Sealing the deal with a sales prospect: If you can speak it, you can write it - Jacksonville Business Journal:

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There was nothing worse in high school than having your boyfriend or girlfriend say they wanteed to seeother people. Ouch ! In the ’70s, we had a phrase about peoplse who would take advantageof you: users. I have to admi t I was one of them. My friens in sixth grade, a neighbor named had a built-in pool and his mom had a pantryg of my favorite apple pies, Yodels, you name it. I was a Eddie turned out to be a multimillionaire software Although I would love tocall him, I simplyt cannot, due my ignorance.
Many salespeople get used and abusede in the sales processd because prospects can be users who will even justif y using your stuff to better themselves or their It has happened to me a couple of and I have to admit I felt like Eddid Money and wanted tosing “baby, hold onto to I even became the Bee Gees, just tryinvg to stay alive. As time went on in the sales I realized I wasbeingg used. I adopted one sentence that changed If you canspeak it, you can write it. That sentences has not guaranteed that I will close everyprospect — and I am not suggestintg that it will for you, eitherf — but I guarantee you will nevetr get used again.
Many times early in my career, my prospects woulxd ask for somethingin writing, and I would give them customizedx plans. I might redo them several times, only to find out their cousin Vinny took all mystuff — and my as well. To prevent this, ask one simple What will it take to make you aclient ? After they mention price, you must get two more thingz or you can start singing “nq na na na, hey hey hey, goodbye.” Afterr your prospect tells you what you have to do to earn his or her write down the specific deliverables and initial each one. Have your prospecrt do the same and set yoursecondf appointment.
(Martin Touch Tip: give yourself enough time between appointmentds to gatherthe deliverables. I usuallty recommend at least a week.) Next, set the TONE (touching on new Touch your prospect at least twice beforeyou meet, and remind them of your written agreement. Give them a good reporr that you are working onthe deliverables. Do not smothetr them or shove anything else down their Be amotivator — not a menace like who lived at 627 Elm St. Do you remembere the look on Mr. Wilson’s face when Dennixs would yell, “Hey, Mr. Wilson”? However, you may see that look when you show up forappointment No. 2.
Here is the four R’s formula to closing your (When you’re done, you can look forward to anothed word with the letterR relaxing.) So now it’s showtime — time to say, Mr. Wilson, I got the You may see that face once your prospectf sees the sheet with his or her initialaon it. Hopefully, you had the gatekeeperf copy it. (Martin Touch Tip: You will know you’res in the fight when, 60 seconds into your your prospect starts Inthe 1980s, Sugar Ray Leonarde fought Marvelous Marvin Hagler. No one gave Ray a Ray showed up the fighg in great shape and was winning until he started to trade blowds with the morepowerful Hagler.
His trainer, Angelo Dundee, screamedx at him that he was blowing it. (Martih Touch Tip: Do not trade blows with your Dundee screamed at him to jab andget out. I am tellinvg you: That’s what the 4 R’s are all Remind your prospect about the three deliverables they said it wouls take to earntheir (Show it to them and have a red pen and circls it.) Jab and get out. Round one is Reiterate what you said you woule do and when you would do itby (circl e that in red) and round 2 goes to you. Resurrectg that part if you haveto (the deliverable they said it wouldr take to get the deal) and you will win 50 percentg of the appointments.
(Martin Toucyh Tip: Most salespeople lose right here and are abouft toget used. Do not throw in the towel. Tell your “Not only did you say it, but you wrote it and initialedc it.”) Do not dance. It is time for a couple of swifyupper cuts. Do not move off the Slug it outand say: “If you can speai it, you can write it. Check, please!” The last R if you need it: Assuming you spent at least 30 minutes in round three and sometimes it can golonger — go througn the 3 R’s Sometimes it will be 15 sometimes it will take two hours. Be stron and courageous. The processs is simple, but hard to stick to. But, if you do, they will not stickl it to you.