You know the feeling when you are envisioning the sale in your mind?
“Is it going to happen?”
“Is it not going to happen?”
“They seemed extremely interested, so it will certainly happen!”
You’re building, building, building it in your mind.
You’re assuming the sale is a done deal already.
It’s growing, growing, growing… and poof! The bubble bursts and they don’t sign.
Why take the risk of gambling with the unknown?
I read about an amazing tip from Jeb Blount, a great sales technique called the
CONFIRMATION STEP:
After the discovery stage, simply schedule a short call to verify their priorities and pain points.
“Before we discuss anything further, I want to make sure we’re not wasting time on unimportant things. I see many opportunities where I can help you, let’s review our assumptions to make sure we’re on the right track.”
This is where the prospect confirms the assumptions and voices any objections they have.
Now you know exactly what is needed to close the deal!
Your prospect will see that you really care about their needs and concerns. It also makes you stand out from the rest of the competitors who did not take this extra step.
Win, win, win!
#LouLandau
#sales
#objections
#salestips