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Numerous closing situations now come down to pitching to and attempting to influence an influencer, that it's time to instruct the appropriate way of doing it. A couple of things first. An influencer is defined as somebody who is associated with some way in the decision process - they either help make the decision, or they have to approve your services or product first before they pass it on to other decision makers, etc. The bottom line is that there is somebody above them who weighs in heavily or who has the final say on whether or not to progress with you.

You: "Fantastic! Because they typically take your recommendation, and because you're on board with this, here's what I recommend we do: I'll go ahead and get the contract out to you and arrange an install date. Once you get the approval, we'll already have much of the work done to get you going. Now, what is a great time for the setup of this?".

Let's destroy this down. The first thing you did (during the qualification stage) was to get clarity over just how much influence your influencer actually had over the final decision. This is an essential step that many sales people actually miss.

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After you do get their buy in, that's when you can ask if they're going to recommend it and just how much weight their recommendation lugs. After that, you do a trial close on paperwork, etc. You can make this as soft a trial close as you want, the point here is that you wish to take your influencer as far as he/she will let you. The further they let you go, the most likely they'll be a deal later.

Start executing these techniques in your sales calls starting with the qualification stage. The more you find out about the influencer, and their function, the better equipped you'll be to take the close further at the end.

I talked about the details of the project and its requirements with Harry and he recommended me to opt for Blu-ray DVD duplication. A Blu-ray DVD can hold up to 25GB of video data on a single layer disc and 50GB on a single dual layer disc therefore we could quickly fit our hd video files onto a single disc for playback through a Blu-ray DVD player or PC/laptop with a Blu-ray compatible drive. The process for creating an interactive menu coincides as for a basic DVD therefore we would be able to deal with Harry on that side of the project as well. Blu-ray DVDs are over twice the cost of basic DVDs and duplication costs also have the tendency to be higher due to the larger files and consequential greater length of time required for duplication but we had a rapidly filling order book with the kind of client who wouldn't quibble over the price, so not a problem there.