The prospect has a very strong relationship with the college, and Tom does a triple ask the very first time he meets with her.
Set-Up
Tom visits with a high capacity prospect for the first time who has a strong relationship with Ohio Wesleyan University an alumnus. She is a very successful attorney with a generational connection to the school, including a her parents, two sons, and multiple other family members.
Visit
Debrief
Key Learning Points:
- Err on the side of asking and being aggressive, but be in tune with what the prospect is saying and body language.
- If the prospect has too many options, it makes it harder for them to choose
