There’s something really simple you can do to keep your deals moving forward, and;
Even give you an early warning signal when a deal is BEGINNING to stall out.
Send your prospect a “Project Map” detailing everything you both must do, and the dates the actions items MUST be completed.
Here’s how I utilize this approach;
At the end of my meeting with a prospect I say something like this;
“I have a few homework items I’ll be working on as a result of today’s meeting. You asked for ____________ and I’ll get that to you by ____________, we both agreed that _____________ might be helpful, so I’ll get you a detailed overview of how we could implement that. I’ll have that for you by _________. Looks like you’ll have some homework as well as you mentioned that you need to _________________ by ________________. You also mentioned that you’ll need to talk with the other Sales Managers about scheduling. In order to stay on schedule for a possible January launch, could you get that to me by ____________? etc”
Once we agree on the action items and completion dates, I send the project map detailing who does what and by when.
NOTE: There are some in my profession who love to complicate the piss out of even the most simplest things by providing a complex chart;
I WON’T EVER do that!
Why?
Because my job is to simplify the process to the point that it becomes a no brainer to move forward.
I would suggest that you do the same.
Earlier in this post I mentioned how this document can actually provide an early warning benefit to you.
How?
Because if a prospect misses one of the completion dates, you either have someone who;
Got caught up in something else and can be gently guided back on track, or;
You have someone who has lost, or beginning to lose interest, but;
Either way, you’re given the gift of getting an “indicator” of their interest level and commitment!
And no, you don’t HAVE to do this as a flow chart, or even a document;
You could simply put it right in the body of a “Recap Email”.
So there you have it;
Another way, for you to gently keep control of your deals;
WITHOUT being controlling or manipulative!
Want To Take BETTER Control Of Your Deals?
Join us for our How To Close MORE Deals webinar on Thursday, March 19th, at 11:30 am EST!
Join us and gain access to the following;
- 30 ways to find buyers with a much higher degree of urgency to do the deal NOW!
- How to get the right players to your meetings… my definition of the “right players” might surprise you.
- How to establish your authority … BEFORE you even have your first meeting with your prospect. How to set the rules of engagement and outfox your competitors during highly competitive situations.
- 9 “Insurance Policies” you MUST take out with EVERY prospect!
- 10 forms of “evidence” that reduce doubt, skepticism and objections.
- How to create a higher degree of urgency during the “courtship” and how to ask for the business WITHOUT any of those cheesy “closing lines”!
- How to handle the price objection WITHOUT giving away the store and how to handle stalls like “I need to think it over” and “I need to run this by my boss”. And just for sh*ts and giggles, we might as well show you what to do when you think you’ve been ghosted.
- How to position yourself for a “second chance” when you lose a deal!
When?
Thursday, March 19th, from 11:30 am – 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.
Here’s What You’ll Get;
(1) 60 Minute Webinar Packed With Actionable Tips.
Webinar Replay (Sent Later That Day)
2 Templates That Have Been Working Like A Charm For Me
What’s The Investment?
$99
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