You'll Need To Work Backwards In Order To Move Forward With A Prospect

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What are you going to do, RIGHT NOW, to get MORE deals in the pipeline and;

EXPEDITE the deals you’re working on;

BEFORE the holiday season hits and;

Everyone starts mentally checking out and telling you to;

“Call me back AFTER the holidays”

One way, is to 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 in January, I’d subtract out my lead time and we’d end up with your decision date.

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 your decision

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 an early indicator of the urgency (or lack thereof).

It also gets that decision, “on the calendar” and keeps things moving forward;

During a time of year when people tend to use the holidays to blow off decisions, meetings etc.

And not to take a turn to “Negative Town” here gang but;

You need to have a rebuttal, at the ready, just in case they try and postpone that meeting, as you get closer to the decision date and especially;

As you get closer to the holidays!

This is actually the first step (of several other steps) you can do to EXPEDITE your deals during the holiday season (and the rest of the year too)

I’ll be sharing the rest of the steps during our 25 Ways To Finish The Year STRONG webinar, this Thursday, September 21st, at 11:30 am EST.

Have you checked it out yet?

Here’s what I’m going to share;

How to completely leverage the Fall/Holiday season to YOUR advantage.
2 ways to TRIPLE your referrals. Referrals have this magical way of closing faster, no?
3 emails tactics that will get you MORE responses and MORE appointments.
5 ways you can use creativity to get a busy decision maker’s attention.
6 ways o LEVERAGE your social network between now and year end!
4 things you MUST do with your existing clients ASAP.
How to pick up the pace BEFORE everyone starts with the “Call me back after he holidays” stall.
How to create a communication plan that will open new doors and help you close MORE deals.

Here’s what you’ll get;

(1) 90 Minute Webinar

Worksheets

Webinar Replay (Sent To You On The Afternoon of September 21st)

Bonus PDF With Additional Ideas, Reinforcement Material, Etc

Email Access To Paul Castain To Answer Any Webinar Related Questions After The Training Session

When?

Thursday, September 21 at 11:30 am EST

Can’t make it that day?

How much?

$99

Please click HERE or the handy/dandy button below to reserve your spot!

Paul Castain's Blog