One Call Close
Written by Brandon Hull on February 21, 2007. Leave a Comment on this Post.
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Thought-provoking article from Jacques Werth, founder of High Probability Selling, on one-call closing.
Now, it’s not strictly a how-to on doing this, so to speak, it highlights Jacques’ emphasis on disqualifying prospects as hard and fast as possible, and an introduction to his concept of “conditions of satisfaction,” which I’m a huge fan of…
Here’s my bigger question. How many of you are generating one-call closes in 2007? What industries are you in and what are you selling?
I’ve seen salespeople take this “disqualify prospects as hard and fast as possible” to a ridiculous level, and then wonder why their sales are so stagnant. While I’m in general agreement with the concept, there is such a thing as disqualifying prospects “too hard” and “too fast,” particularly before the salesperson knows much at all about the prospects needs or situation. For example, one fan of this “disqualify prospects” methodology suggested to a cell-phone salesperson (who sells in a retail kiosk at a shoppping mall) that their opening question to the shopper should be, “Are you ready to buy a phone today?” Whenever something is taken to this extreme, I get very, very concerned, especially when younger, less experienced reps hear this kind of advice.
Now, on to the topic of the so called “one call close!” Many of my clients would describe their type of selling as “one call close” but there’s really nothing special about it…it’s really just about extraordinarily good salesmanship in my opinion, and of course, if you have the luxury of only meeting with people who are ready to buy your product or service, that’s fantastic, but it’s not very realistic, imo!