A Subtle Question That Can Expedite Your Deals

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 September, I’d subtract out my production time, and we’d end up with the exact date in August 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 During The Pandemic;

Without being controlling, contrived and manipulative?

TOMORROW, June 25th, from 11:30 am to 12:30 pm EST, we’re going to be discussing How Sales Reps Can Navigate The Reopening Of Business.

We’ll be talking about how you can be of value to decision makers as well as HOW you should change your messaging and;

How to keep your deals moving forward at a time when decision maker’s will be incredibly distracted and HESITANT!

Have you signed up yet?

Here’s what you’re about to miss;

How To Become More Valuable and Relevant To Your Prospects and Clients During The Reopening Phase.
4 Approaches To Finding New Opportunities During The Months Ahead.
An Important Tactic To Ensure That You Remain “Top Of Mind”.
4 Email Templates That Will Help You Stand Out Right Now.
2 Phone Scripts Designed For The Reopening Phase.
How To Keep Your Deals On Track When Your Prospect Is Incredibly Distracted.

When?

TOMORROW, June 25th, from 11:30 am to 12:30 pm EST

Can’t join us live? Sign up anyway and I’ll send you the webinar replay and all the resources listed below.

What’s Included?

(1) 60-75 minute live training

Webinar Replay

4 Email Templates

2 Phone Scripts

1 Follow Up Cadence To Keep Your Deals On Track

How Much?

$99

Paul Castain's Blog