Posted By Administration,
Tuesday, July 16, 2013
Updated: Friday, August 30, 2013
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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:
- 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.
Also consider this fallback: If the prospect says "no"... then ask "What is your biggest problem?" Not as good, but still a conversation starter.
- 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.
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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