What are TIO's?
They're often the death of sales, cost companies time, resource and money. They're "think it overs". Do you ever get them?
How frustrating is it when a prospect expresses significant interest in what you offer, you do a spectacular presentation and you try to close them / get them to commit to a next step which advances your sale and they tell you "I need to think it over", "I have to talk to my boss/FD/accountant/spouse etc".
How often do prospects make your life even worse by instead of giving you a simple wishy washy excuse which you may accept as genuine interest and jump through a few hoops, chase them until you give up, they go that one step further and get you to work for them by writing a proposal or knocking out some pricing ...when they never had any intention to buy ...from you at least.
A million pound/dollar/euro presentation has NEVER EVER EVER convinced someone to buy against their will. So what can you do in the first 3 minutes of making a face to face call or the first 30 second of a cold phone call to eliminate TIOs?
Upfront Contracts (UFC) of course.
A good UFC has specific components. Time, roles, permission to say no and next steps. If I get enough requests to explain this in more detail I will but you need to contact me on EVANCARMICHAEL@SALTeurope.com.
(c)Sandler Sales Institute, 2006 Happy selling.
Marcus Cauchi Managing Director S.A.L.T. (Europe) Ltd The Experts in Lead Generation, Conversion & Retention 180 Degrees from Traditional Sales Training Sandler Sales Institute® - Licensed Franchisee Guerrilla Marketing® - Licensed Master Practitioners Mob +44 (0) 7876 616 983 Tel 0845 458 1237 (UK Only)
London1.Sandler.com
Sales Training London: Can You Make It Last Longer Than 3 Minutes - To learn more about this author, visit Marcus Cauchi's Website.
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Marcus Cauchi
(Visit Marcus's Website)
Marcus Cauchi is London's first licensed
Sandler sales trainer. 19 years in direct
sales, he's sold physical products,
services and intangibles with varied
success. Over 16 years he left behind over
£56 million in deals he could have won,
but did because he didn't know any
better. He thought you had to qualify for
needs, present the benefits of your
solution, trial close, follow up with a
proposal or further information and the
close. He learned the hard way that when
you "pitch" a prospect lies to protect
himself. When you present and answer his
questions, he'll steal your ideas. When
you close, he'll mislead you or defer to
a higher authority (boss, wife, CFO) and
then when he's got you to document in
writing (proposals) and give away your
confidential pricing, he'll shop that
around your competitors to get the best
deal. When you follow up for a decision,
he'll give you unlimited access to his
voicemail and hide. Marcus teaches
counter intuitive selling. Average clients
increase revenues by 100-1100% in a year.
He's probably not for you though as it's
difficult and expensive.
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