Here are seven important steps to follow:
1. Don’t assume the sale.
Prospects are used to the traditional buyer-seller relationship. They assume youll pressure them. Therefore, they may decide not to tell you things that make them vulnerable to pressure. Until youre sure you know the complete truth, you can never assume the sale is yours.
2. Keep making it easy for potential clients to tell you their truth.
Toward the end of your conversation, ask, “Do you have any more questions?” If the answer is no, follow up with the 100% final truth gathering question: “Now, are you 100% sure that theres nothing else that I can do on my end to make you feel more comfortable with this situation?”
Youll be amazed how often people will reply, “Well, actually, theres one more issue…” Its at this point that you really start to hear their truth.
3. Call back to get the truth, not close the sale.
Most potential clients who suddenly disappear expect you to chase them down. They expect you to call and say, “Hi, I was just wondering where things are at?”
Instead, eliminate all sales...
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