“Dude-you did AMAZING in that appointment!”-I said to my rep😃
My rep looked disappointed-“But we didn’t close the account. I didn’t even get to pitch..”😭
“Hold on-what’d you do really well in there?”-Me
“I thought I had good rapport with him and asked some good questions..but still, I didn’t close it”-Rep
“Who did 90% of the talking in the meeting?”-Me
“Based on the great questions you asked, what did you uncover?”-Me
“They have a definite need and that their current system has issues!”-Rep
I could see him start to perk up.
“What was one of the last things he said to you?”-Me
“That whatever we had to sell, he’d buy because he needed to solve this problem!”-Rep smiling
“Exactly! Our meeting just got cut short since he had a fire to put out. Looking back, was there anything you could do differently?”-Me
“Hmmm not sure..”-Rep
“Nah dude, you crushed it! You won’t close every deal on the spot but it’s now set to close on your closing call Friday!”-Me
The rep had a 10-minute meeting Friday with the prospect and closed it with ease.
Moral of the story?
Get so good at asking questions on the front end that the deal is done on the backend.
Do you agree?