FOLLOWING UP TO CLOSE

BEFORE YOU LEAVE

BEFORE YOU LEAVE

• Did you get pain?
• Did you ask for business?
• Did you ask the right way?
• What was your agreement on next steps?

ACCEPTABLE RESULTS OF A CALL

• Yes
• No
• Clear next steps
• Referral
• Lessons learned

FOR ALL DELAYS

• “Call me later”
• “I need to talk to...”
• “We’re not ready to decide”
• “We still need to...”
• “Give me a few days”

FOR ALL DELAYS

• “Uh-oh”
• “Sounds like you’ve decided we’re not a fit”
• “You can tell me no, it’s ok”
• “Sounds like you’d like to say no but don’t want to hurt my feelings”
• “So, it’s over”

GENTLE PRODS

• “Let’s do this...”
• “Can I make a suggestion?”
• “You’re going to be glad you got this done”
• “Look. We have to take good care of you...”
• “Most people decide right away. So, I’m guessing something’s holding you back. What is it?”
• “What’s keeping you from moving forward?”