The ABC’s of One-Call Closes
Did you know that most one-call closes come from qualified appointments that are set with ALL of the Decision Makers (DM’s)? When you set the appointment with a non-DM or with only one of the DM’s, you risk losing the sale because the product’s value (as well as the sense of urgency to purchase) inevitably gets lost in the second-hand translation.

The best thing to do is take the extra time to solidify the appointment with ALL the DM’s. This way everyone is present and they are much more likely to buy while the information is still fresh in their minds.
 
Here are the ABC’s of how to set the appointment with ALL the DM’s:

A. Make sure you are talking to the DM. From years of experience, we have found that scheduling an appointment with a non-DM seldom turns into a sale. Think about it. No one is better qualified at presenting the software than your Web Specialist. Not to mention that you’ve only got one shot at a walkthrough per business. Why risk losing the sale to a second-hand interpretation from an uninvolved non-DM. Instead, take control of the conversation by asking:

”Who takes care of your marketing? Normally I speak with the business owner, would that be you?"

Then move the appointment forward.

B. Check to see if there are any more DM’s who need to be present in order to make a purchasing decision. Sometimes there are other people (such as a spouse or business partner) who must be present before the site can be purchased. Remember, you have a much better chance at closing the sale if all the major players are involved. The easiest way to find out if you are missing a key person is by asking:

”If you like everything you see, is there anyone else you would want to consult with before getting a site for your business?"

Then move the appointment forward.

C. And finally, make sure that you set the appointment at a time and date when ALL the DM’s will be available. Now that you know who the players are, take the time to set the appointment to accommodate everyone’s schedule. Sometimes it may take a little bit longer, but in the end, your patience and persistence will be well worth it.
 
Then (as you probably guessed) move the appointment forward.