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.
- 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.
- 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.
- 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.
- 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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