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Sunday, June 17, 2012, 6:48 AM
[General]
Did you notice I didn't ask if they would move forward,Cheap Wes Welker Jersey, but rather when. This is being assumptive and the answer you get to this question will tell you how to proceed and what to expect during the close. While it sounds simple enough, you'd be amazed at how many sales don't ask it. And you'll also be amazed at the results you get when you do begin using it.
While there is more to this -- like actually listening to their answer, layering your questions to clarify,Brett Favre jets Jersey, asking tough questions if you get an answer you don't like - by actually asking this question you will get a giant advantage,Cheap Kellen Winslow Jersey, especially here at the end of the year.
Those of you who have attended my Top 20% inside sales training know that I stress the importance of having a qualifying checklist. When you get off the phone with a prospect, you need to know these five things --
While all these things are important (and the Top 20% always have a clear understanding of each of them),Cheap Kevin Smith Jersey, because there are only a few weeks left in the year, you must know # 2 -- when are they making this decision, and specifically if they are going to make it by the end of the year.
1) Who makes the decision?
2) When are they making the decision?
3) What they are willing to spend (budget).
4) Why they will buy.
5) Why they won't buy.
"________, assuming we are able to find a solution you are comfortable with,Tennessee Titans Jerseys, when are you planning to move forward with this?"
Make a commitment to ask this on each on every qualifying call this week,Cheap Cincinatti Bengals Jerseys, and you'll be glad you did.
If so, you can use this information to create urgency and make the sales sooner rather than later. How do you do it? By being directed using assumptive questioning. Use this line during your next qualifying call:
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