Wanna Double Your Sales? Set Mutually Agreed Upon Agendas
What that means is that you need to now find out their top criteria and time frame for making a decision. This has always been a tricky part for salespeople I've trained because they don't want to insult the person with whom they are speaking (why they are talking to a "seemore" is the topic of another blog post) so they let the prospect drive the discussion.
Now that you are following an agenda it is time for you to ask something along the lines of,
"Mr. Prospect, What are your top 3 non-negotiable criteria when..
- selecting a new vendor / partner?
- evaluating new hardware / software?
- considering making a change to this process?"
Followed by...
"Mr. Prospect, When you are evaluating new options / vendors / solutions can you walk me through the process you follow?
- Is there a steering or evaluation committee?
- Is legal involved?
- Do you have outside consultants such as attorneys, CPAs, partners, spouse, etc. you run things by and let them kick it around?
- Yes?
- How often do you meet with them?
- Will they be involved in our future meetings if we decide there is a fit?
- Will you share their contact information with me if we decide to move forward?"
You can take control of the sales process if you simply follow a system and have the courage to ask a few questions up front. If you listen (which means you are asking good questions prepared in advance) the prospect will tell you exactly what they want and how much they will pay and when and how they'll buy it.
If you'd like a little private sales coaching that can turn your selling world around in as little as 30 minutes a month check out my professional sales training offered under the Pre-Paid Sales Training program. It's a month-to-month private training program that will help you get sales results fast.
Would you like to the see the Agenda I use?
If you need more help growing your sales, check out the following resources scattered around this site and a few others I operate, such as:
- Make Every Sale
- Market Like A Man
- 30 Day Sales Growth
- Find Your Sales Pros
- Hire The Best Keynote Speaker
- Infusionsoft Demo
- Ontraport Demo
Good Selling,
