There are certain scenarios that can occur during the sales cycle where;
A prospect begins to second guess their need for your solution.
A prospect begins to second guess their need to make a change.
A stakeholder(s) are against making a change.
A prospect loses their urgency.
A prospect wants to “back burner” the deal because things are “Crazy busy right now”.
There are any number of scenarios that can occur that derail the deal!
How To Preempt These Things (Or At Least Give It A Damn Good Try)
Foreshadow the scenario!
In other words;
Let them know about something they might experience in the future and suggest how they might handle it.
Example: Let’s say you have a prospect and you can tell that even though their on board, they are going to face lots of internal push back.
You could say “Based on what you’ve been telling me, you might find yourself in a situation where you really have to sell this internally. Here are a few options ________________” or you could ask them how they plan on responding to internal pushback.
Another Example: How about one where you know there’s a good chance that come December, they’re going to want to postpone until January. This NEVER happens, right?
You could say something like; “The steps we both need to take to move forward will probably take us right up to early December. Come early December you might feel like putting it off until January instead. Here’s why we should both agree, now, to stay the course ____________”.
You can foreshadow a higher price.
You can foreshadow distractions taking them off course.
You can foreshadow second guessing a decision.
The point of foreshadowing is to get them “visit that place” and agree with you, in advance, how they will handle it.
Last, but not least;
I’m not suggesting that you throw a bunch of random foreshadowing tactics at a prospect;
I’m suggesting that you read your prospect properly and;
Use the tactic as you see fit.
Make sense?
I share tactics to help you close more business in our Closers Academy resource.
It’s 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!
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 THIS RESOURCE INSTANTLY!
