Sales and Sales Management Blog

December 12, 2008

Close More Sales Quicker–Learn How to Keep Your Prospect on Track and Focused on Purchasing


Most salespeople follow a chaos theory of managing a sale – whatever happens, happens. Consequently, after leaving an initial meeting with a prospect they wonder how, when and why they should reconnect with the prospect. Not only does this lead to lost opportunities, even with prospects who do become clients the process is difficult, fraught with worry and uncertainty, and wastes a great deal of the salesperson’s time and energy. Managing a sale need not be chaotic. The ladder method is a logical progression process that will allow you to maintain complete control of the sales process, save time and energy by keeping your prospect engaged and committed, shorten the sales cycle, quickly eliminate nonprospects, and create additional and add-on sales and generate quality referrals (in conjunction with the PWWR Referral Generation SystemTM).

Register at Lorman Education Services


  1. From Contact to Contract
    1. Understand the Logical Steps From Contact to Contract
    2. Construct the Ladder Before You Hit the Wall
    3. Create Engagement and Qualifying Criteria Prior to Meeting With a Prospect
  2. Create a Sales Path During the Initial Meeting
    1. Determining the Contact Is a Real Prospect
    2. Gain a Firm Grasp of Where You Fit Into Solving the Prospect’s Wants, Needs or Issues
    3. Agree Upon the Next Step – Should Be a Face-to-Face Meeting
    4. Agree Upon the Goal for Next Step
  3. Build Value for Your Next Contact
    1. Value vs. Benefit
    2. Prospect Centered vs. Self-Centered Value
    3. Going Beyond Your Agreed Upon Task
    4. Demonstrate Competence, Professionalism and Trustworthiness
  4. Turn Each Subsequent Contact Into a New Step of the Ladder
    1. Add Extra Value at Each Contact
    2. Gain Agreement That the Task Meets the Client’s Request and the Previously Agreed Upon Goal of the Contact
    3. Agree Upon the Next Logical Step
    4. Agree Upon the Next Step’s Goal
  5. When There Is No Place Else to Go
    1. Prospect Not Ready to Purchase
      1. Can Occur Anytime in the Process
      2. Gain an Understanding of Why the Prospect Isn’t Ready to Buy
      3. Get an Idea of Their Time-Frame
      4. Agree Upon Maintaining Contact Via Your Normal Communication Process
    2. Nonprospect Connection
      1. Typically Determined at the First Meeting or Very Early in the Process
      2. Determine the Reason: No Need, No Money, No Interest, Cousin in the Business, Whatever
      3. Determine Whether or Not Contact Is Worth Including in Your Normal Communication Program
      4. If They Are, Agree Upon Maintaining Contact
      5. If They Aren’t, Thank Them for Their Time and Move On
  6. Create a Communication Program for Prospects Who Aren’t Ready
    1. Every Contact Must Have a Prospect-Centered Purpose
    2. Every Contact Will Train Them to Pay Attention to You Because You Bring Value or to Ignore You Because All You Do Is Waste Their Time
    3. ‘Touch’ Each Prospect at Least 12 Times a Year Via Various Media
  7. Grow the Relationship After They Buy
    1. Maintain Contact Through a Consistent, Client-Centered Communication Program With at Least 12 Contacts a Year – At Least One Via Phone
    2. Learn the PWWR Referral Generation SystemTM to Generate a Large Number of High Quality Referrals From Each of Your Clients and Prospects
    3. Make Follow-Up and Add-On Sales Via Education Rather Than a Direct Sale

Register at Lorman Education Services


Paul McCord, McCord Training

Paul McCord, of McCord Training, has more than a quarter century of in-the-trenches experience as a salesperson, manager, executive and business owner in the construction, publishing and financial services industries. His experience is both broad and deep. From selling millwork to apartment and commercial builders and home centers, to wholesaling insurance and securities to NASD broker/dealers, to selling mortgages on both a retail and wholesale level, his background encompasses the full spectrum, from retail to wholesale to direct to business sales and sales management.

Mr. McCord’s heavy sales and management experience across a broad swath of the sales world combined with his years of experience training and consulting with companies of all sizes in dozens of industries has given him a unique understanding of the problems, issues and opportunities salespeople, managers and companies face.

Mr. McCord is the author of two best-selling sales books, Creating a Million Dollar a Year Sales Income: Sales Success through Client Referrals (2006), which was selected as an offering by the prestigious Forbes Book Club and is quickly becoming recognized as the authoritative text on referral generation; and SuperStar Selling: 12 Keys to Be Becoming a Sales SuperStar (2007). His third book, Connected: Turn Your Connections into Your Most Powerful Business Building Tool, will be released in the Spring of 2009.

A prolific writer, his articles, interviews and quotes appear regularly in numerous business and industry publications such as Forbes, Business Week, Selling Power, Advisor Today, Sales and Marketing Excellence, Advisor Today, Hotel and Motel Management, Airport Business, Enterprise Week, SalesForceXP and many others. Mr. McCord is also the author of the highly popular Sales and Sales Management Blog which is often picked up in syndication by Fox Business News, Reuters, Nielsen Business Media, Hoovers and the Chicago Sun-Times.

Mr. McCord’s work with salespeople and companies includes coaching; conducting sales training workshops and seminars; and consulting with companies on a variety of issues such as designing company sales training programs, training managers, and designing and overhauling districts, regions and entire departments.

Mr. McCord’s clients range from small to mid-size companies to behemoths such as GE, Wells Fargo, Microsoft, New York Life, Siemens, Merrill Lynch and others. In addition, he is a frequent speaker to business and industry associations such as The National Association of Insurance and Financial Advisors, REALTOR® associations, marketing and public relation associations, and government groups.


Leave a Comment »

No comments yet.

RSS feed for comments on this post. TrackBack URI

Leave a Reply

Fill in your details below or click an icon to log in: Logo

You are commenting using your account. Log Out /  Change )

Google+ photo

You are commenting using your Google+ account. Log Out /  Change )

Twitter picture

You are commenting using your Twitter account. Log Out /  Change )

Facebook photo

You are commenting using your Facebook account. Log Out /  Change )


Connecting to %s

Create a free website or blog at

%d bloggers like this: