Is having an agenda for the close inauthentic? How does setting a date to buy or cut ties better the value for your prospect? What if you just allow the conversation to flow and leave it open-ended?

I know a lot of times it may feel awkward to have that agenda and have a purpose in place, but you will not be the leader of the call if you don't have an agenda and you will not have the control that you need in the process.

When you have that agenda as a closer, it becomes more serious. They take you more seriously as well. And they respect you because you're not wasting their time in just chitter-chatter. And it makes you a better salesperson when you know you can't go off topic. 

Stay tuned for guidelines on setting forth your agenda.

Key Takeaways:

• Their mentor, unfortunately, told them they shouldn't have an agenda (00:35)
• A time when I didn't show them the road map. But people want clarity (5:40)
• A goal to buy from me at the end of the sales process or move on (8:19)
• An agreement: “At the end, we'll make a decision together” (10:38)
• When you have an agenda, you can schedule more sales calls (11:33)
• Not presenting the agenda upfront can get them to see you in a bad light (14:36)
• Respecting their time as well as yours (15:37)
• If you're leaving it open-ended, you're always going to chase that person (17:13)

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Additional Resources:

The Legendary Closers Facebook Group

Unlock the Secrets to Closing Your Prospects

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