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Today we’re going to talk about how you can make it easy for prospects to do business with us. Whether you’re a mom and pop shop or a large corporation, whether you’re selling for yourself or for someone else, each of us has a sales process that can be fine-tuned so it’s easier for the prospects, taking away any friction. Again, this is tied up to the concept of building value.

1. Educate the prospect.

You have to educate the buyer as much as possible. The more you can do that, the better you can help them make a buying decision as opposed to you making a sale.

2. Make sure you know what they need so you can prescribe the right kind of product or service.

Make sure they have at least a copy of what the services are just to make sure you’re both on the same page.

3. Take advantage of storytelling.

Think of ways to incorporate stories and then get down to the main reason why you need this is for their profitability.

4. Show that you care.

What’s going to set you apart from somebody else is the fact that you care or you’re showing empathy.

Today’s Major Takeaway:

There are main points in your sales process that are key gateways. Educate them as much as possible to help them make the decision so they feel more in control.

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