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Do as much advance research as you can
so that your questions are on point and don’t
waste your potential customer’s time.
FIND THE PROBLEM
If you can’t identify a
problem with the way your
customer does their business
today, there is no sale.
At this point you want to ask
questions that highlight these
potential problems.
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In this third stage you ask questions that get the customer to identify the implications of not resolving the problems you identified in step #2.
Finally, you want to ask questions that will get the customer to consider how valuable a solution to the question you just identified would be.
Now your potential customer is in the perfect state to consider your solution, and you can move in for the close.
CREATE YOUR GREATEST WORK
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