I value Lenann's counsel and thoroughly enjoyed her book, where she lays out clearly all the things that have become so basic to our company's sales approach. If a CEO of a services company is looking.. Samantha Lapin
President/CEO – POD, Inc.
 

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Closing Rule Three Applies to Appointments

The rule “Close and get out” applies when you’ve done something as simple as securing a first appointment with a new prospect.


Let’s say you’re at a Chamber of Commerce meeting (they’re very productive for me—I always leave with three or four good prospects, and usually sell at least one of them soon after the meeting), and you meet someone who seems to be a prospect for what you have to sell.


If you chat a bit, and then you say: 
“Mary Lou, it seems as if you’re doing very well. You know, I’d love to chat with you about (something she mentioned that may be Painful, that’s in an area in which you might be helpful to her). Do you have some time early next week when we could meet for perhaps an hour?” 


And if she then says, “Yes, I could do it Tuesday morning early.” 
You should say: “Wonderful, Mary Lou. Shall I come by at 9, then, on Tuesday morning?” And if she then says, “Yes, I can do that.” You should say: 
“Great! Nine o’clock, then, Tuesday. I’ll look forward to it. Okay, then. Mary Lou, I’m going to go refill my Coke glass, here— I’ll plan to see you Tuesday morning. Hope you enjoy the speaker tonight.” 


And then you should move to another part of the room, and get involved in another conversation.  


In other words, if you have achieved your objective, which in this case was setting up a first meeting in her offices, you should end the interaction, even though you are still in the room for the evening’s speaker! 


Does that seem extreme? 


On one hand, she’s only agreed to a simple meeting. Not a big deal. On the other hand, though, she knows she’s beginning a process—a process in which your goal is to sell her something. 


You seem like a bright salesperson—which means that, once she begins the process, it may be hard to end it. Some salespeople call back and call back, follow-up and follow-up—maybe you’ll be like that! And she’s fairly sure, right now, that she’ll have to say no to you in the end. Maybe it’s easier to just cancel that first meeting! 


And if you’re sitting right there when she goes through this thought pattern, she’s likely to turn to you and say something like, “Did I say Tuesday morning? Oh, I’m sorry, I can’t do that—I have a dental appointment on Tuesday morning!” 


And you’ve lost the next step! 
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