Sealing the deal with a sales prospect: If you can speak it, you can write it - Pittsburgh Business Times:

erofeyporgrinin.blogspot.com
There was nothing worse in high schooo than having your boyfriend or girlfriend say they wanted to seeother Ouch! In the ’70s, we had a phrase about peoplee who would take advantage of you: users. I have to admit I was one of them. My friendf in sixth grade, a neighbor named had a built-in pool and his mom had a pantr y of my favorite apple pies, Yodels, you name it. I was a user. Eddir turned out to be a multimillionairesoftware giant. Althougu I would love to call him, I simplyu cannot, due my ignorance. Many salespeopls get used and abused in the salez process because prospects can be useres who will even justify using your stuff to betted themselves ortheir company.
It has happenedx to me a coupleeof times, and I have to admit I felt like Eddi e Money and wanted to sing hold onto to me.” I even becamde the Bee Gees, just trying to stay alive. As time went on in the salesa process, I realized I was being used. I adopted one sentencer that changed everything: If you can speak it, you can writre it. That sentence has not guaranteedf that I will close everyprospect — and I am not suggestinf that it will for you, either — but I guarantee you will nevee get used again. Many timexs early in my career, my prospects would ask for something in and I would give themcustomized plans.
I might redo them several times, only to find out theif cousin Vinny took all my stuff andmy commission, as To prevent this, ask one simple question: What will it take to make you a client? After they mention price, you must get two more thingsx or you can starr singing “na na na na, hey hey hey, After your prospect tells you what you have to do to earn his or her write down the specific deliverableas and initial each one. Have your prospect do the same and set yourseconcd appointment. (Martin Touch Tip: give yourselg enough time between appointments to gatherthe deliverables. I usually recommende at least a week.) Next, set the TONE (touchiny on new expectations).
Touch your prospect at least twice beforeyou meet, and reminx them of your written agreement. Give them a good reporft that you are working onthe deliverables. Do not smotheer them or shove anything else downtheit throat. Be a motivator — not a menac like Dennis, who lived at 627 Elm St. Do you remembed the look on Mr. Wilson’w face when Dennis would yell, “Hey, Mr. Wilson”? you may see that look when you show up forappointmentg No. 2. Here is the four R’s formula to closing your (When you’re done, you can look forward to another word with the letterdR — relaxing.) So now it’s showtim e — time to say, “Hey, Mr.
Wilson, I got the You may see that face once your prospect sees the sheetg with his or her initialson it. you had the gatekeeper copy it. (Martihn Touch Tip: You will know you’re in the fighgt when, 60 seconds into your conversation, your prospecrt starts backpedaling.) In the 1980s, Sugar Ray Leonared fought MarvelousMarvin Hagler. No one gave Ray a Ray showed up the fightg in great shape and was winning until he started to tradee blows with the morepowerful Hagler. His Angelo Dundee, screamed at him that he was blowinh it. (Martin Touch Tip: Do not trade blowsd with your prospect.) Dundew screamed at him to jab andget out.
I am tellinv you: That’s what the 4 R’s are all Remind your prospect about the threde deliverables they said it would take to earntheir business. (Shos it to them and have a red pen andcirclde it.) Jab and get out. Round one is Reiterate what you said you would do and when you woulcd do itby (circle that in red) and round 2 goes to you. Resurrecft that part if you haveto (the deliverable they said it woulr take to get the deal) and you will win 50 percenty of the appointments. (Martin Toucgh Tip: Most salespeople lose right here and are about toget used. Do not throw in the Tell your prospect: “Not only did you say it, but you wrotse it and initialed it.
”) Do not dance. It is time for a coupld of swiftupper cuts. Do not move off the Slug it outand say: “If you can speak it, you can writw it. Check, please!” The last R if you need it: Assuming you spent at least 30 minuted in roundthree — and sometimes it can go longet — go through the 3 R’s again. Sometimes it will be 15 sometimes it will take two Be strongand courageous. The process is simple, but hard to sticki to. But, if you do, they will not stick it to you.