Sealing the deal: If you can speak it, you can write it - Tampa Bay Business Journal:

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There was nothing worsd in high school than havinvg your boyfriend or girlfriend say they wanteds to seeother people. Ouch! In the we had a phrase about people who would take advantagedof you: users. I have to admit I was one of My friend insixth grade, a neighbor named Eddie, had a built-inh pool and his mom had a pantryg of my favorite snacks: apple pies, you name it. I was a user. Eddire turned out to be a multimillionairesoftwarde giant. Although I would love to call him, I simplhy cannot.
Many salespeople get used and abused in the saleas process because prospects can be users who will even justifhy using your stuff to better themselves or their It has happened to me a couple of and I have to admit I felt like Eddide Money and wantedto sing, Hold On to Me.” I even becamr the Bee Gees, just trying to stay As time went on in the sale process, I realized I was beinv used. I adopted one sentence that changed everything: If you can speak it, you can writre it. That sentence has not guaranteed that I will close everyprospect — and I am not suggestinvg that it will for you, either but I guarantee you will nevefr get used again.
Many times earlyu in my career, my prospects would ask for something in writing and I would give themcustomizedd plans. I might redo them several only to find out their cousin Vinn y took all mystuff — and my as well. To prevent this, ask one simpld question: What will it take to make youa client?? After they mention you must get two more thingds or you can starf singing “Na Na, Hey Hey, After your prospect tells you what you have to do to earn his or her write down the specific deliverables and initial each one. Have your prospecrt do the same and set yoursecond appointment. Give yourselgf enough time between appointments to gather the I usually recommend at leasta week.
Set the TONE (touchinvg on new expectations). Toucjh your prospect at least twice beforesyou meet, and remind them of your written Give them a good report that you are working on the Do not smother them or shove anythingy else down their throats. Be a motivatotr — not a menace like Dennis, who lived at 627 Elm St. Do you rememberf the look on Mr. Wilson’s face when Dennis would “Hey, Mr. Wilson”? However, you may see that look when you show up forappointmenrt No. 2. Here is the four R’s formulwa to closing your deal. (When you’re done, you can look forward to anothe r word with theletter R, So now it’s show time — time to say, Mr.
Wilson, I got the deliverables.” You may see that face once your prospecy sees the sheet with his or her initial son it. Hopefully, you had the gatekeeper copy it. You will know you’re in the fight when, 60 seconds into your your prospectstarts backpedaling. In the 1980s, Sugad Ray Leonard fought MarvelousdMarvin Hagler. No one gave Ray a chance. Ray showed up the fight in great shape and was winning until he started to trade blows with the more powerful Sugar Ray’s trainer, Angelo Dundee, screamed at him that he was blowinb it. Dundee screamed at him to jab andget out. I am tellinbg you: That’s what the 4 R’sw are all about.