Grow Sales 20 to 30% * Atlanta Based * Custom OnSite Sales Training * Outside Sales & Inside Sales

How to Get Your Prospect to Help You Close the Sale on Time

How to Get Your Prospect to Help You Close the Sale on Time


The CLIENT TimeLine is a visual representation of the timing of events on the sales cycle.  Optimally, this information is shared with your prospect.  That way, they can help you by pointing out what they're not going to be able to do by a certain date and what they might be able to do by a certain date.  Asking good questions is important to the prospect to remain cooperative in sharing information with you regarding the timeline you have begin to create in the last session.  

In this course
You will be developing good questions relating to the timeline using the Sphere of Concern and The LANC methods.  Further you will identify and practice a strategy to get the prospect involved in discussions with you regarding the timeline, in effect, getting them to assist you on creating it and in helping you to ultimately close the deal on time.

Reading: Close-Date!
Chapter 3-8
Exercises
Asset. Key Timeline Questions   
Asset. Working the Timeline
Duration
90 minutes