A Subtle Way To Expedite A Decision

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 February, I’d subtract out my production time, and we’d end up with the exact date in January 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 it’s 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.

We’re going to be discussing this tactic (and several others) during our How To Sell To Hesitant Buyers webinar, this Tuesday, December 15th, from 11:30 am to 12:30 pm EST.

Did you sign up yet?

Here’s what you’ll gain by joining us;

2 Ways To Reduce No-Shows and Reschedules! No-shows and cancellations are at an all time high right now. I’ve field tested 2 highly effective tactics that can help!
12 Things You Must Include In Your Sales Process To Stay “Top of Mind” and Reduce Obstacles, Stalls, and Objections. Your prospect is distracted, scared, and reluctant to spend money right now!
5 Ways To Safeguard Your Deals and Keep Them Moving Forward. How can we create forward momentum with our deals and as a bonus, shorten the sales cycle? Guess we’ll never know until you get off your ass and join us for the webinar, right?
5 Things You Can Do When Someone Asks You To Lower Your Price. You do know that there are options other than lowering your price, right?
3 Tactics To Deploy If You Feel You’ve Been “Ghosted”. Yep, being “ghosted” sucks! I’ll show you how to flip the script!

When?

December 15th from 11:30 am – 12:30 pm EST.

Can’t join us live?

How much?

$99

Paul Castain's Blog