---
title: 365 Ways To Double Your Sales - 16
description: "365 Ways To Double Your Sales #16: Find out your prospect's top criteria and time frame for making a decision."
image: https://thesaleswhisperer.com/hubfs/tsw-custom/share/share-365-ways-to-double-your-sales-16.jpg
---

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 Jan 18, 2020

# 365 Ways To Double Your Sales - 16

![Picture of Wes Schaeffer](https://thesaleswhisperer.com/hs-fs/hubfs/Wes%20Schaeffer%2c%20The%20Sales%20Whisperer%20black%20white.png?width=50&name=Wes%20Schaeffer%2c%20The%20Sales%20Whisperer%20black%20white.png) [Wes Schaeffer](https://thesaleswhisperer.com/blog/author/wes-schaeffer)

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**Wanna Double Your Sales? Set Mutually Agreed Upon Agendas**

 

[![the sales agenda home page](https://thesaleswhisperer.com/hs-fs/hubfs/Imported_Blog_Media/the%20sales%20agenda%20home%20page.png?width=550&height=287&name=the%20sales%20agenda%20home%20page.png)](https://thesaleswhisperer.com/blog/365-ways-to-double-your-sales-16)

**Phew!** [Money is not an issue](https://thesaleswhisperer.com/blog/365-ways-to-double-your-sales-15) (or at least you're pricing is in the ballpark.) Now you can relax (a bit) and have a person-to-person discussion vs. a sales servant to *all-powerful-omnipotent-dude-thinking-of-buying-from-you-if-you-act-right-and-beg-and-discount-your-stuff-85%* discussion!

What that means is that you need to now find out their top criteria and time frame for making a decision.

This has always been a tricky part for salespeople I've trained because they don't want to insult the person with whom they are speaking (why they are talking to a ***"seemore"*** is the topic of another blog post) so they let the prospect drive the discussion.

Now that you are following an agenda it is time for you to ask something along the lines of,

> *"Mr. Prospect, What are your top 3 non-negotiable criteria when..*
> 
> 
> 
> - *selecting a new vendor / partner?*
> - *evaluating new hardware / software?*
> - *considering making a change to this process?"*

Followed by...

> *"Mr. Prospect, When you are evaluating new options / vendors / solutions can you walk me through the process you follow?*
> 
> 
> 
> - *Is there a steering or evaluation committee?*
> - *Is legal involved?*
> - *Do you have outside consultants such as attorneys, CPAs, partners, spouse, etc. you run things by and let them kick it around?*
> - *Yes?*
> - *How often do you meet with them?*
> - *Will they be involved in our future meetings if we decide there is a fit?*
> - *Will you share their contact information with me if we decide to move forward?"*

You can take control of the sales process if you simply follow a system and have the courage to ask a few questions up front. If you listen (which means you are asking good questions prepared in advance) the prospect will tell you exactly what they want and how much they will pay and when and how they'll buy it.

If you'd like a little private sales coaching that can turn your selling world around in as little as 30 minutes a month, check out my [professional sales training](https://thesaleswhisperer.com/ipa) offered under the [Pre-Paid Sales Training](https://thesaleswhisperer.com/ipa) program. It's a month-to-month private training program that will help you get sales results fast.

Market like you mean it.  
Now go sell something.

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## Related posts

[![In The Sales Tango, Are You Leading or Being Pushed Around? — AI-powered sales insights from Wes Schaeffer, The Sales Whisper](https://thesaleswhisperer.com/hs-fs/hubfs/Blog-files/do_the_tango.jpg?height=200&name=do_the_tango.jpg)](https://thesaleswhisperer.com/blog/sales-leadership-tango)

[Sales Training](https://thesaleswhisperer.com/blog/topic/sales-training)

## [In The Sales Tango, Are You Leading or Being Pushed Around?](https://thesaleswhisperer.com/blog/sales-leadership-tango)

![Picture of Wes Schaeffer](https://thesaleswhisperer.com/hs-fs/hubfs/Wes%20Schaeffer%2c%20The%20Sales%20Whisperer%20black%20white.png?width=50&name=Wes%20Schaeffer%2c%20The%20Sales%20Whisperer%20black%20white.png) [Wes Schaeffer](https://thesaleswhisperer.com/blog/author/wes-schaeffer) 

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[![The Ideal Sales Process Includes a Sales Agenda to Make Every Sale | The Sales Whisperer®](https://thesaleswhisperer.com/hs-fs/hubfs/tsw-custom/share/share-sales-agenda-make-every-sale.jpg?height=200&name=share-sales-agenda-make-every-sale.jpg)](https://thesaleswhisperer.com/blog/sales-agenda-make-every-sale)

[Sales Training](https://thesaleswhisperer.com/blog/topic/sales-training)

## [The Ideal Sales Process Includes a Sales Agenda to Make Every Sale](https://thesaleswhisperer.com/blog/sales-agenda-make-every-sale)

![Picture of Wes Schaeffer](https://thesaleswhisperer.com/hs-fs/hubfs/Wes%20Schaeffer%2c%20The%20Sales%20Whisperer%20black%20white.png?width=50&name=Wes%20Schaeffer%2c%20The%20Sales%20Whisperer%20black%20white.png) [Wes Schaeffer](https://thesaleswhisperer.com/blog/author/wes-schaeffer) 

 Jul 07, 2017

Why do so many sales trainers still teach

[Read more](https://thesaleswhisperer.com/blog/sales-agenda-make-every-sale)

[![Good. Fast. Cheap. Pick Two. — AI-powered sales insights from Wes Schaeffer, The Sales Whisperer](https://thesaleswhisperer.com/hs-fs/hubfs/Blog-files/good%20fast%20cheap%20crazy%20horses.jpg?height=200&name=good%20fast%20cheap%20crazy%20horses.jpg)](https://thesaleswhisperer.com/blog/good-fast-cheap-pick-two)

[custom AI solution development](https://thesaleswhisperer.com/blog/topic/custom-ai-solution-development), [Sales Training](https://thesaleswhisperer.com/blog/topic/sales-training), [ROI of AI](https://thesaleswhisperer.com/blog/topic/roi-of-ai)

## [Good. Fast. Cheap. Pick Two. (When and How to Be a TAD In Sales.)](https://thesaleswhisperer.com/blog/good-fast-cheap-pick-two)

![Picture of Wes Schaeffer](https://thesaleswhisperer.com/hs-fs/hubfs/Wes%20Schaeffer%2c%20The%20Sales%20Whisperer%20black%20white.png?width=50&name=Wes%20Schaeffer%2c%20The%20Sales%20Whisperer%20black%20white.png) [Wes Schaeffer](https://thesaleswhisperer.com/blog/author/wes-schaeffer) 

 Jan 10, 2023

How To Make The Sale So You Both Win Your prospects are overwhelmed. They were overwhelmed before...

[Read more](https://thesaleswhisperer.com/blog/good-fast-cheap-pick-two)

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