Blake’s Seven becomes 3
A question of technique?
The problem starts at the beginning
The qualification gap
Middle-of-the-road = road kill
Smooth closing = careful opening
- What impact is this issue having on your operations?
- Who else is likely to be affected? What’s the impact on them?
- How has the company tried to deal with it before? What were the results?
- Why is now the right time to address the issue? What would happen if nothing changed?
- What options have you identified? Which ones seem the most promising?
- How does your company usually cope with this sort of change?
- Where’s the budget going to come from?
- Who is going to have to get involved in any approvals?
Here are a few you might like to ask yourself:
- Does the person I’m dealing with me strike me as someone that can make things happen?
- Am I really sure that change is more desirable than sticking with the status quo?
- Am I really sure my solution is better than any other option, including “do nothing”?
Don’t be a smart Alec!
Don’t be a smart Alec. If you opened the deal properly, and qualified it effectively, you wouldn’t have to work so hard at closing it. And you might not irritate your prospects quite as much.
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Bob Apollo is the Managing Partner of Inflexion-Point, and an accredited align.me Funnel Coach. To read more of his insights, go to the Inflexion-Point blog.