Hello Sharks,
The fifth depth in The Shark Sales System is The Bump! The Bump depth of the system was named for the behavior some Sharks exhibit right before they decide if they are going to eat a particular item or if that item becomes prey. How it relates to sales is simply whether or not we both the sales rep. and customer moves forward to close a deal.
Often this type of bump and bite behavior is when The Shark is making a decision whether to leave or if the item becomes prey. During The Bump part in The Sales System, we are going to find out the who, what, when, why, where and how's of the deal.
Here we are going to find out if the customer is able to continue through the process or more importantly if there are other people that they need to bring into the decision making fold. If the customer is able and qualified then we are able to swim to the final parts of The System and closes the deal.
We fight and keep swimming and to get to the truth. The truth is if this deal is good for both the customer and for The Sales Shark. Asking open style questions and allowing the client to swim with you to the next depth makes them in control.
Until next time,
~ The Shark has Bumped
Also, check out The Shark at www.soyouthinkyoucanshark.com or email at jon@soyouthinkyoucanshark.com
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