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Lots of founders come to me for advice on big deals that they’re trying to close.

A lot of times they describe how they met with a buyer from a huge corporation, demoed their products, answered all initial questions, and seem to be getting some good buying signals.

They just finished their first really good initial meetings and then send follow-up emails to schedule the next face-to-face—and now they enter uncharted territory.

They worry:

Is this deal really realistic? What do I need to do next to make this happen? Are they really interested or just being nice to us? How long will this take? When and how should I follow up? Should I wait until they get back to me or be proactive? If so how much?

At that point, I ask them if they took the chance to actually have the potential customer describe to them in detail what it will take for them to become a customer. Most salespeople don’t. And that’s the problem.

The solution to this is something I call the “virtual close.”

This sales tactic will help you accomplish these objectives: Figure out the roadmap of all the steps its going to take to close the

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Posted by Colin Burns

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