Saturday, March 30, 2013

The Elusive Question

Amanda Thompson, owner of the amazing Riverbend Team Solutions, asked a question about networking that probably everyone wants to ask but is afraid to!

Drum roll here.....

When is the appropriate time to ask for the sale?

So again I take the easy road of, "It depends!"

When I think of traditional networking - that of developing relationships to know how to help each other - probably the sale, as most of us think of it, won't even come into play. But taking a closer look, there is always a sale implied at some point during any appointment.  

The end result of an appointment could be:

1.  Should we meet again?
2.  Will you give me the name of that person?
3.  Can we make a plan so I can introduce you to the person we talked about?
4.  Would you like to attend that event with me?

As you can read above, all the questions need an answer.  Indirectly you are selling to the person in front of you on some idea talked about during the meeting.   Getting agreement is realizing the sale!

However, if in a networking meeting, all of a sudden one of you switches gears and  begins selling your product or service, ("That's nice that you are going on vacation, now how about buying our landscaping services.") it feels a little icky.  I know, I know, it sounds weird, like it could never happen that way.  Well, it should never sound like that, but unfortunately is does.

So Amanda, to answer your question, you are always closing  The challenge is just picking the appropriate close as it is the most important step to take!

What the weirdest closing situations you've found yourself in? 


No comments: