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Daily Nuggets: A For Impact Blog

A Triple Ask on the Very First Visit


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