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 action 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 hell out of even the 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 fourth quarter deals?
Join us tomorrow, October 6th, for our How To Close More Deals In The Fourth Quarter webinar.
Here’s what you’ll gain by joining us;
- How To Find Higher Probability Prospects.
- The FedEx You Need To Send Before EVERY New Prospect Meeting.
- How To IMMEDIATELY Take Control Of Year Deals (Without Being Manipulative)
- The 5 Types Of Questions That Propel The Sale Forward
- What To Say/Do When Your Prospect Wants To Take 3 Bids.
- 1 Dozen Ways To Reduce Doubt, Skepticism, and Hesitation.
- The Email You MUST Send After EVERY New Business Appointment (And No It Isn’t A “Thank You” Email)
- 5 Ways To Keep Your Prospect Engaged and Focused On YOU; Even Between Meetings and Phone Calls!
- 3 Things To Do If You Think You’ve Been Ghosted.
When?
TOMORROW, October 6th from 11:30 am to 1:00 pm EST.
IMPORTANT . . .
Can’t join us live? Sign up anyway and I’ll send you the webinar replay and all the goodies listed below.
The investment is only $99 and here’s what you’ll get;
(1) 90 minute webinar
The Webinar Replay (Sent out later that day)
3 Templates Your Peers Have Been Using To Expedite Their Deals
