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It is common knowledge that the one call close usually results in a one-time sale (and an unhappy former customer).  Here’s a process that takes 3 calls over 6 days and results in a long-term customer:

1.  Select a quality target prospect that resembles your best customers.  Get the prospect’s attention with a valid business reason and set the first appointment.

2.  Call #1: Prepare for and conduct a needs analysis and discover a significant business problem (one they will pay you to solve).  Set call #2 to happen within three days.

3.  Develop ideas and consider your assets that will be part of the solution.

4.  Call #2: Share ideas; discuss assets, expectations and investment with prospect.  Set call #3 to happen within three days.

5.  Call #3: Develop a no-surprise proposal.  Present and confirm (close) proposal.

Follow these steps and deliver results, and you will have a long-term customer.  Skip steps and at best you will have a one-time sale.

Leave a comment or drop me an email if you would like to continue this conversation. Feel free to share this post with a friend or business associate.

Kurt Sima is VP/Sr. Consultant at the Center for Sales Strategy

kurtsima@csscenter.com  740-405-2960

Tagged with: business problems

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