Close Close
Popular Financial Topics Discover relevant content from across the suite of ALM legal publications From the Industry More content from ThinkAdvisor and select sponsors Investment Advisor Issue Gallery Read digital editions of Investment Advisor Magazine Tax Facts Get clear, current, and reliable answers to pressing tax questions
Luminaries Awards

Life Health > Running Your Business

Don’t Party Until the Deal is Closed

Your article was successfully shared with the contacts you provided.

With sales costs spiraling upward and sales time becoming limited, considerable prudence is required on the part of every salesperson.

Salespeople need to ask a small number of basic questions regarding a prospect’s precise requirements, time scales, budget, competitive offers, etc., before revealing price and delivery options. It is vital that some initial answers are elicited prior to that first exploratory get-together in order to ensure that the meeting will be worthwhile to both parties.

During that first meeting, a considerable amount of detail can and should be uncovered—background and history of the company/individual, the key decision makers, time scales, budget, competition, current suppliers, etc.

Only by rigorous questioning will a salesperson be able to answer the following questions back at the office:

The very best sales professionals would not pursue an opportunity if, after proper objective analysis, the answer to any of those questions was “no.” They would rather invest their precious selling time seeking out and closing opportunities that provide a profitable return on that investment.

Sign up for The Lead and get a new tip in your inbox every day! More tips:

Jonathan Farrington is a globally recognized business coach, mentor, author, consultant and chairman of The JF Corporation and CEO of Top Sales Associates. For more information and tips from Jonathan, visit, or go to his blog at


© 2024 ALM Global, LLC, All Rights Reserved. Request academic re-use from All other uses, submit a request to [email protected]. For more information visit Asset & Logo Licensing.