Sales Tip of the month: Don’t be Too Quick to Present

By: Doug Rooker,  National Sales Director, Purchasing Power
How is your closing ratio these days?  Is it lower than it should be?  There’s probably one simple reason: You are trying to close before you have gathered enough information to make an intelligent recommendation.

Ask yourself these questions:

Am I sure I’m talking to the right person?  Is it the decision-maker or the person who can get the decision made for you?  If that answer is no, you are not ready to make your formal presentation.

Am I sure this plan makes sense, based on what I know this person is actually trying to do?  If the answer is no, you are not ready to make a formal presentation.

Have I discussed all the budget issues with my contact?  Be sure to raise the issue yourself – don’t wait for the prospect to do so.  Again, if the answer is no, it’s not time to make your formal presentation.

Does your contact know I expect to close this sale?  If you have any doubt, probe.  Ask them if it would be all right if you gather everything you’ve done into a formal proposal for your next meeting and then say, “I don’t see any reason why we wouldn’t be able to finalize this.

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