Mastering The Art Of Success

Mastering the Art of Success

How do you segue into asking for business? Here is a good example:

“Do you have any o ther questions for me?” If you have done your job,

the prospect will usually say something like, “No, I think everything has

been answered.” I would th en say, “Great! I wouldn’t be doing my job if

I didn’t ask you this one more thing: may I have your business?” Then I

zip it and I do not say a word, until the decision-maker answers my

question. There might be a minute or two minutes of silence, but don’t

say a word until the person answers your question. Then, if there is an

objection you can deal with right then and there you will know. Please

as k, “May I have your business?” You notice I didn’t say, “Please, may

I have your business?” or “May I have your business, please?” It’s

st raight out: “May I have your business?” Now look the person

st raight in the eye and stop talking.

WRIGHT^
Other than the sale itself, what do you think is the most important
thing you want to leave with a potential client at the discovery
meeting?

BERNARD
Seasoned sale professionals often drop the ball on this: it ’s follow
up. What are you going to do for that client so you can keep in contact,
and what is the client going to do for you? It should be a 50/50
proposition.
Let me give you an example. If the discussion leads to the technical
side of things, where you just don’t have the technical equation
prospects need, tell them you will get that to them. You might say, “I
will get that to you within twenty-four or forty- eight hours.” Then stick
to that. The next step for them is they will take your call. It’s as simple
as that. You always want to leave with a next step, to make contact with
th em again. One thing I would suggest is not to assume prospects will
call you back, even though they say they will. When they say, “Well, let
me think about it and I will call you back if I decide to go with your
product,” don’t leave without a next step. You will walk out with
nothing, and wait for a call that may never come. Experience tells me