Sales closing tip: Why it pays to complete the order blank BEFORE you meet with the prospect

Sales closing tip: It’s a good investment of time and effort to complete the order form BEFORE you go into the meeting with the prospect.

Granted, it takes a little time, and you may waste some order blanks, but the benefits make it worth the while.

For one thing, you don’t have to stop the sales momentum in the call to collect basic data on things such as address, billing address and the like.

Even more importantly, by completing the order form before you go into the call, you project to the Prospect your confidence that the sale will, naturally, happen. Expectations are infectious, and a large part of selling is projecting positive expectations.

How do you get the information you need to complete the order blank that early, before the sale is set?

You probably already got most of that as you set up the call on this prospect: company name, individual’s name and title, and so forth.

For the rest? Ask the secretary or other gate-keeper while you’re on-site waiting for the meeting. If they ask why you’re asking, simply say, “I need it for my records. Paperwork! You know how it is, I’m sure.”

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The content in this and  other posts on this site has been adapted from my books, which you will find in the sidebar, along with how to order as both ebooks and pbooks. Hope you find them helpful.

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