WHEN TO GET THE HELL OUT OF DODGE Part II

The Mims Morning Meeting

(This is a continuation of the Blog of the same title)

Features 

 

The Sign of a Buyer

 

1st.Is the prospect involved in the sales/buying process.

A. Did the prospect ask for a demonstration of your

product or service? Or did you suggest it to them.

B. Will the prospect pay for a demo of the product or service?

C. Had the prospect given you direction on how to sell him/her?D. Had the prospect gotten other members of their/her team involved with you in work with your

solution?

E. Had he/she ask for references or site tours of others using your product or services?

F. Has the prospect called you with direct questions or did you call him/her to give information?

G. Can the person that said yes to your agreement sign your agreement.

2nd- Have you solved the real-problem the company is facing?

A. What is the impact on the prospects bottom-line if he/she purchases your products or services?

B. What is the return on the investment of this purchase?

C. What is the general rule for payback on investment set forth by the CFO of the prospect company.D. Have you discussed what happen after the purchase is made.E. Have you answered or reviewed the 14 question in concentrative-listening?

 

Action to be taken

 

1. When you can present your solution to the head not tothe tail.(we all know what comes from a human’s tail end)

2. Look for the real-problems to be solved not a symptom of

the real- problem. (you don’t place a band-aid on a gun shot wound)

3. Close often.

4. Take others alone to give you a reading on this prospect.

( before you married them you took them home to mother)

5. Ask other sales professional that have sold or lost deals

to this prospect about their encounter. (today’s environment

requires a back-ground check)

6. Do you understand how your solution will effect the

prospect business both domestically and internationally.

(All medicines require instructions and will outline the

effect on the total body)

7. Do your homework before you meet the prospect, during

the process and just before the final close.

(See booklet on Concentrative-listening)

8. If you want to know read the sign you can’t go wrong .

~ by mimsmorningmeeting on March 2, 2007.