Air Compressor Head Valve

So the first thing you need to do is determine how your influencer fits into the decision process (if at all), and how much influence they have. Use the following questions during the qualification stage to determine this:

By the way, once you begin your demo, it's always a smart idea to go back through these questions before you launch into your pitch. Doing so will give you a head's up as to how it's likely to end. Wouldn't it behave to know the stall before it even comes up? And once it does, here is how you handle it:

You: "Wonderful! Since they typically take your recommendation, and since 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 schedule 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 good time for the setup of this?".

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

After you do get their buy in, that's when you can ask if they're going to recommend it and 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 more likely they'll be a deal later.

Experts say that over 90 % of our success in business and in life comes from connecting effectively with those around us. A Professional Coach provides the space, skills, and tools to aid her clients cultivate that connection with the key people around them.