Closing Too Early- The Risk of Overdoing it
Closing Too Early- The Risk of Overdoing it
What do I mean? Well, I was presented with a product that I really enjoy
(Christmas Music), but the timing was all off. I loved what the radio station
was offering but was not quite ready to "buy" into it just yet. The point is that there is a certain ebb and flow to people's emotions. And to be successful in sales, you need to be in tune with your prospects emotions at all times. If you go for the close too early, before they are ready, you risk them “changing the channel” and going to your competitor.
So how will you know when your prospect is emotionally ready to jump in? Ask them up front, before you start playing your music (presenting your solution) about the timing of the potential buying decisions. In other words, if they don’t have money in the budget until ’09, singing your tune too loudly now could cause them to hit the mute button in January. And don’t forget to ask who at the facility needs to hear your music. Too many times we deliver our songs to people who have no buying authority. Don’t assume you know.
So what do you do between now and the time they are ready to hear your music? Ask them questions that create curiosity in your solution. So when the time is right, they will be dying to hear your new song. For example, if somebody asked me today, “Have you heard about the new exclusive Nate King Cole Christmas song remake that will be released on the day after Thanksgiving?” BAM! You got me. Because while I might not be ready now, your curiosity building question has me hanging on the edge of my dial, waiting for Jack Frost to start nipping at my nose.
Closing Too Early The Risk of Overdoing it - To learn more about this author, visit Brian Sullivan's Website.
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Two weeks ago while skimming the radio channels, it hit me. According to one radio station, it was about time I start dreaming of a White Christmas. What? Isn’t it still November? Now there is a time and a place for everything but here we are, still a week BEFORE Thanksgiving, and Christmas music still doesn’t feel right. But the time will come, and I when it does, I will jump in headfirst. I just don't like to be forced into something when I am just not ready. I think that radio station went for the Christmas Close just a bit too early.
What do I mean? Well, I was presented with a product that I really enjoy
(Christmas Music), but the timing was all off. I loved what the radio station
was offering but was not quite ready to "buy" into it just yet. The point is that there is a certain ebb and flow to people's emotions. And to be successful in sales, you need to be in tune with your prospects emotions at all times. If you go for the close too early, before they are ready, you risk them “changing the channel” and going to your competitor.
So how will you know when your prospect is emotionally ready to jump in? Ask them up front, before you start playing your music (presenting your solution) about the timing of the potential buying decisions. In other words, if they don’t have money in the budget until ’09, singing your tune too loudly now could cause them to hit the mute button in January. And don’t forget to ask who at the facility needs to hear your music. Too many times we deliver our songs to people who have no buying authority. Don’t assume you know.
So what do you do between now and the time they are ready to hear your music? Ask them questions that create curiosity in your solution. So when the time is right, they will be dying to hear your new song. For example, if somebody asked me today, “Have you heard about the new exclusive Nate King Cole Christmas song remake that will be released on the day after Thanksgiving?” BAM! You got me. Because while I might not be ready now, your curiosity building question has me hanging on the edge of my dial, waiting for Jack Frost to start nipping at my nose.
Closing Too Early The Risk of Overdoing it - To learn more about this author, visit Brian Sullivan's Website.
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Dianne CramptonDianne Crampton is an executive leadership coach, team culture consultant, author and president of TIGERS Success Series, Inc. Dianne has been helping CEO's and Executives connect their employees to their core values and goals for over 20 years using the trademarked TIGERS team culture process, which stands for trust, interdependence, genuineness, empathy, risk and success. To download a free white paper on behaviors that build strong teams and behaviors that will predictably tear them down go here. Dianne's contribution to the 2010 Pfeiffer Consulting Journal (an imprint of John Wiley and Sons Publishers) entitled TIGERS Hearted Teams is available in November 2009. Her new book TIGERS Among Us: 5 Winning Business Team Cultures And Why, Three Creeks Publishing will release in March 2010. To receive publishing discounts, subscribe to the free TigerTracks Newsletter here. - Visit Dianne Crampton's Website |
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David AchesonDavid Acheson is the founder of DCJA Consultancy. DCJA Consultancy is a management consultancy business specialising in B2B sales consultancy. They offer bespoke and packaged sales consultancy including Sales Optimisation Review, Interim Sales Management, Sales & Marketing Review, 1:1 Sales & Management Staff Analysis, Management Training, Solution Sales Training, Creation of New Pay Plan, KPI's, run Customer Feedback Campaigns, assist with Recruitment, Coaching, Appraisals and set up Strategic Marketing Campaigns. David spent his early career in accountancy and then moved into sales in 1982, working in Office Equipment, IT, Advertising, Training, Outsourcing and Consultancy. He has held many Senior Positions in SMBs and Global Organisations including Head of Sales Operations & Head of Business Development. His knowledge, skills and great experience of the Sales Industry has led to David making keynote speeches and running educational sessions to key businesses through organisations including The Chamber of Commerce and Business Link. - Visit David Acheson's Website |
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Stephanie RobeyStephanie Robey is President and CoFounder of Pivot Positive, LLC - an Internet marketing business focused on helping people start work at home ventures. Previously, she was employed at The Search Agency with over 20 years experience in graphic design and 10 years experience in online marketing. She was responsible for launching the Conversion Path Optimization (CPO) unit where she and her team have conducted hundreds of optimization tests for online companies across multiple verticals. She is a successful entrepreneur having started and sold 2 companies and remains on the board of directors of the third, PhotoSpin.com Stephanie began her career in the direct marketing realm creating and producing direct mail for many of the major cable television companies and directly attributes her understanding of Internet marketing to those early offline experiences. Stephanie is a graduate of San Diego State University with a BFA in Graphic Arts and also holds an Executive MBA from the Graziadio School of Business and Management at Pepperdine University. Read Steph's Blog Meet Steph and Dave Sign up for our Free 7-Day BootCamp: Self Employed & Rich - Visit Stephanie Robey's Website |
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