Beat the Recession: 25 clusters of five; number 3

A recession often means: delays in decision-making, lost budgets and disappearing project requirements. More than ever it is important to build momentum to the sale, to convince your DM/DMU (decision maker/decision making unit) to make a decision sooner rather than later. How? By:

1. quantifying the reasons for going ahead: make benefits (they answer the question so what?) measurable. Monetary terms is perfect.
2. quantifying the cost of not going ahead: what is the cost to them of not proceeding? Make it painful to not go ahead.
3. making it easy to buy by responding rapidly to queries.
4. by creating difference through company benefits x product benefits x you benefits. They do not need to procrastinate looking at other offerings.
5. by closing regularly not just to get agreement but also to flush out objections.