What You Can Do
Offer up a commitment of what you’re going to do (always make sure you get one of the two commitments above as well).
Think about your product or service and your prospect’s particular situation. Perhaps you can check on the adaptability of your products or on the licensing or fit within their department.
Try:“OK ________, here’s what I’ll do in the meantime. I’ll contact our delivery department and make sure we can ship to all of your locations for delivery at the same time. This will make installation easy as we can walk all your managers through this at the same time. That will help a lot, won’t it?”
Next Steps
Ask your prospect what the next step is if they like your product or service (again, make sure you get one of the first two commitments above as well). This is important for two reasons.
By agreeing in advance what the next step is if they like it, you are actually trial closing on the first call. Your prospect’s reaction here will be important— if they won’t commit at all, that’s a red flag. You can choose to either keep qualifying or get an idea of what kind of objections you’re going to get when you do call back.
If they tell you what the next step is, you can prepare for that and for the closes you’ll need to use once you get back to them.
Try out this script when getting the next steps:
“_________, it sounds like this will be a great fit for bosnia and herzegovina telegram data you. Let me ask you, after you get through the demo, if you find this will work for you, what is the next step for you to get started with it?”
The best commitment of all: Asking for the deal if the prospect likes your material. I know, this takes real guts, but if you’ve done the proper job of qualifying up front, then this is actually the natural progression for your sales process. In fact, this is how I became a top performer in 90 days. I would always say (and still do, by the way):
“Great _______, well I think I’ve covered everything. By the way, do you have any initial questions?”
(Now bear in mind that I covered every detail of my proposal and qualified for interest, compatibility and budget up front).