When you meet with a prospect, you may think it’s just the two of you. But watch out. A third element sits there with you. It’s the mutual mystification monster.
This monster sucks life from your sales call by getting you satisfied with vagaries like, “I’ll think about it. Let me get back to you.” When you hear things like this, know that the mutual mystification monster is gumming up the works for you. That’s because vague expressions like this are just non-specific ways prospects say, “Noooooo” without saying, “Noooooo.”
So on your next sales call, get rid of the mutual mystification monster right at the start with an explicit, upfront contract. Define the time you and your prospect will spend together, what you’ll discuss, what the prospect’s no means and alternatively, what yes means. Leave nothing to chance. Leave nothing for the mutual mystification monster to feed on.
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