Do you send a recap after a meeting with a prospect?
Whether you are or you aren’t, here’s the psychology behind why you SHOULD!
First, it helps bring your prospect back to the psychological state when they were feeling the pain from their challenge or potential pain in NOT doing anything. And sales ISN’T just about the “pain”, it’s also about the excitement of embracing opportunity.
By using the prospect’s exact words and phrases, you bring the prospect BACK to that state and it helps keep the momentum going!
By using the prospect’s exact words and phrases in a recap you are in essence mirroring a prospect. Mirroring is a powerful rapport technique that the average sales rep botches because they mirror something that’s detectable like body language and end up looking like a f*cking mime. Good luck with that one!
Its hard for a prospect to pepper you with objections when you are conveying what THEY said to you.
It helps convey your professionalism and attention to detail.
It lets people know you HEARD them and quite frankly, that’s a rarity in a world that has become WAY too noisy!
It also helps you tighten the leash by gently reminding the prospect of the “homework” you BOTH committed to during the meeting
So before you write off sending a recap as some basic, “sales 101”, or “business etiquette” type of thing;
Please understand that there’s way more to it than that!
The recap is so important that its actually one of the 12 things I will be sharing to safeguard (and expedite) your deals.
There’s also a really cool structure to the recap that I share during our Closers Academy program.
Here’s a quick overview of the program;
Session I
*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 II
*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, 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!
When?
Get both sessions instantly and then go at your own pace!
Here’s What You’ll Get . . .
(2) 90 minute training sessions with over 50 ideas to dramatically improve your ability to get MORE deals across the finish line.
(2) Sets of Worksheets
Templates
What’s The Investment?
$199
Please click HERE or the handy/dandy button below to begin your training!
