Close every call with the "playback"
The last two minutes of your call are worth more than the first twenty. Most reps waste them on pleasantries.
Run the playback instead:
"Before wrapping up, making sure this was heard right. The priority is fixing X before the Y deadline, because it's costing you Z every month. And the next step is the walkthrough Thursday at 2.
Anything missed?"
Watch what this does:
They correct you: gold!
Better now than in the proposal.
They confirm: They just heard THEMSELVES commit, out loud, in their own priorities.
They add something: Bonus intel you didn't have.
Every outcome wins.
And that little question at the end: "anything missed?"
That tells them someone finally listened all the way through.
Most prospects can't remember the last rep who did.
Twenty seconds.
Run it every call.
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Close every call with the "playback"
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