Once you uncover any possible objections (or lack thereof), there is one last step before you start you pitch. It is called the “Five Yes Technique.”
Before I share with you how to do the Five Yes Technique, I need to point out one critical thing that you must decide before you can proceed: Are you going to do a one-call or a two-call close?
If it is a one-call close, you would roll into the Five Yes Technique after you uncover objections and before you start your pitch, using Feature, Benefit, Tie Down (covered in the next chapter).
But I want to plead my case right now that most of you should use a two-call close. In fact, two-call closes are probably the right choice for most salespeople. I have developed what I call the 20/20/20 sale that makes using a two-call close make a ton of sense and easy to do.
The first 20 minutes is everything up until now. You would end your call after Chapter 11, and you would tell them that you are going to call them back in 20 minutes to go over your proposal, product, or service, because you want to spend some time customizing your presentation based on what they just told you.
A good reason for breaking your call down into two calls is that it can be difficult (no matter how sharp your sales skills may be) to get and keep someone excited enough to buy for 30 to 40 straight minutes. By building them up during the first 20 minutes, and then ...