In chapter four of Close Like The Pros, Steve Marx talks about expectations in a way I’m not sure I’ve heard them explained before.
Such as: Is a 15% increase in sales a good thing for your client. Sure it is, unless he was expecting a 35% increase from your services.
Wow. Talk about cold, hard facts. How do we keep that from happening ? By contracting with the client, so they know what to expect and so you know what they expect.
The way Steve makes it work, it’s a two lane superhighway, not a one-way street.
Marx also says that managing those expectations is a very important part of the sales process…maybe THE most important part.
If you’re closing throughout the entire sales process, using a manageable series of smaller closes, you’ll never be surprised at the outcome.
Marx also says that it’s not really enough that you know where you’re going, you have to make sure the prospect knows which way you’re going to get him to the promised land.
As chapter four winds up, you’ll be such a better salesperson, after learning how to contract with the prospect, that you’ll see immediate results.
Personally, I’m on a hiatus from my offline career for another 2 weeks, but I did use the contracting method in a personal relationship today and the person and I immediately knew where we were headed and they didn’t even flinch when I said, here’s what were going to do, then this, then this.
They actually seemed to appreciate me taking control and making it easier for them to do what I needed them to do.
I can’t wait to integrate this into my business life !
Head over to Amazon and pick up a copy of Steve’s book today and keep watching this space for the next chapter to be reviewed.
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