They have a need to buy, They can use what you sell, They have money to buy, They want to buy.
They have a need to buy, They have urgency to buy, and They have money to buy.
They like the product, Like your brand, They’re a decision influencer
They share confidential information, They have money to buy, They are a decision maker, You know their time frame for making a decision.
The history & reputation of your company, features & benefits of your products and your pricing options.
The problems, budget, decision making process and technical needs of the prospect.
Politics, sports, and other common interests between you and the prospect.
Common interests, details of your product or service, pricing options, working to close the sale.
Towards the beginning of the first conversation
Between the beginning and middle of the first conversation
Between the middle and end of the first conversation
Towards the end of the first conversation
Sometime during the second conversation with the prospect
Review their core problems, budget and decision making time frame. Review only the relevant parts of the proposal. Bring up objections early. Let them close themselves.
Use relationship building techniques (buy lunch, send thank you cards, email articles, golfing, etc) to influence them to like you and sign the contract.
Use a power closing phrase such as, “If I throw in this bonus, would that convince you to sign the contract today?” or "If we could find a way to deal with [objection], would you sign the contract today?” or "Is there any reason, if we gave you the product at this price, that you wouldn't do business with our company?”
Persistence pays – provide testimonials, case studies, offer discounts, resolve concerns, etc until they say yes…no matter how long it takes. Persistence pays.
Stick around and engage in non-business conversations to develop a stronger relationship with the new client.
Talk them through the details of signing the contract, payment process, scheduling training and installation, ordering the equipment, etc.
Grab the signed contract, head for the bar to celebrate and call your boss along the way to tell him the good news.
Confirm the sale by double checking to see if they have any lingering concerns about buying. Discuss the next steps of what they can expect.