Get Clients to Stop Dragging Their Feet and Buy

If the pace of business is increasing, why does it seem that clients and prospects are making decisions a lot slower? And since the credit crunch has pinched cash flow for many of us, we have to get more money more quickly from clients. In order for businesses to keep pace, we’ve got to keep cash flowing. To address these changes, you may have tweaked many of your business processes, such as reducing overhead and being more flexible about the products or services you offer. But have you altered your sales process? In the September issue, NY Report contributing editor Craig James offers some unique tips for closing faster and details steps on how to get your clients to stop dragging their feet and buy. For example, Craig suggests that in the beginning of the sales process, you ask the prospect for the date by which he or she wants to make the purchase and why. Establishing a target purchase date provides a basis for determining whether you’re on track or headed towards a delay. Visit here for a sneak peak.