Always have contracts with you whenever you see a prospective buyer because you never know when they might decide to buy.
Have contracts for when prospects want to buy
Especially if you are in the service/sales industry where you often call on your customers for service reasons, and in the course of your service, you also sell them additional services.
Here is an example: While making a routine customer call, your customer says, “Last night at our Board meeting, we decided to move forward on the proposal you gave me six months ago for ___. What is the next step for to move forward?”
You say, “Great!’ and then realize that you don’t have a buyers agreement with you. Not on your person. Not in your car.
Now your self-confidence in this call has taken a hit because you feel unprepared.
You start back peddling your way to Plan B, “When I get back to the office this evening, I will email you…”
Will you still get the sale? There is a good chance. But time is never your friend in selling. Buyers change their minds. Circumstances change. Last minute competitors show up.
Always have a buyers agreement among your materials when meeting with prospective buyers. Even if you don’t take it into the meeting, at least have a few in your car.
Don’t settle for an average selling career.
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