“Get a fix on the prospect/customer/client and on his or her desires; failing to do so will undermine all your other efforts.” ― Dan S. Kennedy, The Ultimate Sales Letter: Attract New Customers. Boost your Sales.

I used to wrap up my meetings with “Any questions?” I was super friendly, extra polite… and walked out with no decision and no traction on what I needed. Have you ever kept things light, and nice and lovely and said thank you, and asked “Any questions?”… and left with no yes and no clarity on what you actually needed from the meeting? You know when the room nods, says “Great discussion it's time for lunch" and nothing moves? That. My colleagues say "don’t be pushy - just be nice and it’ll sort itself out." They say 'Leave it open - ask for ‘thoughts’ or they say "Show more data, they’ll decide later.” I say - If you don’t ask for a decision, you’re asking for a delay. So instead of asking “Any questions?” in your next meeting try: → “What would we need to say yes to ___ today?” or → “To move forward today, we need ___. Can we decide that now?” → “Is there anything in the way of deciding ____ now?” And see how fast things start moving for you. From now on, end with a decision ask. Comment SHIFTS and I’ll drop the 1-page cheat sheet below. ***Team - I don't have the 1 page cheat sheet I'm just practicing short form: Hook → Story → Offer and BITS! Would love to know what you think. Don't be too harsh I've just learnt this and I'm practicing!! 🙏