Time to Take the Money?

When is it time to close the deal? How do you know? And, how do you know when it is…

Yesterday morning I had a phone call with a consultant that had been recommended to me. We had a good conversation and it seemed that she could provide the help that I need. I was ready to get started.

I asked her some questions: “How do I schedule?” “How do you get paid?” “What credit cards do you take?” “When can we start?” Sales trainers like to call these kinds of questions, “Buying Signals.”

When a prospect asks, “How do I schedule?” That means they probably want to schedule some time with you. Open up your calendar and schedule.

When a prospect asks, “How do you get paid?” Or “What credit cards do you take?” That means they are probably interested in paying you. Answer their question and then ask, “Would you like to get started now?” When they say, “yes,” take the credit card information.

When a prospect asks, “When can we start?” That probably means they want to start. Answer their question and if you have not already scheduled in response to the earlier question, “How do I schedule?” Open your calendar and schedule with them

I had my credit card in my hand and I was ready to move forward. Shockingly to me, this consultant simply said, “I’ll send you an email.” It’s now 24 hours later. So far, I do not have an email. And, this consultant may not have a new client.

If someone wants to buy from you, let them do it. Make it easy. Delay means that your prospect’s circumstances may change. Your prospect may change their mind. Your prospect may explore other options. Your prospect could just forget why they were interested in the first place. Delay could cost you the sale.

About The Authour

Wendy Weiss is the creator of the Salesology® Prospecting Method that generates predictable sales revenue. She is an author, speaker, sales trainer and sales coach and is recognized as a leading authority on lead generation, new business development and sales.

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