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.