When you are introduced to the right person at the right time and in the right way your chances of closing the deal rise dramatically. So how do make sure all of that happen? The real key is making sure that the people you count on to refer you have a good understanding of the problems that you fix. That is totally different than what you actually do to address the problem. It is not important for your introduction sources to understand how good you are at laying bricks or the unique manner in which you lay them. It is important for them to understand that you are looking for clients who need a wall built, or a builder who is unhappy with his current bricklayer.
Archives for March 2015
Live On Introductions
March 27, 2015 by
Closing On Their Schedule
March 19, 2015 by
There is one right time to close. It is not on your schedule …. It is on the prospect’s schedule. So how do you know when that is? The best way to find out is to ask the prospect. Just because you need a sale this week does not mean they need to buy this week. There is an old traditional close called the “price goes up on Monday” close … or more properly, the impending event close. It was relatively effective and is still used extensively. But it only works if the prospect actually care that the deadline passes. If they are price insensitive or they don’t care if they lose the benefit that disappears at the deadline, then it won’t matter. The best practice is to determine the timing early in the sales process and then fit into it.
You should always ask
March 5, 2015 by
It’s always OK to ask a question of a prospect. AS LONG AS you keep it in the area of business. Fear of asking questions is related to a fear of rejection or a need for approval. Salespeople who fear asking questions are afraid of looking too pushy or of not knowing something they should have known. If you are not sure if it is ok to ask this video gives you a really simple (and cool) way to find out. the technique only takes about 4 seconds and the answer as to whether it is OK to ask or not comes from a very authoritative source. I made a list of 17 questions that only top salespeople have the guts to ask. If you click on the link below I will send you the 17 questions along with an offer for a short program on the 3 essential elements of the prospect’s compelling reason to buy. If you are already (or were) a client you can have the the 3 essential elements program free by sending me an email at danc@caramanico.com .
