Get your prospect to agree upfront to NOT have to think about it, consider it or get back to you.
The Selling Sherpa, Patrick Williams, suggests that when you get the fluff-off, you need to make sure you know why. That's not his point, but that's what happens if you set yourself up for the possibility of "maybe" as an outcome to a sales call. The Selling Sherpa makes an excellent point of avoiding mutual mystification during any communication with anyone. It's your duty as an effective communicator to shine a bright light on any vagary so as to make sure it's seen in stark relief. Summary and clarification during every step of a conversation is vital. In most cases, it's best to act like Lieutenant Columbo to diffuse any possible defensiveness when you clarify any comment that is unclear or allows your prospect to proceed uncertainly.
Close for the accepted outcomes, first.
Begin your conversation with an agreement upfront on how long the conversation will take, an agenda, and the expected outcome for the next step. For instance, "Joe, as we agreed when we set the appointment for this meeting, we'll spend the next half hour helping me understand where you are, where you want to be, your current options to fix your problem and if and how you want me to help. Is there anything else you want to accomplish? Joe, to save you and me from any misunderstanding or wasted time, let's make sure that at the end of this meeting, we'll either agree on either how to move forward on fixing your problem or make this our last conversation about your present issue. In other words, 'maybe' or 'I'll think about it' really means, 'no'. I'm OK if you don't think I can help you. You won't hurt my feelings. Let's just make sure we're clear on why not, if that's the case. I'll accept whichever decision you make, just not 'I'll get back to you.' Fair enough?"
This way, you have permission to directly eschew your prospect's timid politeness or indecisiveness. Yes or No?
Photo credit: Nancy Chow
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