Don’t be too eager to close the sale

Try and not be too eager to close the deal, and listen to what your client needs. You can’t offer a solution until you have identified the problem and ALSO clarified the needs. And you cannot move ahead in the sales process until the prospect has agreed that the problem is REAL and that they are ready to do something about it.

To overcome resistance you need to fully understand what THEIR issues are, and therefore don’t make assumptions. Ask open ended questions to get the client to speak openly . . . and ask close ended questions to clarify needs and identify issues.

On December 30, 2010, posted in: Client engagement, General by
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