Closing a sale can be one of the hardest things to do. You setup even prior to going out to do a sale can help you get your customer in the mindset of moving forward. Here are 3 questions to ask the customer when you are qualifying them on the phone:
1: If I come out and you don’t think we are a good match, will you tell me? (Yes).
2: If I come out and I don’t think we are a good match, do you mind if I tell you? (yes).
3: If you and I think that we will be a good match together, what do you want to do next?
The first 2 questions should be easy yeses. The last one will tell you what the customer is expecting. They can say they want to sign the contract with you then and there.
They could also say they need to present it to person(or group) X. In order to get things going faster, you then can request to meet with the other people at the same time. A great reason is “I have found that the board often has other questions that come up that I may not think about when talking to you. Is there I time we would setup to meet with everyone and I could go over it?”
- Ease: Doable
- Cost: Free
- Scope: Small
- Speed: Instant
- Reach: Country