Closing Techniques (That Really Work!) by Stephan Schiffman

Author:Stephan Schiffman
Language: eng
Format: epub
Tags: ebook, book
Publisher: Adams Business, an imprint of Adams Media, a division of F+W Media, Inc.
Published: 2009-04-28T16:00:00+00:00

CHAPTER 24

Verifying Your Information

How many times has it happened to you? You’re deliriously happy; you leave an initial meeting with a prospect, convinced that you’ve got a “live one.” You tell your sales manager about the great meeting you had. You tell your colleagues about the great meeting you had. You call your grandparents and tell them about the great meeting you had.

Then you head back for the appointment you scheduled with that “live” prospect of yours—and suddenly things aren’t so lively.

Even though the prospect looked you in the eye and told you he was interested during your last meeting, your presentation goes nowhere. The prospect tells you he “has to think about things.” You leave the building dejected.

What happened?

You didn’t verify your information, that’s what happened. You found out the hard way that when people say they’re interested in what you have to offer, that’s not necessarily the same thing as their actually being interested in what you have to offer.

You feel lousy. You didn’t realize how much you had invested in this sale—not just in terms of time, but also in terms of your emotions. It takes you some time to get back on track. You lose a little bit off your fastball.

How do you keep from wasting time and energy being ecstatic and rejected, ecstatic and rejected, over and over and over again? How do you identify those prospects who really aren’t going to buy from you no matter what you do? I’ll show you in this chapter. If you follow the simple advice you find here, you’ll learn how to spot nonstarters from your prospect base and focus on the people who really represent your prime selling opportunities. And, if your results are anything like those of the people I train, you’ll end up closing 80 percent of the people you do focus on.

Get Serious

What I’m about to suggest that you do takes courage, but you will save yourself a lot of time, effort, and aggravation if you do it.

At the conclusion of your interviewing phase—whether that is at the end of the first meeting or the end of the fifth meeting—say something like this:

You: Mr. Prospect, I think we’ve had a very productive meeting here, and I’ve certainly learned a lot about your organization. But I don’t think I’m ready to put together a full proposal for you yet, and I have to say, I want to spend a little time so that I can put together some ideas on this. If you don’t mind, I’d like to go back to my office and work up an outline of the ways we can help you, and then meet again here next week, so we can talk about that before we give you a formal proposal.

Set the time, then go back to your office and work up your outline. Note that your next meeting will not be the presentation of a formal proposal!

An alternative to the above is to ask the prospect to schedule a meeting

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