Weekly Sales Tips from the Smarketing CONNECT

Begin with the Close
Closing is not all about “getting” the deal. The old adage “always be closing” is still alive and well in today’s version of sales cycles. It’s just changed its look a bit. Today, it’s about “buy in” or mutual agreements to next steps. So, in the very first meeting, the first thing you should do is close…get an agreement on the agenda, to what the meeting outcome should be, or an agreement to next steps. Anything that puts you in the driver’s seat and the prospect in the habit of agreement.

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​Know if Something Changes
Every meeting should start the same way the first one did. You went through a lot of trouble in that first meeting doing due diligence in your discovery. You asked a lot of questions to understand the circumstances that put you in that meeting. Knowing what changes from meeting to meeting can be more valuable than you might think. Every meeting should start with discovery questions…make sure you know if something has changed from the last meeting. Get to know what you don’t know.

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