Symptoms Sell

Written by Kendall Summerhawk


Continued from page 1

Once you've dug deeply to uncoverrepparttar symptoms and what happens if they don't fix them, it's finally time to transition your conversation torepparttar 120707 solution you have to offer. With this caveat - do NOT, under any circumstances, spend more than 1 minute going into detail about how to work with you.

The temptation to go into more detail will be strong. Resist. Here's a rule of thumb to keep in mind. Follow it and you will be following my golden rule: It's Not About You, It's About Them. The rule of thumb is: You are either asking a question or summarizing what they've said.

So to transition your conversation to a solution, you can say something like this (I've used my own business as an example, but this will work equally well for yours):

"So you're looking for a way to stop spending so much time on your marketing and instead get better results withrepparttar 120708 time you do have to spend, is that right?"

Now comesrepparttar 120709 transition...

"If I could show you a way to accomplish that, would you be interested in hearing about it?"

Simple, elegant, and completely permission-based. How often do you think you will hear "Yes!"? Probably 99.9% ofrepparttar 120710 time!

So what comes next? Your 30-45 second description of how you can help them, carefully crafted to amplifyrepparttar 120711 results they get and minimizerepparttar 120712 mechanics of how you work.

If you say these examples out loud, you'll hear how easy this template is to follow. It's a simple structure for focusing on symptoms that keepsrepparttar 120713 conversation all about them, and makes it easy for you to understand your almost-client's situation in greater depth than you ever have before.

Now it's your turn!

Weekly Marketing Wisdom **Marketing wisdom you can use right now!** Free chapter of marketing workbook when you subscribe! subscribe@kendallsummerhawk.com archives: http://www.kendallsummerhawk.com/free-articles.html


How to Deliver Your Price Quote with Confidence

Written by Kendall Summerhawk


Continued from page 1

2. What if...you list whatrepparttar client is getting if they choose to accept your proposal? Now you are deepening your case for results thinking.

3. What if...you tellrepparttar 120706 client boldly and with emphasis, that you can deliver that result forrepparttar 120707 price of X? Now you are keepingrepparttar 120708 emphasis on results, not on price.

Each of these 3 steps follows my foundation principle: It's Not About You, It's About Them! When you make it about "them" your confidence will soar! Now it's your turn!

Weekly Marketing Wisdom **Marketing wisdom you can use right now!** Free chapter of marketing workbook when you subscribe! subscribe@kendallsummerhawk.com archives: http://www.kendallsummerhawk.com/free-articles.html


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