At this stage you should know what other decision makers need to be involved if there are budget considerations or if your prospect has any other concerns that need to be addressed. Use the information—both verbal and non-verbal cues —that you gathered during the previous interviews and the product demo to create a good closing interview. Was there a function that particularly impressed your customers ?has? Be sure to mention them and emphasize the benefits for the company! Was there a specific pain that came up more often.
Also address and highlight how your product or solution will make the customer's life easier solve that pain and help them achieve their business goals. What is the timetable for introducing the product in the company? As you near the end of your interaction with the prospect use this question to determine their Latest Mailing Database current schedule. He or she may be looking at other solutions or still unsure how your solution can solve hisher business problem. Then it might be a good idea to find additional resources to back up why your solution is definitely best for them.
This is also a good time to find out what external factors are influencing the company's implementation of your productcould. Is the company waiting for a new quarter? Are employees currently being trained who will use this solution? Are people on the decision-making team on vacation? The more information you have about the company's schedule the better you can plan follow-up actions. Is there anyone else on your team I should speak to? Most of the time the decision as to whether a particular product will be established by a company does not depend solely on one person. Once you know who you're going to talk to next you need to tailor your offer to that person's everyday life and the potential hurdles they may face.
发表于 2023-4-8 16:52:51
