Special Series - 1 Closing Strategy
One of the keys to an effective closing strategy is really knowing the prospect's ability to "PAY". How much "CAN" they pay? If you don't know that you can waste a lot of time on someone who can never really buy from you in the first place.
Remember that the time lost screwing around with an unqualified prospect is time lost in focusing on a real prospect. To find out what a prospect can pay, you need to ask questions designed to gather qualification information. Don't come out and just ask, "How much money do you have?"
In many cases, you'll get a no answer or false answer or an offended prospect. If the prospect is buying for a business, you can ask questions about how many employees do they have; what their annual budget is for the product or service you are offering; or whether they have purchased such an offer before.
You have to be a detective. For an individual, you should ask questions about where they live; what they do for a living; how many kids they have; and what kind of car they have. You just have to identify the ability to pay because you also want to identify the quantity or quality of the product or service that they can buy.
Remember, find out what your prospect can pay, then you'll know what to really offer and how much time to spend on the prospect. You are "SPENDING" time, so pay wisely!
----- Quoted With Permission From Marketing World News - www.MarketingWorldNews.com
Posted By Toli Cefail
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