There’s something really simple you can do to keep your deals moving forward, and;
It will 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 June 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!
We talk more about how you can expedite your deals during sessions 3 & 4 of our Virtual Sales Camp program.
Here’s the plan;
Session I
- 30 ways to find potential clients who have a higher probability of needing what you sell TODAY.
- How to research quickly and efficiently so it doesn’t become your life’s work.
- 33 ways to approach a potential client.
- 3 ways to dramatically increase the probability of someone taking your call instead of letting it go to voicemail.
- Creating a prospecting cadence that maximizes exposure, while limiting something experts refer to as “Becoming a pain in the ass”.
- 15 email templates that get opened, read, and responded to.
Session II
- How to embrace a “gatekeeper” as a partner vs some cranky keeper of the gate!
- How to craft an objection resistant dialogue that gets their attention from “Hello”. I’m also going to send you a template you can IMMEDIATELY apply.
- 12 ways to proactively prevent skepticism, doubt, resistance and I might as well say it, OBJECTIONS!
- A 3-step formula for responding to 95% of the objections you get on a regular basis.
- 3 really cool tactics to use when someone asks you to send them information.
- 4 types of voice mails that will capture the recipient’s attention. I’m also going to send you the templates.
Session III
- The one question you MUST ask the minute you set the appointment.
- The Pre-Appointment Packet you need to get into your prospect’s hands BEFORE your meeting.
- A template that will help you take immediate control of your next prospect meeting (without having you come across as pushy or manipulative).
- 12 tactics that safeguard your deal from obstacles, stalls, and objections.
- 5 Types of questions (with examples) that jumpstart your prospect’s emotions while forging your credibility.
- How to disqualify competitors WITHOUT badmouthing them.
Session IV
- The one question you MUST ask BEFORE presenting your solutions.
- 3 things to include in your proposals that your competitors WON’T!
- How to keep the discussion from going prematurely to price.
- 12 ways to REDUCE doubt, skepticism, and objections while keeping your deal moving forward.
- How to keep the attention of ALL of the stakeholders, and better yet, how to keep them actively involved in the meeting!
- How to ask for the business WITHOUT getting all “salesy”.
- How to negotiate like a pro!
- A communication plan that addresses THE most dangerous time with your prospects . . . The time between meetings!
So what do you get?
(4) 90-minute pre-recorded sessions
15 sales email templates
1 cold calling template
4 voicemail template
PDF with 100 sales questions
Castain’s Agenda Statement Template
How much?
$375
When?
Download it instantly and then go at your own pace. I won’t tell anyone!
