Sales Tip 319
Before you invest a lot of time and money preparing a written proposal for a prospect, make sure you have obtained some level of commitment from them. Don’t just base your decision to move forward on feelings.
Emotion is like the caboose on a train, but commitment is the engine the pulls the relationship to the close. Saying to your sales manager that you feel pretty good about this one is not enough. Use trial closing questions to determine their level of commitment such as “If I can … ?” or “Will you ..?” If their answer is yes, you now have a committed prospect.