Here are the highlights of my conversation with Katie:
Katie’s biggest challenge of closing and how she overcame it as a seller:
- If it’s not the right fit, then they can walk away.
Katie took pieces from what she learned from previous TSE episodes. Katie used the lines: “I’m on your side. You tell me, I tell you. If I found out that this is not going to work, can I walk and do we have that agreement?”
- Making a follow up
She followed up and the client moved the meeting to some days later. So Katie went in and asked: “Is there anything that I can do for you so you can evaluate it and we can work it out by tomorrow?”
The result…
There was brutal honesty throughout the whole transaction and Katie got the sale!
Connect with Katie on LinkedIn and on Twitter @khbiznetwork or send her an email at katie.henderson@charter.com
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