How To Create A “By-Appointment Only” Sales Model

You’re coming to the end of an initial conversation with a potential new client, and everything seems to be going well. ?

?You’ve invested time with them to understand their issues and provided them with information and education to address their needs. ?

But as the conversation naturally comes to a close there’s an awkward moment, an empty space, where you and your prospect don’t know what to say next. ?

They haven’t indicated they want to move forward and you’re careful not to put pressure on them to make a decision, but at the same time you don’t want to leave things hanging in limbo. ?

The temptation here, is to fill that void by saying something to end the conversation like: ?

“How about I follow up with you next week to see if you have any more questions?”. ?

This is the moment when they say: “Sure no problem, follow up with me next week”. ?

Then you are stuck in what I call the black hole. ?

The black hole is the empty space where they haven’t committed to move forward, and now you’re forced to chase them to find out where they stand. This is a place you never want to be. ?

Chasing them lowers your authority and doesn’t create trust. ?

What usually happens is, once the conversation is over with you, their mind shifts to other things in their life, away from their financial concerns (like making dinner or responding to their emails, etc.). ?

So, how do you avoid the black hole and create a bridge to the next scheduled conversation and create a “By-Appointment Only” sales model??

When you feel, the conversation is coming to a close, try this bridging phrase in a calm voice: ?

“It might make sense, if you’d be open to it, for us to schedule another conversation together, so that I can answer any questions further you might have over the next week or so... would you be open to that?”. ?

If you say this with sincerity and openness, and they are a fit for you, most likely they’ll agree to scheduling another conversation with you. ?

If they aren’t open to scheduling a conversation and booking that appointment with you, that tells you something about how serious they are about working with you. ?

By having a “By-Appointment” sales model you will avoid ever having to chase again because they will be a fit.? I will be going into more detail about this in a few days on my monthly livestream show Stump The Guru, which I do right here through LinkedIn. ?

If you want to join the livestream, click “Attend” on the link below:

https://www.dhirubhai.net/video/event/urn:li:ugcPost:6995565580808310784/

You’ll be notified inside of LinkedIn a few minutes before the show begins. If you don’t see a notification, simply go to my profile page and you’ll see the show begin live. ?

To ask me a live question during the show go to www.StumpTheGuru.com and wait to be selected to ask me a question (be sure your mic/camera are on). ?

If you just want to watch the show and not ask a question, then simply go to my profile, and click on my cover photo and it will pop up live for you. ?

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Unlock The Game?, a new sales mindset that overturns the notion of selling as we know it today. His personal insights on how to build trust between buyers and sellers continues to break new ground. Thousands of Business Owners worldwide have been transformed by his trust-based sales approach. Get access to the Free Masterclass at www.UnlockTheGame.com/Video and subscribe to this podcast or to be a guest on the show, visit www.UnlockTheGame.com/Podcast ?