The prospect chooses the materials he wants, and Bill returns to the
basement to take measurements.This is Step 3 of the Sales Map. Bill builds value by helping the prospect
pick the materials and illustrates what it will look like, thus specifically
identifying the value that Bill adds to the job.Bill:I will be presenting you with a detailed price quotation. Now,
do you have financing available for the project, or do you
want me to suggest reliable financing sources I have worked
with before?Prospect: I have a line of credit I can use for this.
Anyone in a business offering high-ticket, custom products or services
quickly realizes the importance of qualifying any prospective customer as
precisely as possible.
By failing to do so, you waste time and energy preparing customized
proposals and designs for people with no intention or means to buy. In his
initial call Bill has already asked questions about paying for the
renovation.Bill:It will take me a couple of days to prepare the price quote for
your new basement office. I can deliver it to you on Tuesday or
Wednesday at 7:00 P.M. Which would be more convenient?
Again offer the prospect a choice, either of which means he or she has
accepted your offer.
Bill remains quiet until the prospect agrees to the time for the next
meeting.Prospect: Can’t you just mail it to me?
Bill:No, because I want to be able to answer any questions you have.Prospect: Wednesday would be better.
This is a test close and is Step 5 in the Sales Map. If the prospect is not
ready to make a decision at this point, ask more questions.Bill:Will you be in a position to make a decision at that point?
Fast-forward to closing meeting.
What do you think would happen if Bill were to arrive and say something
like, “I am afraid to tell you that your basement will cost you $8,000?”244 Learning to Sell the Easy Way