Yesterday's article focused on the use of "sales tags" which involves the use of one or more additional people assisting a sales person in a closing process. The people involved in a tag are typically senior managers, company owners, happy clients willing to help, etc.
Tags involve their own unique strategies and should be worked out well in advance of the actual use of the tag. If an authority tag is to be used, which involves the bringing in of the boss, company owner or a well know customer, what is going to be said by the tagging individual has to be developed fully beforehand.
The tag person should be brought in by the original sales person; the tagger says what he or she is going to say; and then the original sales person carries out the closing strategy in concert with the tagger. Do no not bring in a tagger on an impromptu basis. That can lead to a big mess and the prospect could feel as though he or she is getting "played".
Be professional in the use of tags and have the plan discussed first.
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