The typical sale goes something like this: lead, contact, qualifying questions, demo. You blow them away and then you hear, “Looks great. We’ll get back to you.”
If your closing percentage is less than 80%, you are doing too many demos.
Before your next demo, consider the following check list:
1. Everyone involved in the decision process is at the demo.
2. A decision is promised at the end of the demo – ‘Yes’ or ‘No’.
3. Yours is a cost effective solution and you will make profit.
4. Everyone understands the potential headaches.
5. The potential client has agreed to buy from you.
6. The potential client is committed to buying from someone.
7. They have the money/funding and will spend it.
8. They know about how much your product/service will cost.
9. The competition has been displaced.
10. There is enough discomfort for them to go through with a change.
11. Competitive quotes are a formality and you understand their process.
12. The prospect has shared personal compelling reasons to move forward.
13. ROI has been established, discussed and detailed.
14. Past results of other products/service were discussed.
15. The cost of the client’s problem has been identified.
16. The relationship is solid with everyone.
If any of the above are not discussed in depth prior to the demo, you have a suspect not a prospect. Don’t waste your time on demos for suspects!
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