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.
Closing On Their Schedule
March 19, 2015 by
