be sharing numerous tactics to help you avoid being in this situation in the first place during our How To Close The Undecided Prospect webinar, this Thursday, December 1, at 11:30 am EST.
Have you signed up yet?
If not, here’s what you’re about to miss;
First, I’m going to be a good coach and show you how to reduce the probability of being in this situation again by showing you;
- How to get in front of people who have a much higher degree of URGENCY to make a change in the first place.
- Getting the right people into your meetings. My definition of the “right” people might shock you!
Then, we’re going to discuss . . .
- How to disqualify your competitors from the running WITHOUT badmouthing them.
- How to emotionally charge up your prospects so they have complete buy in to making a change NOW!
- How to keep your prospect completely engaged, between meetings and your deal moving forward!
- How to create a communication plan so you avoid any of that lame “Calling to check in” BS.
- What to do when your prospect goes silent.
Here’s What You’ll Get . . .
(1) 90 Minute Webinar Packed With Actionable Tips.
Worksheets
Webinar Replay (Sent Later That Day)
2 Templates That Have Been Working Like A Charm For Me
Bonus eBook (Sent Out The Following Week)
What’s The Investment?
$99
IMPORTANT:
If you can’t join us on December 1, at 11:30 am EST, sign up to receive the replay. It will be sent to you by the close of business on December 1st!
