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Be A Seller, Not a Beggar



Picture this. You deliver a great sales pitch. Your prospect gives you strong buying signals. As the meeting ends, your prospect says that they are likely to move forward and will call in a couple days to finalize things. Swoosh! Nothing but net!

You leave on top of the world. Days pass – no call. A week later, you’re calling your prospect, with no response. Weeks of phone tag and rescheduled meetings leave you feeling frustrated.
If you’ve ever sold, I’m sure you’ve felt this pain. So, what happened?

Here, we’ll explore a critical closing skill – advancing the sale by maintaining control of the next step.

Advancing the sale simply means getting commitment on a next step before completing each interaction.

If you’re wrapping up a prospect meeting that isn’t resulting in a closed sale, have your prospect pull out his calendar to schedule your next meeting date, then agree upon what you will accomplish in that meeting.

If your prospect doesn’t have his calendar, offer to walk with him back to his office to grab it, or to stop by his assistant’s desk to book it. At a very minimum, agree on when to call the next day to set the appointment.

If you leave with only a vague agreement to meet again, you have not advanced the sale.
The second part of this essential sales skill is keeping the ball in your court. The less time there is between your prospect’s post-pitch enthusiasm and making the buying decision, the more likely you are to close.

Let’s say you’re selling accounting services. You’ve just pitched the CFO and learned the CEO is the real decision-maker. The impressed CFO wraps up by saying he’ll discuss it with the CEO and get back with you.

You’ve lost control. The ball is not in your court.

The last thing you want is someone else making your pitch for you – as they can’t deliver it as strongly or overcome objections like you can.

Instead, stay in the driver’s seat.

Once the CFO agreed that he was interested in moving forward, you should have offered to set up a meeting with him and the CEO to deliver your pitch. You might have said, “Since we both have our calendars handy, why don’t we call the CEO’s assistant to set up that meeting? I’m free the 18th or 20th. Which day works best for you?”

This savvy assumptive closing technique takes the focus off the big question, which is “Shall we call your CEO?” and instead turns the focus to “Which day works for you?”

So the bottom line is to advance the sale with every interaction and maintain control of that next step. Lose control and you’ll become a beggar instead of a seller – in the passive position of having to call to beg for that next meeting.

-- Lori Turner-Wilson, RedRover 
Posted: 6/10/2013 8:01:00 AM | with 0 comments
Filed under: account, beggar, blog, chamber, client, close, deal, memphis, pitch, prospect, redrover, sales, sell, seller, selling




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Your business may be small, but that doesn't mean that your impact can't be huge! The Greater Memphis Chamber's Small Business Council serves to encourage, support, recognize and be a resource to small- and medium-sized businesses in the Memphis area. Here, our talented panel of contributors will present big ideas that could make a huge difference to your small business. And don't be afraid to ask questions ... no matter how small.

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