Monday, 22 August 2011

Don't be frightened to take the lead

We all know that trust is the key word to building a successful and meaningful relationship with both clients and prospects. However, just because you want to build trust, does not mean you can't be forceful and proactive in defining the way forward.

Too often we let the sales process meander without any agreed direction or timeline. Suggest to your prospect that you should agree what the steps are that they need to go through in order to make a decision and then don't be shy in telling them what you need to do! People appreciate having the opportunity to clearly explain what it is that they have to do.

Maybe even think about agreeing a 'Milestone Letter' that defines what both sides need to get done against specific dates. It does not mean that things won't slip, but at least you have a shared document that both parties can use to measure progress and re-set actions and timelines as appropriate.

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