Question: My gut will tell me –the yes will come at the next appointment, and then it doesn’t. When do I back away when my gut is saying stay close?
Answer: I don’t know what kind of business you’re in, but I will tell you that in at least 95% of businesses that think they need a long sales cycle, they don’t. So who says you need more than one appointment to get the sale? Just because that’s the way it’s always been done or the way ‘they’ tell you it has to be done, don’t buy into it.
Over the years I worked in many arena where because of the importance of the decision or the price point, it was generally accepted that it was a multi-appointment sale. I don’t do business that way because that’s not a belief I have and I don’t want to waste my time or theirs. Just have the conversation!
Since your questions came from the teleseminar, if you didn’t already invest in the program, I would suggest you do. Seriously, how many sales do you need to make to get back an investment of less than $100? If you’re serious about your business, this should be a no brainer.
Part of the whole process of Getting to YES Without Selling is setting up the appointment so the decision maker is there and has a clear understanding of what will take place at the meeting. That meeting of the minds easily eliminates a lot of misunderstandings, wasted time, and multiple appointments right off the bat.
If your gut says to stay close, don’t ever back away. It’s not over until your prospect decides to sign with someone else. And even then, if you stay in contact from a place of service, there’s always a chance they will come back to you after all.
I am offering my Getting to YES Without Selling Quick Start Formula 2.0 at 50% off This program will get you on the right path immediately and make your job so much easier, because it is all about having a real conversation. So grab your copy today.
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