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Two Key Questions

Posted By Administration, Tuesday, July 16, 2013
Updated: Friday, August 30, 2013
Sometimes it's a challenge to get clients, and especially prospects, to take action. Any suggestions?

There are two powerful questions you can use during the selling process:
  1. Are you having "this" problem? Of course, it's vital you have done your homework and know what "this" problem is...and have a solution for it. There is often a common concern or problem within an industry or job position. For instance, working with sales managers, I know their key problem is having sales people who can sell. And I have solutions for that. This question gets the discussion going and focuses on what you can do for the client.

  2. Also consider this fallback: If the prospect says "no"... then ask "What is your biggest problem?" Not as good, but still a conversation starter.

  3. When would you like to get started on this? This brings the focus to an action or decision point quickly. If you haven't yet talked fees, it offers a way to bring it up.

TIP:When wanting a client (or prospect) to take action, zero in on problems and solutions ... and the need to take action.

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