Special Series - Closing Strategy
Yesterday we discussed the ways in which one must qualify the sales prospect. Today we will discuss the next vital piece of information one must have before developing a sound closing strategy.
You must know "when" the person needs or has to buy the offer you have put forth. Some people are just out getting information and aren't really motivated to buy quickly. You wouldn't waste a closing strategy on them.
You must have a concrete date when the prospect wants or needs to buy. You can of course "create" urgency so that they move their buying date up to the present. If you really understand why the person wants to buy and that reason contains some type of resolution of a problem (meaning that the offer will help resolve a problem), then you can certainly push the buying date to the earliest point possible.
It is important to understand that the longer your prospect has to make a decision, the less likely it is that you will be successful selling your offer. The trick here is to discover the date that the prospect wants to make his or her purchase on and then start "moving" that time closer to the present. The next article will cover how to "move" the buying date.
----- Bob Cefail
Quoted With Permission From Marketing World News
www.MarketingWorldNews.com
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