A wonderful lesson from Tom Big Al on the asking the prospect what is important about such from their perspective and helping them to make the decision easier.
How to make your prospect’s decision easy.
Here is an interesting definition of closing:
"Finding out if your sales presentation met your prospect’s needs."
So the real close doesn’t happen on the closing question. You could have the world’s greatest closing question, but if your presentation did not address your prospect’s real needs, you would fail.
How do we laser-focus our short presentation to exactly what our prospect wants?
We ask.
This simple question will help you talk about what your prospect wants:
"So what is important about _________ for you?"
Just fill in the blanks.
"So what is important about having a part-time business for you?"
"So what is important about having an extra paycheck for you?"
"So what is important about staying home for you?"
"So what is important about having more free time for you?"
"So what is important about losing weight for you?"
"So what is important about saving money for you?"
"So what is important about being your own boss for you?"
And now we will be talking about what the prospect really wants to talk about.
From Tom Big Al with wonderful tips on ways to assist the prospect to make the decision and to find out what the prospect is seeking.
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