KNOW WHAT YOU ARE CLOSING
Not every sales conversation ends with a buy decision; there may be multiple conversations and a series of decisions before the final decision is made. That’s why your preparation, the focus of the Wait step introduced in Chapter 5, begins with identifying the desired outcome for the conversation. Clarifying your desired outcome ensures you have the right conversation to result in the successful outcome you seek.
Typical desired sales conversation outcomes include:
• Getting the buy decision (securing the order).
• Fact-finding for specific information about POWNs (qualifying the buyer for budget and decision-making authority).
• Collaborating through a discussion of how your solution addresses their POWNs (facilitating ...
Get Conversations That Sell now with the O’Reilly learning platform.
O’Reilly members experience books, live events, courses curated by job role, and more from O’Reilly and nearly 200 top publishers.
