BEST IN SALES AUDIOBOOK 6 of 6 Conditional Order and Strategic Checkpoints

Audiobook 6 of 6 in THE PERFORMANCE SERIES – BEST IN SALES

Conditional Order and Strategic Checkpoints

What do you do when the sales conversation is positive – but the customer is not yet ready to give you the order?

Perhaps you first need to prepare a proposal where you must:

• specify delivery terms
• obtain additional product specifications
• clarify price and/or volume
• confirm warranty and service conditions with a manufacturer or external supplier

In this audiobook, you learn how you can still secure an agreement with the customer – through a Conditional Order.

Have you ever felt that an order was within reach? The sales conversation was positive, the customer appeared interested, and the relationship felt constructive. But afterwards, communication faded. You received little response to your proposal, and the customer became evasive when you followed up.

Strategic Checkpoints help you reduce the risk of this happening.

In all buying and selling, it is crucial to understand the difference between price and financial value. How do you help the customer recognize this distinction when evaluating your offer? There is one important step you should take during the sales conversation to master this challenge – and it is one of the checkpoints.

Finally, we examine another common reason why a proposal may be rejected – a factor that is easily overlooked but can ultimately determine whether you win or lose the sale.

You will learn how to:

• use a Conditional Order when a final order cannot yet be placed
• reduce the risk of a positive customer meeting ending without a sale
• understand why an interested customer may still decide not to accept your proposal
• use the given Strategic Checkpoints
• help the customer understand the difference between price and return of investment

Your benefit:

A positive sales conversation is not enough. What really matters is what you do to maintain momentum all the way to the order. You learn how to secure an agreement that gives you the best possible foundation for winning the sale when the sales conversation cannot be concluded with a final order.

At the same time, you gain a set of Strategic Checkpoints covering important factors that are easy to overlook in a busy sales environment – but which can make the difference between winning and losing the sale.

Playing time: approx. 18 minutes