The next big piece of my process is making your prospect do something and make them show that they actually want to be engaged in this. So I like to give homework. These are the types of things that I want you to do by the next call. Provide me a list of the three most important things you got out of the conversation and you know really give them a deadline that hey I need to have this back before our next conversation or does it make sense. And then most importantly in your entire sales process is stick with it. If you say you’re not going to do something unless something else was done. Don’t do it. It’s fine. Don’t be afraid of them saying hey we’re not going to do business now and cancel the meeting. If that happens maybe they weren’t the best prospect for you in the first place. Even worse wouldn’t have been a good client for your company overall. Would have cost the company money overall. So getting people bought into your process is very important. So give them some homework to make sure they do it. Stick with it.
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More clips from Episode 27: Selling Professional Services – Reed Clarke of LeadMD: