Just in time close

Just in time sales enablement, or Johnny-on-the spot-close. Is great for minimising follow up admin or for losing a deal because you've annoyed your prospect. Timing is one of the 5 pillars of sales.

A good example is knowing a very specific trigger event like end of financial year, and turn up when the need is highest, or uncover when a decision will be made.

People are busy and don’t want to deal with salespeople unless they are ready to buy. So find out when they are interested to buy with questions like;

‘When will you be looking at this?’

‘What stage in the project will you look at this?’

Or one I use all the time, ‘If you tell me when you’ll be making a decision on this, I promise to leave you alone till then’.

Then you need to have a few good reminders and pop up at the right time. As example:

“In August last year you mentioned that your lease expires in two months so thought we could talk about or office renovation services’.