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?’
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