{"id":7441,"date":"2012-03-07T14:22:01","date_gmt":"2012-03-07T21:22:01","guid":{"rendered":"http:\/\/robertfagan.com\/?p=7441"},"modified":"2025-03-19T11:24:26","modified_gmt":"2025-03-19T18:24:26","slug":"ten-quick-steps-on-taking-a-sales-prospect-to-a-closing","status":"publish","type":"post","link":"https:\/\/theaposition.com\/robertfagan\/coaching\/business-coaching\/7441\/ten-quick-steps-on-taking-a-sales-prospect-to-a-closing","title":{"rendered":"Ten Quick Steps on Taking a Sales Prospect to a Closing"},"content":{"rendered":"\"\"<\/a>\n

 <\/p>\n

Congratulations, you have a sales prospect and you’ve stimulated them enough to have them call you. Fantastic! Now what do you do?<\/p>\n

1. \u00a0 You’ve already found out their points of pain and what they need, now you want to demonstrate that you are both interested and knowledgeable.<\/p>\n

2. \u00a0 Reaffirm with the prospect that you understand their problems and needs.<\/p>\n

3. \u00a0 Let them know that you do, indeed, have solutions for them.<\/p>\n

4. \u00a0 When you speak with them, offer information, ideas, expert perspectives, and education they can profit from.<\/p>\n

5. \u00a0 Advise them and don’t sell them. Act professionally. This is not an information dump, but rather the matching of features to the prospect’s needs.<\/p>\n

6. \u00a0 Create a mutually beneficial appointment time if now is not the proper time to take things to the next step. \u00a0Remember that they called you so take maximum advantage of that fact.<\/p>\n

7. \u00a0 Ask them if they have any other further questions or concerns.<\/p>\n

8. \u00a0 Call for action; ask for their business and close the sale.<\/p>\n

9. \u00a0 Upon closing, establish and confirm exactly what is the next step for both parties and when. \u00a0This could include getting a signed contract, making a deposit, or your performance like a delivery.<\/p>\n

10. \u00a0Follow-up. \u00a0There are many decent sales closers that stop there at Step 8 and fail to finish with Step 9 or follow-up to see that everyone has delivered. \u00a0Don’t let that be you!<\/p>\n

Bonus: Whenever possible, ask for referral prospects!<\/em><\/p>\n","protected":false},"excerpt":{"rendered":"

  Congratulations, you have a sales prospect and you’ve stimulated them enough to have them call you. Fantastic! Now what… Read more »<\/a><\/p>\n","protected":false},"author":41,"featured_media":7444,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[2248],"tags":[],"class_list":["post-7441","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-business-coaching"],"jetpack_featured_media_url":"https:\/\/theaposition.com\/robertfagan\/wp-content\/uploads\/sites\/33\/2012\/03\/sales1.jpg","_links":{"self":[{"href":"https:\/\/theaposition.com\/robertfagan\/wp-json\/wp\/v2\/posts\/7441","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/theaposition.com\/robertfagan\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/theaposition.com\/robertfagan\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/theaposition.com\/robertfagan\/wp-json\/wp\/v2\/users\/41"}],"replies":[{"embeddable":true,"href":"https:\/\/theaposition.com\/robertfagan\/wp-json\/wp\/v2\/comments?post=7441"}],"version-history":[{"count":7,"href":"https:\/\/theaposition.com\/robertfagan\/wp-json\/wp\/v2\/posts\/7441\/revisions"}],"predecessor-version":[{"id":18880,"href":"https:\/\/theaposition.com\/robertfagan\/wp-json\/wp\/v2\/posts\/7441\/revisions\/18880"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/theaposition.com\/robertfagan\/wp-json\/wp\/v2\/media\/7444"}],"wp:attachment":[{"href":"https:\/\/theaposition.com\/robertfagan\/wp-json\/wp\/v2\/media?parent=7441"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/theaposition.com\/robertfagan\/wp-json\/wp\/v2\/categories?post=7441"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/theaposition.com\/robertfagan\/wp-json\/wp\/v2\/tags?post=7441"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}