How many times have you left a sales call thinking one thing was going to happen, only to find that your prospect pulled a vanishing act on you? Or maybe you thought you heard the prospect say he was faxing a signed contract, but no contract showed up.
As a group, we sales people have a common flaw: we only hear things we want to hear, and we don't know how to just come right out and ask the prospect what we want to know.
Remember to ask your prospect to "Sum Up" what he believes the next steps are, so both of you are on the same page.
Are You Ready?