![\"\"](\"https:\/\/www.marketingforsuccess.com\/blog\/wp-content\/uploads\/2011\/11\/Sales10.jpg\" "\\"Sales10\\"")
<\/a>In the past, most companies divided territories by geographical area. Today, many salespeople specialize in particular products or services and concentrate on clients who have needs that match the products no matter where they are on the planet So, companies are more likely to claim as your territory any client who has a need for your specialty. That means your client base may well be anywhere in the world. If that\u2019s the case with you, you\u2019ll do very little face-to-face selling and a whole lot of remote closing.<\/p>\nWhat do you do when you\u2019re not able to close face-to-face? Well, when you close from a distance, you call upon your skills as a closer and rely on the wonders of technology like phones, fax machines (yes, some industries still find this a successful way to do business), the Internet, email, and express or overnight delivery services.<\/p>\n
Let\u2019s say you\u2019ve presented to International, Inc. in Los Angeles. You\u2019re now back home in Boise, Idaho. Your presentation was precisely detailed. You established great rapport with the three committee members and followed up with thank you notes to each person before you left L.A. They told you they had to make a decision by today (a week later). What are your chances of getting the agreement? Very good if you answer \u201cyes\u201d to the following questions:<\/p>\n
Did you call either yesterday or the day before to check to see if the clients had any remaining questions about the ability of your product to satisfy their needs?
\nDid you arrange a specific time for their call today?
\nHave you reread your entire file on this account so all the details are fresh in your mind?
\nDo you have your brief summary review (your list of everything they agreed they like about your product) filled with emotional involvement phrases that will help them feel what it will be like AFTER they take ownership?
\nDo you have a solid closing question prepared and rehearsed?<\/p>\n
Every \u201cyes\u201d you answer here brings you closer to getting the big YES from your clients. Even if the potential clients dismissed you with a \u201cWe\u2019ll get back to you\u201d that doesn\u2019t mean you sit and stay like a good puppy until they call you. You\u2019re a professional. You\u2019re proactive.<\/p>\n
Calling a day or two before the decision to see if anything new has come up doesn\u2019t make you a pest. Making this call is a courtesy and a way to protect your interest in the client. You can be the competition is trying to lobby for their product. So, why shouldn\u2019t you?<\/p>\n