A lot of people talk about a close plan or a success plan or a road to success. That generally comes out too late in most sales processes. Really my philosophy and LeadMD’s philosophy is let’s put that out there from day one. You really let people know here’s the roadmap to doing business with us. Is that something that you can commit to? and really getting commitment in every way every single meeting you take getting a commitment to the next meeting or do we need to just kind of jump ship and go our own ways. Yes. So you’re basically not just qualifying up front in the discovery process but you’re qualifying at each step and you’re almost qualifying based on commitment. Like are you are you still going to play the game or are we going to do this or do we need to walk away. Yeah absolutely.
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More clips from Episode 27: Selling Professional Services – Reed Clarke of LeadMD: