Sales are Made or Lost by the Path You Choose THE RAINMAKER’S SYSTEM “ Success by Design” Buyer’s System “ Concessions by Deception” What System? “ Chance, #s, and Lucky Breaks” Which sales path will you follow? Rapport Rapport Rapport
Early in the process, discuss exactly how you work and what you will expect. Discuss the terms and broad objectives early in the process.
At the close, there should never be a reason to “think it over.”
Avoid the temptation to present anything until after they are convinced that it’s the right decision for them. Ideally, terms should only be verbalized until they have agreed to the major deal points/terms/pricing/structure.