Final Step in Your Sales Process

When you get hired, someone else is likely getting fired. This is even more reason to solidify the final step in your sales process—where things can still go wrong if you're not careful. Remember these important actions to take as you’re closing the deal…

1. Ask how they're going to do the firing.

There’s a non-zero chance that your prospect or soon-to-be client hasn’t thought about their plan for firing your predecessor, and even if they have, they’re likely to be squirrely about it. So, first things first, ask them to walk you through their approach to ending their present arrangement.

2. Remind them what to expect.

Share that, in your experience, the person getting fired will react by bringing all hands on deck, giving a final pitch, discounting prices, and doing whatever it takes to try to save the business. Remind your prospect that they need to be prepared for that series of events and should anticipate how they will respond.

3. Stay close at hand.

Your prospect may get quiet or nervous during this transition. Offer to be helpful. Walk them through your steps; have clear agreements about what's next and how you’ll stay in touch. Remain close through this very last phase to truly, completely, finally close the deal.

Getting hired while someone else is getting fired can be a fraught, intense experience. Your prospective client may need a little handholding and extra support to see this transition all the way through. Hang in there.

Onward.

Tom

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