Seconds to determine if we close on the spot, or continue with follow ups.

On a sales call/meeting, we have seconds⏱️ to determine if we’ll get a close on the spot, or fix the agenda for further follow ups.

Too soon and we get nothing. Too late and we get less than optimal results.
To make things worse, targets cloud judgements and the line blurs even more.

So, what do we do?🤔

To begin with, here’s the hat-trick mindset of winners:

👉 Paint the right picture🖼️ – the prospect willing to close today, will do so if the right conditions are met (we’ll get to these conditions in a second).
👉Accept to lose the battle but never the war – the correct #relationship 🤝 with a prospect, will feed #targets for longer. Pushing to close today, will destroy tomorrow’s opportunities.
👉Realize that today’s win🏆, won’t be there tomorrow but targets will – Build the relationship, and gauge the possibilities. If it’s there, go for it. If not, live to fight another day.

What conditions must be met for the prospect to buy (today or later)❓

✅Our product/service is in line with the prospect’s needs.
✅Our product/service is better than what the prospect is currently using.
✅Not using our product/service is causing some type of “loss”
✅Risk factors are minimal to non-existent, mainly because of the relationship we have built.

Experienced prospects don’t need much to make a decision if their conditions are met. New comers might need that extra TLC 🩷to see how they fit in the picture.

Different people, have different standards. For some, assessing risk is number one while for others, the fear of missing out is enough to take a leap of faith. Are we worth taking that leap of faith with?

Nothing beats a properly structured pitch💫. One that engages, informs, picks up from where it left off prior and finally resonates in an unscripted and mechanical way.

It takes practice – We won’t get it right the first time. We won’t get it right the second time. With practice, we will definitely get there and that’s all that matters.

Keep your eyes on the prize. And it’s not today’s payout.

It’s getting the pitch right consistently ✔️ ✔️✔️…