| The 5 Questions You Need Your Prospect To Answer |
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Customer-focused sales professionals spend most of their time getting complete and accurate answers to these questions:
- What is your unique environment/situation?
- What are your hopes and aspirations for the future?
- What obstacles do you need to remove before you can realize a successful outcome?
- What is your level of commitment to making the necessary changes that will remove these obstacles?
- Finally, what would you be willing to pay to remove the obstacles and achieve the future success you want?
Customer-focused sales professionals prescribe a solution only after they have a clear picture of their prospect's situation. When they do this, they become valued sales consultants.
Next week, in Sales Secret #10: find out the difference between a dream and a goal.
Send any questions, comments, stories, or sales problems to dan@optimumbizdev.com, and I'll personally send you a response!
LAST WEEK'S HOMEWORK: What was it like taking prospects to the next level of interest and trust, without focusing on the sale itself? What did you spend your day doing?
THIS WEEK'S HOMEWORK: Write down the above questions on a 3" x 5" card and take it with you this week. Look at it before all of your sales calls and important phone conversations.
Please take a minute and let me know how you're doing out there. Have these tips been helping you? |
