There’s a really simple thing you should be doing with your prospects in order to keep your deals from stalling out.
At the end of every meeting assign yourself some homework first (nobody ever gets pissed if you give yourself work to do).
Then you assign your prospect some too.
Here’s what this conversation might look like;
Me: “Thanks again for your time today Lisa. My homework items include getting you a sample training agenda by Thursday, a proposal to coach 6 of your reps by Friday as well as my references the same day. Did I miss anything?”
Lisa: “Perfect, I look forward to hearing back from you on those things.”
Me: “Excellent. As far as your homework items; you mentioned that you would check with your team on the scheduling options and get back to me by Thursday. You also mentioned that you would review the sample training agenda and get back to me with any comments/suggestions by Friday. We also agreed that we’d review the proposal in person on Friday at 11:15. Did I miss anything?”
Assigning “homework” accomplishes several things;
It keeps the momentum going which is SUPER important coming up on year end!
It keeps your prospect thinking about you and your company between meetings, you’re welcome!
It establishes a collaborative, peer to peer vibe. Note: I don’t EVER kiss a prospect’s ass and I don’t expect them to kiss mine.
It allows your prospect an opportunity to see what its like to actually work with you. A “test drive” of the relationship if you will.
It allows you the opportunity to make and keep promises and;
It also gives you the opportunity to (gently) hold your prospect accountable.
One more thing;
Sometimes “the dog eats your prospect’s homework” but;
The good news is that with the “homework” approach, you get to see it the moment it happens and;
Either attempt to get things on track or;
Possibly part ways with someone who might be all talk, no action.
Momentum is important year round but;
EXTREMELY important as we attempt to close more deals BEFORE year end or even;
Before all that “We’re gonna hold off until after the holidays” stuff.
Would You Like My Plan To End The Year STRONGER!
I’ll be sharing it during our 25 Ways To Finish The Year STRONG webinar!
It all takes place on Thursday, September 21, at 11:30 am EST.
Have you signed up yet or are you still procrastinating?
Here’s what I’m going to share;
- How to completely leverage the Fall/Holiday season to YOUR advantage.
- 2 ways to TRIPLE your referrals. Referrals have this magical way of closing faster, no?
- 3 emails tactics that will get you MORE responses and MORE appointments.
- 5 ways you can use creativity to get a busy decision maker’s attention.
- 6 ways o LEVERAGE your social network between now and year end!
- 4 things you MUST do with your existing clients ASAP.
- How to pick up the pace BEFORE everyone starts with the “Call me back after he holidays” stall.
- How to create a communication plan that will open new doors and help you close MORE deals.
Here’s what you’ll get;
(1) 90 Minute Webinar
Webinar Replay (Sent To You On The Afternoon of September 21st)
Bonus PDF With Additional Ideas, Reinforcement Material, Etc
Email Access To Paul Castain To Answer Any Webinar Related Questions After The Training Session
Thursday, September 21 at 11:30 am EST
Can’t make it that day?
Sign up anyway and we’ll send you the webinar replay. View it any time you’d like!
Please click HERE or the handy/dandy button below to reserve your spot!