Tips To Get That Customer to Sign on the Dotted Line

August 22, 2012  |  

“You don’t just show up and sell something,” Edgar Smith Jr., CEO of World Pac Paper tells Making the sale is like making a product — it’s a “process.”

Smith proceeds to lay out the eight steps to closing the deal. As with most things, start with a plan. Then think ahead to what the customer is likely going to ask.

“What particular needs and/or solutions will be discussed?  What is the ideal prospect or customer commitment that you would like to gain?  Is there a minimum acceptable commitment?” are some of the questions.

By the time you get to step eight, the sale should be in the bag.

“You’ve got to confirm any and all agreements and mutual commitments around that opportunity and that business, and then you work towards the actual implementation, developing, and executing of the plan and reviewing the results against mutually agreed upon measures, or metrics, of success,” says Smith.

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