How to confirm that the decision is theirs and the meeting is not cancelled

Here is how you will handle this situation

• ‘Mr Prospect,The exploratory discussion is the first of the two-stage process designed to give you guaranteed solutions to _______’. So you can _____’.

• ‘We’ll show you exactly what you can do to ______’

• ‘We’ll show you what additional ideas you can add to your _____’.

• ‘Based on what we have discussed, it’s clear that we should go ahead and conduct a meeting.’

• ‘Let’s arrange a suitable time for me to complete Stage one of the exploratory discussion with you. We will conduct stage one over the phone … do you have your diary handy.’

• ‘We’ll need to lock out about 30-mins … how does ______ on ______?’

• ‘We should also pencil in a time to go through Stage 2, working on the assumptions that Stage one goes well, let’s pencil that in now.’

• ‘We’re looking for a time about one week after stage one … we will need about 30 minutes to give you a thorough briefing on the opportunities in your business.’

• ‘Please call me if anything comes up that is likely to impact on the meeting in any way.’

Being very creative you have made a smart move here: It’s vital to know who else needs to be involved in the

decision making process that would hire you or buy your product. The final step here, then, is for you to set up a date and a time with all the decision makers for a meeting.

Finally, confirm once again that the decision is theirs and recap the benefits of working with you.

When talking to a prospect, consider asking the following questions that will lead them to a commitment.

Time and timing:

• ‘Mr Prospect, provided you like the solutions and you would like to become a client … is there anything whatsoever, that could prevent you from beginning immediately?’ 

Financial investment:

• ‘Your investment would be  _______ are you in the position to OK the investment?’

Other decision makers:

• ‘It’s been our experience that it’s crucial if anyone other than yourself will contribute to the decision making process, or needs to authorise the investment that they be included at the next stage … simply to ensure that the time spent is the most effective use of all our time. Who else would need to be involved? And what are their names?’