Lesson #3: Accountability Sales
What if we told you that you can hold the decision maker accountable to help you close the deal? Would you believe us? This is what Accountability Sales is all about.
One of the six steps to applying Accountability Sales is ‘Intelligent Speculation.’ Intelligent Speculation is the step where you attempt to understand what is keeping the Decision Maker from making what you believe to be the desired outcome.
The Accountability Sales Convergence matrix is a tool to help you determine what is keeping a deal from being closed.
The importance of this tool is that it brings you to an understanding of how to hold the Decision Maker accountable. It helps prevent you from jumping to conclusions about why a deal has not been closed.
Check back next week for another lesson to improve your sales strategy. This preview truly only scratches the surface of how to use Accountability Sales to improve your close rate. If you want to fully understand Accountability Sales you can contact Gylen Castle for consultation services or purchase a copy of the book on the Gylen Castle website or Amazon.
