Written by Sean McPheat |
Often, we find when with a prospect that the time has come to present a solution to their needs and wants. In the old days, we would say we are ‘going for the close’.
It’s at this point that we should take a step back, mentally, and consider whether we have built up enough trust, confidence and belief so that the prospect is able to positively make decisions to commit to the next stage of the process.
Here are a series of questions you can ask yourself to see if the time is ripe to ask the decision-maker for a decision:
Have I built up enough value in my products and services for my prospect?
Have we discussed the money value of my solution? (Cost savings, productivity, etc.)
What other value is there? (Health and safety, non-monetary improvements, etc.)
Do you genuinely believe your solution is the best one for the company you are working with?
Does the prospect understand and value the benefits of the solution to their business?
Can you clearly demonstrate those benefits quickly and easily?
Can you support those benefits with evidence from real examples of other companies you have helped?
Is a decision to buy my offering better than a decision to use another company?
Have I minimised the risks to the prospect in making this buying decision? (Financial, time of implementation, loss of productivity, etc.)
Have I created enough urgency to encourage the prospect to move forward now? (Impact of not choosing my solution, etc.)
Naturally, this would be done over a period of time. You can’t sit there in one meeting and answer every one of these questions in a few seconds. So, I advise that you prepare for this meeting by reviewing these questions.
If you find you haven’t had built up enough need, or you haven’t convinced the prospect of the overall benefits of agreeing to your solution, you may find objections being brought up . Objections occur when the value of what you are offering do not outweigh the price or cost of change that the prospect is having to go through.
So, look at those questions when you are at the point of ‘close’ and try to see it from the prospect’s viewpoint. If they’re not clear on all that information, you can be assured you won’t progress. Make sure you’ve convinced them that you’ve solved their challenges and built the value, then you can be confident in securing commitment.
Originally published: 22 January, 2015