Basic? Yes. Commonly done? No.

[rifat28dddd]

Give me a “yep” if you’ve ever thought you had the deal wrapped up to only hear, “I just need to get buy-in from my boss.”

I heard a lot of “yeps.”

Or, “I just need to check our current contract and make sure there are no binding legal obligations for us to move forward.”

WHAT? Why didn’t you tell me that!

As sales people there’s nothing more frustrating than the “hidden objection” and a very effective and simple way to help protect against that is to have the client actually think through what they will have to do.

There’s additional, uncovered, unknown hurdles so often and this question helps them tell you what they might not be thinking about.

“So, Jennifer, If the pricing proposal meets the sweden telegram data expectations we just outlined, what happens next?”

“Ben, if the proposal does return your money in 6 months, what’s next for us?”


Making them actually think through the process is magical, and it will show you how close you really are, and if this is truly an opportunity you want to keep pushing and how hard.

Whether I’m addressing a team of five sales people or 500 there are always way too many professionals selling without fully covered insurance policies.

Given the potential consequences and costs, you would think this would be a no-brainer, right?Business productivity is a great topic to include in your sales presentations. Who doesn’t want their staff members to be more productive?

With some products such as software, increasing productivity is a given–after the learning curve has been completed with training. However, with other products, it may not be so obvious that they’ll positively impact the productivity level of the company.