A reminder about the value of getting numbers on-the-table early in an ongoing conversation. This is as opposed to waiting until the seventh visit.
- If forces qualification: If a prospect seemed fantastic but says, “Oh, I/we wanted to help in other ways.” Then you at least know what approach to take and you’ve qualified the ongoing and future conversations.
- A goal – In subsequent conversations (follow-up) you’re working toward a real goal… something concrete… not this ethereal idea of a gift, someday/maybe. This even works if the prospect ‘isn’t there yet’. At least you know where THERE is and you can have an going conversation about THERE and HOW!
- Get it out of the way! Take a deep breath and get the number/project/level on the table.