ASK CUS­TOMERS TO COM­MIT A LIT­TLE AT A TIME

The Star (Kenya) - - News Business -

Clos­ing a sales deal isn’t some­thing

you should do at the end of a lin­ear process. If you wait and ask your cus­tomer to make a pur­chase com­mit­ment af­ter you’ve been work­ing with them for a while, they’re likely to give you a so­cially ac­cept­able ra­tio­nale, such as price, which may not be the real bar­rier to buy­ing.

It’s bet­ter to hear any ob­jec­tions

early on, when you can still do some­thing about them. So ask your cus­tomers to make small, in­cre­men­tal com­mit­ments along the way.

Pe­ri­od­i­cally prompt prospects to

con­firm that they agree with the data or ob­jec­tive you’ve cited, and then ask them if they’d be will­ing to act on that agree­ment through some small ac­tion, such as shar­ing the in­for­ma­tion with oth­ers in their or­gan­i­sa­tion.

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