1. No mutual mystification. Any communication you have with your prospect must have a clear understanding about what happens next. At the next meeting what needs to be covered? When will the decision be made?
2. No wishy-washy words. When a prospect says to you, “Things look good, and I’m hoping that next week we might be able to do something,” you might think, Wow! I’ve got the order. But the prospect is thinking, I’m not sure who I’ll give this order to. Chances are, it might not be you! Better to clarify the wishy-washy words. What does, “things look good” really mean. Is it a nice way of saying ‘no?’ Better you find out now.
3. No smoke. Your “gut” is your built-in smoke detector. Learn to rely on it. Prospects will blow smoke at salespeople as a means to negotiating. Don’t take it. When you establish an Up-front contract that means there’s no guessing, no surprises, no assumptions. It doesn’t guarantee the sale, but it makes selling less stressful and more enjoyable for both the salesperson and the prospect.
Full disclosure selling will lead to a stronger relationship and trust. It allows you to get an answer. If the answer is ‘yes’ you can celebrate and move on. If you get a ‘no’ be thankful you got it early and move on.
Dave Fischer, President, Chartwell Seventeen Advisory Group
Sandler Training NYC
