Ensure Conditions are Favourable
One of the best ways to ensure the prospect declines to give you the order is to act in a manner the prospect would not. If you’re dealing with a decision maker, and if he were selling to you, chances are that he would ensure that the conditions are right for him to achieve a successful outcome. By you not doing likewise, you will quickly lose his attention. If you do as expected you gain the respect a professional deserves.
So for a successful outcome ensure:
That no-one else is present except the prospect and/or all the interested decision making people
Everyone should be make to feel important and comfortable.
Under no circumstances should you give all or a part of your presentation in any other location than the best possible location. Avoid elevators, stairwells, open offices and the like!
And make it a firm rule to avoid ever giving a presentation until all of the conditions are right. If all the conditions are not right, chances are you won’t leave with the order.
Copy and distribute this content as often as you want. You are encouraged to share it. © Copyright Peter Collins, Sydney, Australia, 2002, 2007, 2011, 2015, 2017
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This Article is by Peter Collins – In a sales career spanning more than 53 years, Peter Collins has focused on helping and bringing out the best in others – whether it involves training or mentoring salespeople, managers, business consulting to SME’s. Since the 1970’s Peter has built a reputation as a Nationally and Internationally Published author, and has 68 business books to his credit, but he is mainly known for one book based on the Audio Tape series of the same name, Over 50 Ways of Closing the Sale. Peter had his first book published in 1969 and now has over 133 books in all, including Business, Marketing, Sales, Free Publicity, Body Language, Music and over 30 Christian books to date. Peters books have sold over 2.5 Million copies of his books over 49 years. In his personal life, Peter has been sought after as an encourager and motivator that has given of his time and talents freely despite his busy schedule. Subsequently, he has assisted churches, pastors, community and charity groups, as well as individuals through his teaching, training, development and on-going mentoring.
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