Take the Contract with You

I learned something very interesting this week. Thankfully, what I learned was really at no one's expense. What I learned is that when you are on a sales call and you believe there is a possibility (even a remote one) that you may close, always take your contract or letter of agreement with you! This does not apply if your contracts are so complex that it takes a team of attorneys to sort through it. If, however, your contract or letter of agreement is one or two pages long? take it with you.

The above rule is something I've known for a long time. I have to admit I haven't always followed it. Many times I've met with prospects and sometimes, being lazy and having forgotten to bring along the letter of agreement, I would tell them that I would email or snail mail or fax the agreement later. Invariably it would take a long time to come back with a signature.

Two weeks ago I had a meeting with the President of a Speakers Bureau. He was eager to represent me and I am always looking for new opportunity. This Bureau has good credentials and they represent good speakers. I liked Mike, the President of the company, with whom I would be working. It's an absolute win-win, no-risk opportunity for me. Speakers Bureaus only get paid when they book speaking engagements. No engagements-no fee.

Had Mike had his letter of agreement with him I would have read it and, if there were no issues, signed it on the spot. He did not, however, have the agreement with him, but he promised to email it to me later on. A few days later he did. I printed it out. I put it in a folder. That was three weeks ago.

It's not that I don't want to work with Mike-I do. I simply have not yet had a chance to read over the letter of agreement. I'm busy. I'll get to it eventually. I do want to do it-it's simply not my most pressing concern.

This made me think. How much time have I wasted by waiting to send my letter of agreement? How much time have I wasted waiting for those signed letters of agreement? How much time have you wasted? We should never forget that while waiting? the prospect's situation could change along with the opportunity!

When you are in front of your prospect, you are the most pressing concern-at that moment in time. You cannot sustain that position over time, because other things come along to grab your prospect's attention. Get the contract signed while you are there, in front of your prospect, the prospect's most immediate, pressing concern.

If you find that you must send the contract at a later date, because the contract is complex, or must be reviewed or it must be written or rewritten, set up a time to meet again with that prospect. This might feel like more work; it's actually insurance.

Always have your calendar or palm pilot with you and easily available. When you agree to send your letter of agreement, part of your conversation must be about how and when you will deliver it. Once you have established the time frame for delivery, take out your calendar and say, "Let's pencil in a time for me to come by with it and we'll have a chance to talk as well." Keeping in mind the parameters and time frame that you just discussed offer some choices, "Is early next week good for your or is later in the week better?" This way you are having a conversation about when you will meet not if you will meet! I also like the word "pencil". It implies that the time can be erased or changed, so the prospect does not feel trapped.

Control the sales process from start to finish. Don't do a terrific job of selling yourself, selling your company, selling your product or service only to have to wait by the mailbox tapping your toes and checking your watch.

© 2004 Wendy Weiss

Wendy Weiss, The Queen of Cold Calling & Selling Success, is a sales trainer, author and sales coach. She is the author of Cold Calling for Women and the recently released Cold Calling College. Get her free e-zine at http://www.wendyweiss.com.

---

Breaking the Ice and Winning Over the Client

Wherever you turn these days you'll find articles covering every... Read More

Three Ways to Increase Mortgage Applications

If you are in the mortgage business, the very first... Read More

When the Nose of the Camel is in the Tent

My new job was to sell Commercial Service Agreements. It... Read More

Restaurant Pressure Washing

Many pressure washing companies try to stay away from the... Read More

Selling More CDs at Gigs, Case Study: The Rogues

A few weekends back, the Brobdingnagian Bards performed at the... Read More

Closing Sales Is Not A Problem, It?s A Process

In my opinion, the most overrated topic in sales training... Read More

Mindset Over Materials: The Secret Weapon of Sustainable Sales Success

Long-term sales success has less to do with skills or... Read More

Do You Have Enough Prospects To Make Your Numbers?

Several years ago I worked with a CPA who wanted... Read More

Telephone Techniques

TELEPHONE TECHNIQUESSelling face to face is different from selling on... Read More

My Competitor Has a Better Product

The topic of this issue's article is a response to... Read More

3-Levels Of Successful Selling

Any selling approach that lacks a proven strategy, a practiced... Read More

Selling For Keeps

When you are in sales and you come across a... Read More

The Importance of Good Sales Leads

An important part of your business plan should be to... Read More

Clear Up Blurry Communication

One of the top brewing companies in America is a... Read More

7 Ways to Stop Selling & Start Building Relationships

Sometimes we can all use a friendly reminder to keep... Read More

How to Sell Your Products Without Competition

Selling your products at shows can be difficult when you... Read More

Using Emotion for Persuasion

The other day, I received the last issue of a... Read More

How to Generate Leads on the Internet

In the last decade, the Internet has become a major... Read More

How To Get Rich Giving Away Something Free

The best of all worlds is to have a product... Read More

The Risk of Being A Yes-Man

Sales is all about negotiating. You are negotiating from the... Read More

At-ti-tude, n

At-ti-tude, n.One of Webster's dictionaries describes the word attitude as:a... Read More

A Look at Store Fixture Parts

Products for sale need to be displayed in a manner... Read More

Why Should I Buy From You?

Virtually every business you contact has this question in their... Read More

The Force That Drives Buying Decisions

What do people buy? They don't buy your wonderful presentation.... Read More

Aikido and The Art of Cold Calling

Imagine being in a crowded concert or bar. All of... Read More

Diverting the Flow of Customers to Your Business

I was a lucky kid when I grew up. Lucky,... Read More

Things You Need to Know Before Joining a Direct Sales Company

A lot of people are very intrigued by the idea... Read More

Stop Screwing Up Your Sales Letter

"Sales Letter"... that's your web site's sales page. The page... Read More

Improve Your Sales Closing Ratio

Occasionally EGOPOWER readers send me questions or topic suggestions that... Read More

Before You Sell Do The Math

This is an important and potentially profitable piece of advice.... Read More

A Look at Child Mannequins

Not all mannequins are made to look like full-grown adults.... Read More

Why You Buy, Part Three

Still more discoveries from the recent studies in behavioral economics:Over-Valuing... Read More

Creating Intense Emotions That Motivate People

Ever wish that your presentations could be as much fun... Read More