Urgency Part 2
I wrote about
Closing Urgency in last week's Baseline
Selling Tip. One salesperson, who believed I wrote it for
him, proved himself correct. I had an unusual print job that
needed to be completed within a week.
My assistant was having
difficulty identifying a local printer that could handle the job and
get it done on a timely basis. "Bob" learned about the print
job and with as much urgency as I've ever seen, contacted a one of
his closable prospects, a printer. He and the printer both
showed considerable urgency, appearing in my office within an hour.
After I gave the printer the
business, I mentioned to Bob that I saw more urgency from him
regarding the purchase I needed to make than I ever saw from him
relative to getting business closed. It was especially strange
that he showed the urgency to give his prospect business but not in
getting this prospect's business.
Bob agreed with my observation and
called his prospect to rectify the situation. He should have
had this business closed in December but took the put-offs. If
you recall, last week I wrote that the put-offs taken in December
would not result in January business. Bob proved me right.
By the end of the day, the printer was no longer in Bob's pipeline.
Bob screwed up in December but he did the right thing in January by
not taking any more put-offs. The time off did serve to lessen
the severity of the printer's problems, making him feel he no longer
required Bob's help.
one optimum closing opportunity with each prospect. Perhaps it
will happen on the first call but it could just as well happen on
the fifth meeting. It can only happen after you've touched all
the bases and headed home. If you don't close the business
when you're running home, the chances are you won't close the
has all the help you'll need to fix this problem. Reread the
chapter on Scoring. Bob finally did but it was too late.
Breaking News! Bob just read my
Baseline Selling Tip for the week and sent me this email:
Bob has been reborn . . . heís shredded his very own need for
approval. Bobís new mantra is: close Ďem when qualified or leave
Ďem. Bob has closed > $40,000 in the first half of January and
thereís more to come. Bob also understands the importance of keeping
the pipeline full of viable opportunities and not resting on his
laurels. Bob even has come to believe that $1MM in a year is
Bob is a rompin', stompin' 65 year old stud muffin embarking on the
rest of his life feeling like a little kid in a candy store . . .
whatís up with Bob? Bobís priorities are etched in stone and in
proper alignment . . . thatís what. Bobís lifeís priorities are as
Take care of Bob on three levels: Spiritual - Emotional - Physical
Note: All four are very important and 2, 3 and 4 canít happen
Bob faced and continues to overcome significant past year personal
challenges with the support of many . . . heís rising above the
turmoil realizing that poor Bob hiding under the covers isnít the
answer; responsibly facing life on lifeís term is the answer. Bob
will be happy to share his story with anyone who is battling lifeís
challenges and sincerely willing to ask for help."