The sales process, depending on what
you sell, can be very long and involve a lot of calls, meetings and
strategy to get you to where you want to be with your client, the
contract stage. When all is said and done, the one thing that needs
to be said by the client for anything to happen is, “send me the
contract.” Successful businessman Issa Asad says this can be one of the most elating things a business
professional can possibly hear but before you go out and buy that new
car you’ve had your eye on, the contract needs a qualified
signature from your client before you go about figuring out what to
spend your money on. The deal is not done when they ask for the
contract. In fact, it just might be the beginning.
Crucial Conversations To Have With
Clients
Too many times, even the best of us
have decided the deal is closed and the client is won when we hear
those golden words. It is fantastic when the needed paperwork and
signed contract comes back right away into your email or across your
fax. The worst thing to hear is nothing. How many times have you
delightedly sent out your contract to a new customer only to sweat
the hours and even days to not hear a peep?
It is best not to ignore those silent
signals that let you know that something is not right. It would be
easy to rationalize in your mind why it just hasn’t come back yet,
but what you really need to do is meet the silence head on. Be the
one to make the phone call and ask, “Is something wrong?” Asking
the question invites dialog. You may discover that they were
expecting a lower price. Get the client to tell you why the deal has
stalled. This may be a hard conversation that could mean you are not
going to get to the right number. The reality is that there will
never be a right number if you don’t ask the first question. Seek
to understand the problem quickly, not a week later when the client
has resolved to move on.
When The Client Offers You Something In
Return For A Lower Price
Stop right there. I know, you really
want to and they said they’d sign if you just do what they say.
They are not holding all the cards though, you are. Doing bad
business that doesn’t make you or your company money for the sake
of a promise of more business the future is going to get you nothing.
Offer to give them a better rate on services or products forthcoming
when they do bring you more business, other clients or additional
decision makers in their organization. One of the hardest things you
will have to realize is that no one is going to make good on any
promise when they have already received their reward. The ball is in
your court not theirs.
Proactive conversations win deals.
Fearful avoidance does not.
