Eat Dessert First
I begin to close the sale within 10 seconds of entering a prospect’s office. I state my objective of the meeting, and I tell him or her what I would like to do. I tell them my three strategies of business:
1. I’m here to help
2. I seek to establish a long-term relationship
3. I’m going to have fun
Stating your objective and philosophy at the outset puts the prospect at ease. It gets the meeting off to a great start. It establishes credibility and respect. And it clears the way for meaningful information exchange and rapport building.
Tell the prospect what you want when you walk in the door. Then, ask for the sale as soon as you hear the first buying signal.