The 18 month close

Anybody that has followed us for any length of time knows that at the Crown Jack Group we teach patience and advise everyone not to get in a hurry. Mark our client and friend out in Napa too that to heart. He met with a company about 18 months ago and spent about two and a half hours "visiting" with them. He never got in a hurry and spent time getting to know them and let them get to know some things about Mark.

We coach all of our clients to clear their schedules and focus solely on the prospect and be prepared to spend as much time as possible in front of the prospect as they can. Well...that is exactly what Mark does. He is not worried about how much time he is spending, or what he could be billing someone, or what needs to be done at the office (or home for that matter) he is all about whoever he is meeting with. Maybe Mark does not worry about what he could be billing, because he does not bill by the hour. He prices his services based on the value that the client perceives they will get by working with him. He understands, it is his time against the prospects wallet. If he is in and out too quickly, he cannot build enough value (in the eyes of the client) to get a fee that will allow Mark to do two things. Those are first of all he needs to get a high enough fee to make money and build wealth for himself AND he must get a fee that will allow his to spend as much time and effort on his new clients so the he can also help them make money and build wealth.

Mark does not just fill out paper and get a check for the amount of time or the number of forms he produces. He build value in the eyes of his client, does great work and bills them for that great work, and his clients appreciate that he runs his business this way.

Back to the 18-month close...after his initial two-hour meeting, the client did not immediately sign with Mark. However, he did make a lasting impression. 18 months later they called Mark back and said they would like to speak with him again. He went out and spent another two plus hours meeting with the client again. He was not in a hurry, and at the end he got another TIO (think it over).

Marks sales training kicked in at this point and he was not to be denied. He asked them why they had to think it over...they had 18 months to think about it and called him back. Mark got the business and I bet he got a nice fee also.

Mark knew he had them when they called him back, but he did not play the appointment that way. He started over, took his time, went back through the issues and when it was crunch time, he closed the deal.

If your closing a lot of your opportunities, we can help you increase your fees. If your not closing as many as you should be, we can help you learn to close the ones you absolutely don't want to miss and get a fee that will allow you and your client to both get value for your business transaction.

To learn more about the Crown Jack Group go to http://www.crownjackgroup.com/ or call 888-866-1189. Both our live and our online sales courses are forming now. We feel so