Purpose
This procedure details the actions for the Business Readiness Consultant to obtain the agreement of the Prospective Deal Owner to list the Business. This procedure starts when the Business Readiness Consultant has finished the sales presentation and ends when the Prospective Deal owner agrees to list their deal.
This procedure applies to all sales presentations.
Procedure
This procedure provides the best script for closing on a sales listing. It allows the Prospective Deal Owner to ask for more information, raise objections and decide on the sales listing without pressure.
If you pressure a Lead to list when they do not really want to, the Lead is likely to become an unmotivated Deal Owner who will waste your time for no reward.
Business Readiness Consultant
- Asks the Prospective Deal Owner for feedback about the sales presentation, both their thoughts and feelings. Asks open questions (that require more than yes or no). Uses the words ‘Tell me …’, ‘Describe …’, ‘What …’. The Lead has been listening for some time. Let’s them outflow and describe their viewpoint.
- Asks the Prospective Deal Owner if they have questions or areas of concern. This invites the Lead to give their objections.
- Answers the objections and adjusts the sales listing proposal if necessary.
- Invites the Prospective Deal Owner to proceed with the sales listing.