Group Forums >> Creativity in Sales >> The need to move forwad close
The need to move forwad close
4511 posts back to top |
Posted 2 months ago Staying with Jim's creativity with closes do you ever use the need to move forward close? The need to move forward close. This is where you ask a series of questions concerning the problem the client is facing. This allows the client to understand the urgency to move forward and make the issue a thing o the past. What are some of your questions? The time is now to grow and learn as much as possible. Take action and responsibility for your actions
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4511 posts back to top |
| Posted 2 months ago Some of these questions include How long have you had this problem? Have you experienced this problem in the past? If so what was done? What would you like to do differently this time? This is to insure that the client understands the problem and diagnosis the urgency to rid themselves of this issue. The time is now to grow and learn as much as possible. Take action and responsibility for your actions
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132 posts back to top |
| Posted 2 months ago What are the consequences of doing nothing? This may introduce a bit of "Pain" and urgency to the prospect (Rich, I know you don't agree with the "pain" aspect with clients from a previous exchange) The prospect answer may be Loss of money, productivity, esteem, ability to compete etc depending upon the problem being solved. It may provide the opportunity to spin the pain aspect into benefits
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4511 posts back to top |
| Posted 2 months ago Ob I do not care for the term pain however i perfer issue or concern, problem etc. I do agree that the client must realize the consequences of not moving forward. I perfer getting the client to tell me what the result will be for non action. Reading what you have typed it seems that you also want the client to inform you of the consequences of non action.. I do not and will not paint a picture of massive damage due to not moving forward especially when you cannot prove without a doubt that it will happen to them. The time is now to grow and learn as much as possible. Take action and responsibility for your actions
Join me at http://twitter.com/rich34232
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