Here’s how to let your prospect know, early in your meeting, that you’re going to ask for the order:
“John, as you can see, I have here this blank piece of paper. And since there’s nothing written on it, there’s also nothing for you to misunderstand.”
“Now, I also have your proposal here, which has been prepared specifically for you. And because it was developed just for you, it has quite a few details in it. However, I’d like to make this commitment to you.”
“During our time together, I’m going to keep the explanation of your proposal just as clear and just as simple as this blank piece of paper. Now, if for some reason, I don’t do this, then I’ll completely understand if you’re hesitant to make a decision regarding the proposal.”
“And because of this, my goal today is that when I finish the explanation, that again, the proposal will be just as clear and just as simple as this blank piece of paper. Then, at that time, I’m going to ask you to make a decision.”
“If you see that it’s in your best interest to say yes to the proposal, then I’m going to ask you to say yes. And if, for some reason, you have some concerns regarding your proposal, then you can bring them up at that time as well.”
“Is that fair enough?”
By using this approach, you’ll dramatically reduce, or even eliminate, your number of repeat calls. And this, in turn, will give you more time to see new prospects.
