OBJECTIVE: The prospect makes a decision
The skill of helping others make decisions is measured by your ability to:
- get decisions from prospects
- in optimal time frames
To be proficient at this skill, you develop your ability to:
- Ask questions that make decision making simpler
- Assist others to think through doubts and concerns
You know you are proficient if as a result of your questions your prospect:
- Identifies their concerns to you
- Makes decisions that benefit their business
A framework for getting decisions includes the following bases:
- Asking for the decision
- Overcoming Stalls and Objections
How to ask for the decision. (Keep it simple).
- At a minimum, just ask for it
- Do you want this?
- How would you like to pay for this?
- Can I deliver today?
- Offer alternative choices
- Would you prefer option X or option Y?
- Would you prefer to pay cash or put it on a credit card?
How to Overcome Stalls and Objections
- Clarify the stall or objection
- What specifically would you like to think about?
- What are the specific things you need to think over? Is it the price of the solution? Are you concerned that the solution will not be able to do X or Y? Or is there something else?
- Isolate the objection
- Other than X, is there anything else holding you back from making a decision right now?
- Trial close the objection
- If I can resolve this to your satisfaction, would you then agree to go ahead with placing the order? (If not, go to #2)
- Answer valid objections and ask for the order
- If still unsuccessful, use the withdrawal close
- It seems like what I have is not for you. Thank you for making time to meet with me and for listenting to my solution. (They may draw you back in).