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Encourage your prospects and clients to do majority of talking. Use short statements and questions to encourage your prospects to continue giving you more information. Some examples are. "Tell me more. Can you elaborate on that? Please go on. How long has this been a problem? Could you give me an example of that? How have you tried to fix problem? What is financial impact of this problem?"
Next time you are in a sales situation and you are trying to understand customer's motivations, concerns, problems, pains and challenges, pretend what they are saying will be on a test. Listen 70-80% of time.
Don't be too surprised if your closing ratio increases as your talking decreases. An "A" on this test is a closed sale. B's and C's don't count.
"Only those who dare to fail greatly can ever achieve greatly" - Robert F. Kennedy
Have a great week
Please call me if I can help with any business development and prospecting questions.
Ken Levine Impact Business Solutions, Inc. 508-845-8849 www.impactbussolutions.com
Ken Levine is a sales and business development coach. he works with company presidents, sales teams and busienss owners to help them be more effective in finding new business opportunities. Ken helps his clients find new opportunities, and transition these "suspects" to become prospects and then clients.