Are You Going to Buy From Me?

It’s the first thought that most sellers have when they initially engage with a prospect. Conscious and subconscious ideas drift in to try and size up this person, analyze the words they use (is this a Decision Maker?) and determine if this “hot lead” will ever make it into my Revenue Pipeline for a review with my boss (ugh).

This is a tough question to ask someone you just met, although I will include it in a book I have in DRAFT mode called “Shit I’d Love to Say to Customers”. And, if the fantasy of this scenario plays out, and the prospect says “Yes, I am going to buy from you (trumpets sound)”, you then get to ask the most logical, follow-on, seller-centric question ever… WHEN?

Don’t forget to explain to this newly minted, damn-near-customer that you must give your Manager an update on how the call went (GREAT is always the answer) and what the next step is (closing, of course).

A one-step sales process. Meet, Ask the Top Two Questions and Close. Damn, that was easy.

If this works, please call me immediately. We have a book to write, a speaking tour to schedule and umpteen dozens of Workshops to deliver. The good news- the training sessions will be short.