Steli absolutely nails it in this article. I’ve been using this technique for years and it absolutely works.
I was out training one of our new people the other day and described it as the “time-travel” close.
When the prospect asks you after a successful meeting to send them some information, I always ask the following two questions:
1) “Absolutely, Sean – what kind of information would you need to help you (and your team, if applicable) come to a decision?”
and most importantly:
2) “Sean – let’s say that I sent you all that, you reviewed it and loved it – what would happen next?”
That second part is critical – and I’ve seen very few salespeople use it effectively. You can literally cut multiple steps out of your follow-up process by using this simple technique.
Click the source link to Steli’s article and see his take on this tactic. What do you think? Can you figure out a way to use this in your business?