Let's get right into it. One of the things that happens in my business, because we offer so much individual coaching with all of our programs, is people will constantly call me and say,
“Charlie, what can I do to make this person buy? What can I do to get these people to sign that proposal? Hey, I really need some help here. I can't get this person to call me back. What do I have to do to get somebody to give me an appointment?”
Frankly, I don't know why they're asking me, other than they just have and realized that they're not asking the right person. The person that has all those answers is the person you're trying to get to take that action!
I'm more than happy to call you back, and if it's the right proposal, I'm more than happy to sign it with you, but really, the person who has that answer is the person that you're struggling to get it done with. So instead of wasting time and frustrating your management, your sales leaders, or your coworkers that are also in sales, or your sales trainer, do the right thing. Ask the person that you're trying to get the result from to tell you what it takes to get them to take the action, sign the proposal, call you back, set the appointment, make the commitment. They have the answer because they know what it takes. All the tips and tricks and training in the world won't be able to give you or anybody else the superpower to read somebody's brain. If you realize that that's the truth for you, please realize that I don't have that superpower either.
I do have superpowers, but those aren't the superpowers that I have. So if you're going to be in business development, and you're going to be as successful as you want to be, get into the habit of asking that one tough question before you leave the appointment or you end the call.
- What does it take to make sure we keep this process moving to a conclusion?
- What's the next step?
- When will it happen?
- Is there any reason why you're not willing to do it?
Don't be great at follow up because you don't have the courage to ask someone to clearly define their commitment and tell you whether or not you're on the right track in doing the right thing for them. They have the answers. Ask them the questions. Do the work you're supposed to do.
That's today's Fast tip Friday. Use it. Make money. Make your life simpler. Collect more decisions. Make more money. Take care.