One of the sales techniques I teach I call the "Advance Agreement". It is simply a way to establish an agenda for what will take place in the meeting. It also becomes a tool for getting an agreement in Phase Two that the client wants to work with us and to move forward to the next step. Closing is a process, not an event. What we do in the Phase Two needs analysis meeting determines in large part what the outcome will be in Phase Three. We discussed in our last newsletter some of the topics we need to know when we leave the Phase Two meeting. How we start that meeting can also make a difference.
"Thanks for inviting me in today. Do you still have 30-45 minutes set aside for our meeting? Today I will have some questions for you. You might have some for me. Our goal is to determine if I may be of help to you and whether or not we should move forward. I hope we will, but if you don't think we we can be of help to you, please tell me, "No". I'm OK with "No"."
At the end of the CNA, you ask this:
"You've given me some great information. Thanks for sharing your needs and concerns. Based on what you have told me, I have some ideas and I think we can be of help to you in achieving your goals. What do you think? DO YOU WANT TO MOVE FORWARD?"
I your prospect says, "Yes" you have just started closing the sale! They are agreeing that they want to work with you, some how, some way. The next meeting, the Phase Three meeting, should be a plan, in writing, to help your client to achieve his goals, to solve his problems.
By using the Advance Agreement in Phase Two, you are moving your prospect through the Marketing Channel to a positive conclusion.