The 60 Second Sale

Chapter 13Open a Door and Close the Deal

60 Second Summary

This chapter highlights the process of converting the prospect into a client. You do this by continuing the running conversation you've had with them since they were first introduced to you.

Since the client walks into the room ready to do business, your job is to not screw that up. Let that sink in for a minute.

Fear not. I've choreographed the entire meeting for you. That choreography is outlined in this chapter.

What's in This Chapter for You?

This is your guide to the business meeting when you discuss the value the client will receive and the money they will pay.

This is a delicate conversation, and many bad things can happen if it isn't handled properly. In this chapter, I take you by the hand and lead you through how this meeting will work when done properly.

The key concept you will discover in this chapter is offering the client options for working with you. Yes or no sales is dead. Moving forward, you will only provide prospective clients with yes options. This is the most powerful way to increase your income. It also helps reduce the likelihood of negotiation.

WNABE^TM

The old sales adage “Always Be Closing” is no longer appropriate. Getting in someone's face and pushing your product or service on them is the fastest way to turn people off. Sales has changed. You've been investing in relationships, and the time has come to help people solve their problems and achieve their goals.

Now that you've been ...