Be sure to read part 1 of this step: Agreement: Why 'Making' a Sale is Disastrous to Your Business"

• The first possible agreement: The Sale! You both agree to move into a new relationship where your prospect pays you for your product or service, and you provide it. Remember that the details of the transaction must be crystal clear to all concerned-- what you will provide, and when, and how. What will they provide, and when, and how? And, this agreement will take the greatest humility, because the most obvious and beneficial future you both see may be your most expensive and premium service or product.  
• The second possible agreement: Not Done Yet. You both realize that you need more information, or they need more information. "I'll think about it," falls into "they need more information." They might need more information from you. And, they might need more information from: their bank account, their business partner, their spouse, their calendar, their heart. If you both realize that it's a Not Done Yet agreement, then make it a real agreement. What's the next step? "Checking in sometime," is not an agreement- it's too fuzzy. However, "Let's talk again on Monday the 24th at 3pm, and what information can I get you in the meantime?" is an agreement. Don't leave it fuzzy- make it specific and clear.  
• The third possible agreement: The Continuing Journey. You both realize that while the Sale might be a great future for the two of you, not now, and it's an uncertain timeline. Again, be really clear about this. The agreement will be: "Okay, it's clear the timing isn't quite right for us. You are on my list, and you can respond the next time one of my offers resonates with you." This is where you benefit from having a Second Marketing Journey set up, one where you are consistently and sustainably sending value to everyone who is interested in your business.  
• The fourth possible agreement: Diverging Paths. After a thorough conversation, it's really clear to both of you that it just isn't a fit. As soon as you are clear about this, not from fear, but from real clarity, say "Goodnight, Gracie." It will be a real relief to both of you, and it will just feel right.

Read all three steps to a successful sales conversation: Step One:    Making the Connection and Keys To Connection Step Two:   Asking and Answering Questions and Keys To Questions Step Three: Discovering the Agreement and Keys To Finding an Agreement.

Copyright 2005: Mark Silver, Heart of Business™ Helping People in Small Business Make Both A Healthy Profit and A Real Difference.How do we do that? Free workbook available online: http://www.heartofbusiness.com mark@heartofbusiness.com 4074 NE 7th Avenue, Portland, OR 97212(503) 282-3037

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