Ok, by now everyone knows you should be asking good questions, listening, discovering pain and all that stuff that is in every sales book, webinar, training seminar. Everyone is doing the same thing so how do you stand out?
It’s fine to focus on your service and the benefits….but have you ever asked your prospect what happens if they don’t reach their personal goals? Try that, because that’s a question that raises lots of other questions and will strike a very deep, emotional nerve. Suddenly, the buyer will be focused on the risks of going with a product that may not get them where they need to go and that gets you out of the “price mode”.
You know when you have asked a good question when there is a long pause….Have a great week of solving problems and you will win more than your competitors.
Brick
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