Help Your Prospects Make Decisions
By Walt Gerano
6 Guidelines to Improve the Probability of a Decision
- Make sure they are a prospect.
- Be masterful at qualifying.
- Discuss the cost of NOT doing it.
- Don’t let someone tell you “no” who can’t tell you “yes”.
- Deliver a solution withing the established criteria.
- Get a decision after your presentation.
Play The Sales Brew:
By Walt Gerano, Sales Development Expert, Anthony Cole Training Group
When you present a solution to you prospect do you hear:
- I’ll get back to you.
- I have to think it over.
- I am still looking at other solutions.
Hello, this is Walt Gerano with Anthony Cole Training Group and welcome to this week’s Sales Brew that answers the question, “What do I need to do to get a decision from my prospect?”
All too often, we hear from the salespeople we work with that they have done everything the prospect has asked and still don’t get a decision, or worse, they get one of the three responses I mentioned earlier.
While I can’t guarantee you will always get a decision if you follow these guidelines, it will certainly improve the probability of getting a yes or no.
- They must be a prospect!
- You must know what the pain is.
- You must have discussed all issues regarding money and other resources you need from the prospect.
- You must agree on the process of decision making before you present.
- You must be masterful at qualifying!
- It must be a “gotta fix” problem.
- You have to be talking to the decision maker.
- You must deal with the incumbent and other competition.
- Did you monetize the problem, in other words, have you discussed the cost of not fixing it?
- Don’t let someone tell you “no” who doesn’t have the power to tell you “yes”. You have to meet with the decision maker, not a decision influencer.
- You must be able to deliver a solution to the problem within the criteria established by the prospect; if you can’t, you should not present.
- When you do present your solution and answer all of their questions, did they agree to give you a decision, yes or no?
Take a look at your closing ratio and see if some of these are getting in the way of you getting a decision from your prospect and closing more business.
Finally, if you are “touching all the bases”, then make sure you have the attitude that you can get a decision from all of your qualified prospects.