Sales Success: All You Need To Know
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What went on in your mind might not have gone on in your prospect’s. Ask simple questions as you progress through a presentation to assure you are moving in the same direction and are aligning your visions. When you’ve presented a point, instead of assuming she understands or agrees, ask a soft close “Does that make sense?” Be open to his answer. Discovering early that your prospect’s idea is different than yours provides a chance to refine and align. When your points are presented and questions are answered, ask for the order. “Are you ready to get started?” “Which program is best for you now?” Ask for the commitment based on the options presented.
10. KEEP THE FLOW WITH A CLEAR NEXT STEP: Three possibilities arise from asking for the order: No. Maybe. Yes. Regardless of the response, provide a clear next step.
