Just in time close
Written by Jamie May
Just in time sales enablement, or johnny on the spot close. You have to know a very specific trigger event and turn up when the need is highest.
People are busy and don’t want to deal with salespeople unless they are ready to buy. So find out when they are interested to buy with questions like;
- ‘When will you be looking at this?’
- ‘What stage in the project will you look at this?’
- Or one I use all the time ‘If you tell me when you’ll be making a decision on this I promise to leave you alone till then’.
Then you need to have a few good reminders and pop up at the right time.
- “In August last year you mentioned that your lease expires in two months so thought we could talk about or office renovation services’.
- Hi Sarah, Its Liam at Liam’s alpaca services. Back in March you mentioned the board was meeting tonight. I just wanted to remind you to put our service on your agenda.
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