I had a call with a prospect yesterday who passed on our service a couple of years ago.  The notes said it was price but the prospect said it was coverage of his requirements…which one was it?  Maybe it was both?

The point is – be very clear to understand what the decision criteria is and then you know what you are up against and can offer a solution.  My father used to tell me often – if you don’t know what the problem is how can you solve the problem?  Simple, solid advice that we often ignore because we want to present our solution.

Basic Steps

1. Engage

2. Define the problem

3. Provide the solution

4. Close

Don’t we wish sales was that simple but in many ways it is.  The tricky part is getting through each step of the process.

Good luck today.


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