Why You Need to Know about The 48-Hour Rule

 

Question: How does the 48-hour rule™ accelerate follow up after sales meetings?


Answer: The concept originally came from my book, ‘The 48-Hour Rule™ and Other Strategies for Career Survival.’ I noticed that sales people weren’t capitalizing on opportunities with any sense of urgency.

Answer: The concept originally came from my book, ‘The 48-Hour Rule™ and Other Strategies for Career Survival.’ I noticed that sales people weren’t capitalizing on opportunities with any sense of urgency.  I also noticed that sellers were doing a lot of re-work by not acting in a timely manner.  The 48-hour rule™, simply stated, is that to capitalize on an opportunity, you must act with the appropriate sense of urgency. In other words, it could be 48 seconds, 48 hours or 48 days!  The benefits of embracing the 48-hour rule™ include time savings, keeping your to do list low, and ensuring momentum remains high.


Try it! I regularly hear my clients say that they’ve used the 48-hour rule™ with great success.  Also, when it comes to interacting with executives, they expect sellers to have a sense of urgency.


An example: in working with one of my coaching clients, we agreed that proposals would always be presented in person or via a live phone meeting (not sent more than an hour or so in advance) and there would be a follow up action within 48 hours.  The result – his close ratio sky-rocketed to 80%!


The 48-hour rule™ is simply another tool in your arsenal to improve close ratios and ring the bell more frequently with TOP Line Accounts™ victories!

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