Symptoms Sell

Written by Kendall Summerhawk


If you are a solution type of person like me, thenrepparttar concept that symptoms sell may not be intuitive at first. "What do you mean symptoms sell? I'm hired to offer a solution!" Yes, that's true. But selling symptoms and offering a solution are not mutually exclusive. The trick is in your timing. You see, until your almost-client feels you understand their problem, they are not going to listen to a solution you offer. The funny thing is, when you spend time asking questions to uncover their problem and dig deeply to find out what they've already tried to solve it, it naturally prevents you from jumping in too soon with a solution. This means you are following my golden rule: It's Not About You, It's About Them.

Asking about symptoms takesrepparttar 120707 pressure off of you to sell. You are just engaging your almost-client in an in-depth conversation with one purpose in mind - to find out how bad repparttar 120708 problem is, and what happens if they don't fix it.

You don't have to spend hours engaged in this type of a conversation, even as few as 5 minutes can reap huge rewards. Precision questions make this easy. Now I realize that if you are a dyed-in-the-wool solution person this take a bit of awareness and practice.

Here are 2 reasons why adopting this practice is worth it: #1 You can help more people if they feel you understand their situation. And helping people is probably why you do what you do, isn't it?

#2 The greaterrepparttar 120709 problem is,repparttar 120710 less important money will be to your almost-client. Think about this for a moment -repparttar 120711 more importantrepparttar 120712 problem is,repparttar 120713 easier it is for an almost-client to findrepparttar 120714 money to hire you. This means you have little-to-no-quibbling about your fee.

So why not prepare 2-3 precision language questions this week that will help you unearthrepparttar 120715 symptoms your almost-client may be experiencing? Get comfortable hearing about their problems and don't be satisfied until you've discovered whatrepparttar 120716 consequences are in not resolving them. Dig deeply and you will find incredible treasures in your conversations!

How to Deliver Your Price Quote with Confidence

Written by Kendall Summerhawk


In this highly competitive market, it's easy to worry that once you staterepparttar price for your service, your prospective client will vanish. Evenrepparttar 120706 most brazen of us may gulp when we finally have to say a number.

Let's look at delivering your price from a different angle. With these 3 "What if..." scenarios in mind, delivering your price quote takes on an entirely different meaning. Instead of a daunting task, it becomes a way to deepenrepparttar 120707 communication between you and your prospective client.

1. What if...you summarize what was important to your client (you did ask them what was important, right?!)? For example: "I remember you said you were looking forrepparttar 120708 least expensive, highest quality, fastest delivery XYZ - do I have that right?" Now you are building a case for results thinking!

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