How many times have you had this kind of experience selling your products or service…?
You get a phone call from a potential prospect. You chat, and there seems to be a real connection. They’re interested in what you offer so you schedule that first, free “get-to-know-you” meeting or no-charge consultation.
The meeting goes great! You like each other, and it seems you do indeed have something they need. Now you’re on a roll and excited about this awesome new client you’re pretty sure you’ve landed.
Then that’s it. Even though they seem to like you and want what you offer, they don’t hire you or buy. And no future meetings are scheduled. Somehow the hungry fish you had on the line just slipped right off your hook (again), and you’re not entirely sure why.
4 Simple Steps to More Sales
Frankly there could be any number of reasons why you lost the sale. But rather than focus on the negatives, let’s examine a simple 4-step formula that works like a charm to close sales.
Best of all, it works for even the most sales-phobic entrepreneur, because this method isn’t about trying to sell at all. It’s about getting to know your prospect’s wants, needs and problems, making a connection, and explaining how you can help.
Step #1: Forget About You and Focus On Them
Get to know your prospect by asking questions, and listening much more than talking. Find out what they do, what their goals are, and why they haven’t been able to reach them yet.
Author: Stacy Karacostas
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