The main objective of this session is to help you understand the importance of knowing when to walk away. By the time the session is over, you will understand the “Is it Real?” Grid, how to listen for buying signals, and be able to use the ready-to-sign checklist.
Why “Knowing When to Walk Away” Matters:
If you use these tools, it will help you to qualify the opportunities, pursue them diligently, and ask for the business when the timing is right.
Chase opportunities that you have a chance to win, discount the ones that really aren’t a good opportunity at this time, and circle back.
- If the decision maker is keyed in with what you are saying, then you know that you are in good shape.
- If you have gone through the ready to sign checklist, there is no reason why you shouldn’t ask for the order.
- The “Is it Real?” Grid is a checklist for you to be able to identify if this is in fact a real opportunity.
- Listen for the verbal and non-verbal buying signs.