Planning advances

Top sellers close more calls effectively by

• Turning continuations into advances
• Understanding what kind of advance can make the call succesful
• Setting realistics closing objectives that move the sale forward.

By actively brainstorming and planning advances a buyer can move to the sale faster.

Examples

• Meet the department director
• Get the project manager to all two of our satisfied customers
• Get a meeting arranged with all the members of the DMU
• Set up introduction to the regional sales manager
• Get their list of vendor selection criteria
• Get contact to propose a pilot field test
• Get an introduction to other department heads
• Get an NDA signed